JOB SUMMARY & SCOPEOversee the development and implementation of strategic plans to grow sales & profit within target market and/or Region. Reporting to the SVP, Sales and proactively takes ownership of strategic partnerships fostering strong, deep consultative connections. Leads a sales teams to support the achievement of Company targeted sales & profit goals.
KEY ACCOUNTABILITIES- Support National Sales Strategy Development in conjunction with the SVP, Sales.
- Lead Key Accounts within a target market or region for continued business development.
- Create and implement business sales strategies and annual business plans for sales representatives to facilitate consistent quota attainment including revenue, margin and margin percentage growth.
- Support Key Customer relationships in concert with the SVP, Sales.
- Provided solution-based support by work with various sales teams and client management to leverage large/Regional customer relationships.
- Partner with cross company business leadership to identify, evaluate, implement and monitor system-wide growth strategies designed to achieve revenue and margin targets.
- Assist the SVP, Sales with the planning and evaluation of strategic partnerships, affiliations, and new market entry strategies.
- Oversee all aspects of management responsibilities for assigned team.
- Set clear objectives, milestones, and timelines for a Sales Teams, monitor and report on progress, initiate corrective action when necessary to meet timelines.
- Manage personal and team performance, creating a winning culture among the team as well as the entire sales organization.
- Participate in Regional and National Accounts Sales business meetings as required.
- Provide key accounts with appropriate leadership, support and direction in daily management of the business to include: business development, key market management, sales strategy documents, implementation process updates including but not limited to: market trends, strategic sales direction, strategic communication, marketing updates, reporting/performance guarantees, and business plans to ensure sales and revenue goals are achieved.
- Ensure various sales and support teams are trained and following a direct sales strategy approach, ensuring the right opportunities are worked to maximize success with new business development.
- Formulates complex financial decision recommendations and present to company leaders.
EDUCATION + EXPERIENCE + KEY TRAITS- Bachelor's degree (B. A.) from four-year college or university; 10+ years related sales experience; or equivalent combination of education and experience.
- To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Competencies: Sales Management, organizational development skills and competencies.
TYPICAL PERFORMANCE TARGETS- SERVICE DELIVERY: Sustained, measured excellence in project & process delivery
- COST TO SERVE: Sustained, measured excellence in delivery efficiency with expected continuous improvement
- INNOVATION: Step changed delivery in safety, quality, and/or cost
LANGUAGE SKILLS- Primary language used in daily operations is English.
- Read and interpret documents, procedure manuals and various correspondence from both internal and external
- Speak effectively, both individually and before groups of both external customers and/or various levels of employees within the organization
SUPERVISION- Role is responsible for direct and indirect reports
DECISION MAKING + REASONING- Able to take accountability and responsibility for business target delivery and decision making
MATHEMATICAL SKILLS- Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
REASONING ABILITY- Define problems, collect data, establish facts, and draw valid conclusions.
- Interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
- Ability to follow detailed instructions and utilize existing resources to solve problems
WORKING RELATIONSHIPS- Peak Senior Management Team
- Key Customer Sr. Leadership
- Key Vendor Sr. Leadership
COMPUTER SKILLS- To perform this job successfully, an individual should have knowledge of Excel Spreadsheet software, Word Processing, and PowerPoint presentation software. CRM skills required.
PHYSICAL REQUIREMENTSActivityAmount of TimeNoneUnder 1/31/3 to 2/3Over 2/3Stand
X
Walk
X
Sit
X
Use hands to finger, handle, or feel
X
Reach with hands and arms
X
Climb or balance
X
Stoop, kneel, crouch, or crawl
X
Talk or hear
X
Lift Up to 25lbs
X
Travel
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