Job Summary:
Accountable for directing, leading and managing sales efforts to develop and secure incremental revenue and market share and achieve profitable volume growth consistent with marketing plan initiatives. Models and acts in accordance with our guiding principles and core values.
Job Responsibilities:
- Provide leadership and direction to the Key Account Management staff to identify regional business opportunities and generate profitable sales in both new and existing accounts that meet and exceed new business revenue goals.
- Direct, develop and implement sales plans that support increased sales.
- In consultation with the senior sales staff, develop business strategies that are consistent with the national vertical market to maximize margins and increase revenue growth.
- Execute business development plans (forecasts, budgets and operating plans), and provide leadership to the sales and marketing staff, operations, and systems delivery groups.
- Monitor and review customer sales activity and make strategy adjustments as needed.
- Build strategic relationships with key contacts within customer organizations to understand opportunities for creating value.
- Capitalize on value creation opportunities by working closely with the sales and operations management team to develop creative workable solutions to customer needs.
- Direct cross-selling opportunities to increase revenue and leverage relationships in order to better penetrate the market.
- Facilitate regular meetings with clients and relevant operations staff to evaluate performance and receive updates from clients on challenges and future plans.
- Work with customer service teams to understand and develop solutions to client business issues.
- Work corroboratively with the operational staff at multiple sites and locations to ensure customers' needs and expectations are met.
- Work with implementation teams on new projects to ensure customer expectations are communicated.
- Attend industry events (conferences and trade shows) to enhance sales and marketing efforts.
- Direct the training of station sales specialists to ensure premier operational service delivery and high quality customer service for handling customer shipments.
- Create and present to management, reports concerning market planning and analysis, service offerings and the changing business environment.
- Utilize superior communications skills to motivate staff and develop effective working relationships with peers, executives and clients.
- Oversee and manage the professional development and productivity of staff members to ensure proper goals, training, professional development and project requirements are met.
- Personally coach, train and mentor direct reports and provide career development opportunities though training, and quality management activities.
- Keep abreast of emerging technology changes and innovations through formal or informal study, reading business and professional publications, networking and participation in professional organizations.
- Perform other duties as assigned.
Qualifications:
Education and Experience
- High School Degree or GED required.
- Bachelor's Degree preferred; or equivalent combination of work experience and completion of the LDP Program.
- Minimum ten years related experience.
- Minimum seven years industry experience.
- Minimum seven years supervisory or managerial experience required.
Certifications and Licenses
- Valid state issued driver’s license.
- Acceptable driving record.
- Proof of current automobile insurance.
Languages and Communication Skills
- Must be able to read, write and speak English fluently.
- Ability to communicate and interact effectively with multi-functional and diverse backgrounds.
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Ability to write reports, business correspondence, and procedure manuals.
- Ability to effectively present information and respond to questions from management, employees, customers and vendors.
Computer Skills
- Computer literate
- Intermediate level proficiency in Microsoft Office, internet, web-based and job specific software applications.
Other Skills/Experience
- In-depth knowledge of all products and services.
- Demonstrated success in leading, supervising, managing and developing managers, senior staff and high performance teams.
- Excellent planning, time management, collaboration, decision making, organization, presentation and negotiating skills.
- Strong background in sales and marketing and a proven track record in business development and growth.
- Demonstrated success in managing (KPI’s) Key Performance Indicators.
- Demonstrated success in problem solving through use of data and information metrics and improvement to performance process.
- Proficient in project management methodologies with a focus on managing solution driven strategy plans to achieve goals.
- Experienced in financial management (P&L's, Balance Sheets, forecasting and budgets) to effectuate return on investment.
- Manages complex or emotional customer situations promptly and professionally meeting commitments for service and assistance.
- Maintains stable performance under pressure or opposition; handling stress in a manner that is acceptable to others and the organization.
- Uses appropriate methods and a flexible interpersonal style to help build a cohesive team and facilitates the completion of team goals.