Assistant Vice President - Sales

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Full Time Senior Manager Office - Des Moines, IA West Des Moines, IA, US
2 days ago Requisition ID: 1978
POSITION SUMMARY

The Assistant Vice President, Sales (AVP) coaches, drives and co-leads regional sales new business growth, holding Account Executives (AEs) accountable for daily activities and behaviors that lead to sales goal achievement. In some instances, the AVP is a team leader with direct-report AEs (referred to as an AVP’s “pod”).
The primary measure of success is new business acquisition, also known as “growth business” – cross-selling and new logo acquisition. Secondary success measures include: hitting revenue and growth proposal goals. The tertiary success measure includes hitting contribution margin (CM) goals.
The AVP focuses on the following areas, either with a region or pod emphasis, depending on the existence of direct-reports:
accountability to prospecting activity – ensure AEs are prospecting and forming new relationships at appropriate levels for ITA Group;
development and administration of robust prospecting plans, including marketing strategies, call plans, next step development and opportunity qualification
funnel management accountability – updating Salesforce with prospecting and pre-sale activity
Account Development Plans - penetrating account strategies and opportunity road mapping. Hold AEs and themselves accountable to execute on each client prospecting plan;
increasing the number of AEs hitting their pod/revenue goal, in addition to face-to-face and proposal volume goals;
coordination with marketing strategy teams and marketing automation technologies
marketing campaign planning and/or execution
Assist the entire region, regardless of POD affiliation, with pre-sale efforts that may lead to more efficient and effective sales timelines
POSITION REQUIREMENTS

Bachelor’s degree with a concentration of studies in the area of marketing, communications, business, journalism or promotions.
Experience in a consultative sales-related position in the incentive/performance marketing or events industry, ITA Group experience preferred.
Previous management or leadership responsibilities with proven ability in problem solving, team building and decision-making.
Demonstrated effective selling and marketing techniques and strategies.
Ability to earn respect of AEs through:

leading with integrity at all times,
being knowledgeable about our industry, our competition, our solutions;
being responsive and dependable;
ability to handle adversity, coming through in the clutch;
ability to access and present to C‑Suite of large clients

Driven with the aptitude and experience to guide and motivate teams to achieve sales goals. Possess a fierce competitive spirit bolstered by grit, curiosity and business intelligence.
Fluent and capable on all marketing automation tools supporting prospecting efforts including Salesforce.com, LinkedIn Navigator, Highspot, Alyce, Drift and Marketo.
Understanding and knowledge of IMPAX methodologies.
Working knowledge of current trends in the marketing professional services industry.
Excellent written and oral presentation skills.
Demonstrate commitment to teamwork and superior customer service, while maintaining a positive attitude and work environment.
Ability to manage multiple responsibilities.
Ability for a minimum of 25% travel (2 trips per month minimum).
Clear understanding of marketing applications and solutions and the ability to leverage them effectively in the marketplace.
Ability to be creative while analytically viewing challenges to develop client-focused solutions.
Excellent relationship building skills with a strong business acumen and aptitude to identify key business issues.
Proven track record of developing and managing department budget in order to optimize departmental financial performance.
Ability to listen, understand, and respond to external and internal customers’ needs in a timely manner; customer service experience in a service-related industry preferred.
Ability to work the time necessary to complete projects or meet deadlines.
Ability to maintain confidentiality regarding salary and personnel issues.

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