JOB SUMMARY & SCOPEAccountable for achieving and exceeding the revenue and margin goals established for a sales team. Is accountable for achieving and exceeding revenue and margin the sales team. Work in coordination with the VP, Sales to hire, train and lead a high volume outbound sales team to achieve sales goals and increase market share primarily (but not exclusively) in a mid-market.
KEY ACCOUNTABILITIES- Create and implement sales strategies and annual business plans for sales representatives to facilitate consistent quota and revenue growth.
- Develop Sales Representatives through sales, product knowledge and systems training, regular one on ones, team meetings and coaching sessions - developing a culture of consistent sales improvement and skills growth.
- Provide accurate quarterly and monthly revenue and margin forecasts for the sales team.
- Work with Marketing to develop and execute marketing promotions, sales campaigns and vendor lead programs.
- Review market data to determine customer needs, price schedules, and discount rates.
- Assign customers, sales representatives, etc. and ensure all sales and lead generation activity is documented in the applicable CRM system.
- Monitor all call center and sales metrics including, but not limited to, revenue, margin, dials, talk time, close rate, returns etc. Manage daily activity to ensure adherence to goals utilizing coaching, training and performance improvement plans to address any individual deficiencies.
- Represent the company at trade association meetings to promote product.
- Deliver sales presentations to key clients in coordination with sales representatives.
- Responsible for establishing and maintaining good business relationships with customers and partners and assisting sales representatives to maintain relationships, negotiations and closing deals.
- Analyze and control expenditures to conform to budgetary requirements.
- Prepare periodic sales reports reflecting sales volume, potential sales, and areas of proposed client base expansion.
- Continuously monitor and evaluate the competitive landscape.
- Create and implement sales strategies and annual business plans for individual reps to facilitate consistent quota and revenue growth. Through regular one on ones, team meetings and on the spot coaching, develop a culture of consistent sales improvement and skills growth.
EDUCATION + EXPERIENCE + KEY TRAITS- Bachelor's degree (B. A.) from four-year college or university; up to 5 years related experience and/or training; 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. Additional primary company languages include Spanish, French, and Dutch.
- 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 supervising direct or 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
X
