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

• Establishes plans and strategies to expand the UCC customer base in the assigned territory. Develops new business opportunities with partner companies with complementary technology.

• 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.

• Develops and maintains account plans and detailed financial forecasts. Conducts accurate sales forecasts, and achieves sales targets.

• Develops and executes sales plans such as sector strategies, hiring plans, territory management systems, and compensation plans.

• 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.

• Oversees and participates in programs that ensure the attainment of expense objectives, and will recommend programs to control and correct budget overruns.

• 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

• Education Level: Bachelor's Degree

• Field of Study: Telecommunications, Sales/Marketing, or similar

Other Job Requirements

• Bachelor's degree or equivalent combination of applicable education and experiencerequired; MBA or related graduate degreepreferred.

• Demonstrated sales management experience in telecommunications sales and sales leadership experience.

• Strong record in developing and assigning geographic territories and customer/prospect modules.

• Exceptional strategic planning, account management and contract negotiations skills required.

• 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.

• Success leading and managing large sales teams (experience managing sales team of at least 7 individuals is required).

• 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