Director of Large Client Solutions

Total Administrative Services   •  

Madison, WI

Industry: Accounting, Finance & Insurance

  •  

8 - 10 years

Posted 75 days ago

This job is no longer available.

Position Purpose:

The Director, Large Market Customer Engagement and Revenue will lead all aspects of our quickly growing team of Sales Proposal Center Representatives and Large Client Account Executives. The Director leads, plans, schedules, and oversees the Lifecycle of the sale for Large Market Clients. Through the Sales Proposal Center and the Client Account Executive will work to translate the sales opportunities from multiple leads including RFI/RFP, existing client cross sell and upsell initiatives.

The Director will drive revenue and share in sales success by leading an already high-performing team, creating best practices and processes across reporting, quota setting and management, sales process optimization as well as thought leadership. In addition, you will identify opportunities, knowledge and skill gaps, and the tools the team can leverage to up-level sales effectiveness.

This is a full-time, exempt position working Monday through Friday with core hours from 8:00 am to 5:00 pm CST. The position will report to our Executive Vice President of Large Markets & Sales Operations.

Positional Responsibilities:

  • Direct, plan and guide work priorities for the sales proposal team and client relations executives. Develops clear and measurable goals and manages relative to shared accountability standards; provides regular performance feedback and coaching, and addresses performance issues promptly and consistently; motivates direct reports and collaborates on their professional development and growth; communicates and enforces company policies and programs, and addresses complaints and resolves problems in a timely fashion, involving and collaborating with Human Resources as appropriate
  • Monitor and drive large market sales performance plan goals, objectives and results
  • Works closely with the Manager of Sales Proposal Operations to guide and direct execution of sales in the Large Market. Guide the proposals submission process and timelines to ensure SLA’s, efficient, accurate and timely submissions. While executing this role, maintains ongoing interaction with Executive Vice President of Large Markets & Sales Operations and Internal Business Functions
  • Directs and ensures alignment across the development of new techniques, standards, or concepts to improve the Sales Proposal Operations and Client Relations Executives process and products
  • Lead the team in data mining and performing market research activities on relevant large market sales opportunities, ensure robust pipeline of opportunities leveraging technology and marketing tools
  • Provide research analysis in support of new customer targets, competitors, and potential teaming partners
  • Incorporate brand guidelines into output of materials, communications and lead generation activities
  • Manage and monitor workflow processes for pipeline activity and ensure outcomes achievement of department objectives
  • Develop, direct and manage the RFP process for TASC in order to determine existing client contracts that are up for renewal and to support the development of new business aligned with TASC’s strategic initiatives
  • Lead and assist with the research and implementation of continuous improvement initiatives, best practices, employee recognition, and development of solutions that improve service delivery and quality
  • Oversee, guide and support lead capture objectives through technology that will track and drive new account generation (e.g. CRM, Proposal/Quote Generation)
  • Drive New account generation, including total coordination of the sales process:
    • Prospect Identification (25 - 50% Cold-calling)
    • Prospect Qualifying
    • Prospect Communication (via phone, mail, email, or visit)
  • Create and implement strategies and processes to drive cross sell/deep sell in large markets
  • Liaise with Internal, including introductory meetings, proposal strategy, presentation creation and delivery, and new business sales pro forma budgeting
  • Oversee and drive market analysis and assessments to recommend strategies to prospect in large markets

Positional Competencies:

  • Effectively communicate and collaborate with a variety of functional areas and organizational roles to develop new sales engagement strategies
  • Use data and analytics to provide actionable insights, and leverage technology to improve sales effectiveness
  • Experience leading an organization to meet critical schedules, resolving critical/complex technical or operational problems, and providing employee mentoring
  • Experience developing solutions to problems of unusual complexity which require a high degree of ingenuity, creativity, and innovativeness
  • Ability to make effective decisions, build consensus, and sustain proposal teams’ energy and commitment
  • Demonstrated excellent communication (especially written), presentation, and team building skills
  • Demonstrated ability to interact, influence, and communicate with executive staff during formal reviews, and informal communication
  • Must be able to work varying schedule as driven by capture/proposal demands
  • Experience supporting proposal efforts, including support to critical, large scale campaigns; capability to lead the development and delivery of superior proposal products that provide customers high confidence in LM capabilities to deliver value

Qualifications:

  • Bachelor’s Degree in Business, Marketing, Finance, Contract Management, or related field
  • 7+ years of experience in a Sales Operations/Enablement leadership role, driving transformation for a fast-growing B2B or B2C company
  • 3-5 years of work experience in proposal development, or 4 years with global experience and understanding of cross department interactions
  • Strong organizational, and project management skills
  • Expertise in the use of Microsoft Office Suite, Skype, and Salesforce.com
  • Demonstrated ability to aggregate, analyze, and present data gathered from multiple sources, develop conclusions, and make recommendations
  • Demonstrated ability to communicate clearly, both orally and in writing, and produce high quality written products such as memoranda, presentations, and correspondence
  • Must be able to work autonomously as well as collaboratively, managing multiple deadlines in a fast-paced, often changing environment while also demonstrating direct attention to detail
  • Ability to leverage existing technologies to support RFP and Channel or Lead Generation activity as well as improve internal monitoring and assessment activities
  • Ability to travel, if needed

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