Senior Sales Manager

  •  

Detroit, MI

Industry: Technology

  •  

8 - 10 years

Posted 168 days ago

  by    Joe Scanio

This job is no longer available.

SCOPE AND RESPONSIBILITIES:

Defines, implements and manages strategies and is responsible for business development of new strategic prospects and/or current strategic accounts within the assigned Sales area.

Independently accountable for achieving personal revenue and gross profit targets, whilst serving as a key Subject Matter Expert (SME) on the Sales competencies and capabilities of the company and leverages this to secure new opportunities and organically grow current contracts and projects.

SPECIFIC RESPONSIBILITIES:

?        Accountable for achieving revenue and gross profit targets by selling services and solutions to new clients within the assigned industry vertical.

?        Identifies, wins and manages strategic sales opportunities to ensure a robust pipeline is developed with new clients and or existing strategic clients.

?        Responsible for the sales strategy and closure plans for all opportunities within the agreed territory.

?        Creates and maintains opportunity plans for new business.

?        Works with Client Engagement Managers to ensure all run rate and extension business is closed.

?        Actively builds prospects for new clients and services within the assigned vertical.

?        Develops and promotes strategies to sell solutions to new and/or existing clients utilizing problem/needs based selling techniques.

?        Cross-sells the company?s quality assurance, quality engineering and business solutions, training solutions and third-party tools.

?        Actively promotes value propositions into agreed client base.

?        Ensures that all new client engagements have the appropriate contractual and commercial cover.

?        Owns and manages the 'Work in Progress' situation on all accounts.

?        Supportsfinance to manage the recovery of debt from assigned clients.

?        Rigorously qualifies all opportunities against target criteria.

?        Creates and maintains executive calling plans.

?        Creates and maintains accurate pipeline/sales forecasts.

?        Ensures that systems are updated with accurate and timely information.

?        Contribute to the company?s thought leadership and innovation initiatives through market trend analysis, development of case studies and white papers.

?        Works in collaboration across all functions to develop and implement new service lines and bundled solutions.

?        Works with the Marketing department to develop targeted campaigns and supporting material for service lines and targeted industry sectors.

?        Actively promotes value propositions into agreed client base.

?        Where appropriate, liaises with other regions to grow presence within the selected accounts.

EXPERIENCE / skills REQUIRED:

General:

?        Excellent client management skills, with experience in creating and putting into effect a clear long term vision of multiple client delivery success.

?        Experience in negotiating with internal and external stakeholders to advance the interests of the organization and developing strategies and action plans that reflect an in-depth understanding and assessment of client issues.

?        Has achieved 'Thought Leader' status within the industry.

?        Sets out to become one of the industry benchmarks, setting the standards by which others measure their success.

?        Experience of delivering and translating the vision, mission, and strategy into projects and initiatives with milestones and delivery schedules.

?        Applies insight, originality and a broad perspective to generate revolutionary technical solutions with teams.

?        Experience of introducing new concepts or strategies that significantly improve or revise the way business is done through to implementation.

?        Excellent communication and presentation skills, with experience in initiating open and candid relationships with people at all levels. Demonstrates confidence in influencing and explaining things well to compel others.

Technical:

?        7-10 years of extremely successful salesexperience at Senior Management level within relevant business industry, within progressively more complex sales environments.

?        Proven track record in new business development of larger, strategic opportunities.

?        Successful salesexperience within a complex and lengthy decision-making process/sales cycle.

?        Experience in identifying, winning and managing strategic client business.

?        PLM and ERP experience.

?        Experience in organizing and managing the end-to-end sales process for larger complex accounts.

?        Excellent knowledge and understanding of the IT services industry.

?        Understanding of commercial and contractual complexities of IT outsourcing.

?        Previous experience in a professional services engagement framework.

?        Demonstrates specific understanding of quality service offerings including quality assurance, quality engineering and business solutions.

?        A proven track record in achieving and maintaining stretching and ambitious sales and account plan targets.

?        Highly skilled in developing and maintaining an accurate pipeline.

?        Proven track record of exceeding sales goals, with experience in achieving assigned sales quota within accounts.

?        Proven record in delivering on top line revenue targets as well as enhancing and meeting assigned expectations for profitability.

?        Experience in achieving new account acquisition targets.

Management:

?        Excellent people management skills. Acts as a role model for continuous learning and development. Challenges others to reflect and learn.

?        Experience of managing people and creating an environment that celebrates both successes and failures.

?        A proven record in setting and working to visionary but attainable goals, taking courageous decisions and implementing them successfully.

?        Experience in hiring, developing and retaining the best talent.

Budget:

?        Ability to manage own expenses and ensure adherence of others to the expense policy.

?        Direct budget responsibility for all areas which fall under area of accountability.

?        Participate in development of departmental budgets.

?        Proven ability in monitoring and controlling revenue and capital costs against the budget and managing expectations of all stakeholders.

$220K - $260K