Director, Sales
Job Summary
Develops and ensures attainment of new UCC sales/revenue and margin growth for strategic accounts which contribute to the company’s bottom line. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values.
Job Description
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Establishes plans and strategies to expand the UCC customer base in the assigned territory. Develops new business opportunities with partner companies with complementary technology.
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Builds a high performance team; hires and retains the right talent in the right roles; sets goals, delegates work, holds reports accountable; develops and empowers direct reports to make decisions and take action. Demonstrates Company’s values, maintains a positive open demeanor, encourages different points of view, moves team forward through change; provides timely information; communicates context for business decisions; recognizes accomplishments; fosters teamwork and collaboration.
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Develops and maintains account plans and detailed financial forecasts. Conducts accurate sales forecasts, and achieves sales targets.
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Develops and executes sales plans such as sector strategies, hiring plans, territory management systems, and compensation plans.
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Supports and develops initiatives across the sales organization and the company primarily focused on sales productivity and efficiency. Expands opportunities into untapped product portfolios and develops sales propositions.
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Oversees and participates in programs that ensure the attainment of expense objectives, and will recommend programs to control and correct budget overruns.
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Owns several key sales support processes which may include opportunity and forecast management, the overall sales process, territory/customer-prospect module management and sales certification.
Qualifications
Experience
- 10+ yrs
Education
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Education Level: Bachelor's Degree
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Field of Study: Telecommunications, Sales/Marketing, or similar
Other Job Requirements
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Bachelor's degree or equivalent combination of applicable education and experiencerequired; MBA or related graduate degreepreferred.
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Demonstrated sales management experience in telecommunications sales and sales leadership experience.
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Strong record in developing and assigning geographic territories and customer/prospect modules.
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Exceptional strategic planning, account management and contract negotiations skills required.
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Experience is consultative sales techniques and account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long range account management strategies.
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Success leading and managing large sales teams (experience managing sales team of at least 7 individuals is required).
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Demonstrated leadership ability, people-management and mentoring.
Alternate Location: US-Arizona-Phoenix; US-California-Irvine; US-California-Los Angeles; US-California-San Francisco; US-California-San Jose
Requisition # : 172726