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Director, Sales
1 month ago
With minimal direction from a sales manager, the Sales Director is responsible for expanding and renewing business across an assigned portfolio of larger accounts, while working to maintain the overall health of the relationship.
This role allows the seller to build on their strong client strategy skills, while driving account expansion and revenue growth. Using in-depth knowledge of Inmars solutions and constantly keeping abreast of the clients needs, the seller consultatively presents account information and new ideas that solidify and grow the account.
The Sales Director demonstrates a constant desire to collaboratively solve problems and wont rest until they find the right solution for all parties involved. Key qualities of a successful Sales Director include being excellent at project management and staying organized, understanding the importance of responsiveness and follow-through, being an avid learner and absorbing new information with ease, which allows for shorter learning curves.
Primary Accountabilities:
Influence (50%)
- Manage a portfolio of accounts; participate in the overall client strategy and execute with excellence on the account plan
- Work closely with Client Strategy and Client Services teams to meet the needs of the client
- Drive pipeline growth at the highest decision-making level (c-suite) and grow profitable revenue across client territory
- Lead contract negotiations and ongoing contract management and renewals, ensuring work is completed timely and results support incremental growth in revenue
- Collaborate with client on product and service extensions that could deliver incremental value; bring Solutions Experts into those discussions as necessary
- Manage internal cross-functional relationships and communications for maximum productivity
- Responsible for providing new product/service ideas based on client needs; be an information source about how Inmars products can provide a competitive advantage
- Responsible for understanding the strategic goals and objectives of each client; develop sales strategies that align with the clients needs
- Build and maintain internal networks, garnering support and getting appropriate buy-in
- Develop a deep knowledge of assigned clients/prospects
- Maintain detailed, accurate records in Salesforce.com covering all account activity
- Proactively manage internal communications within and outside of the Sales team, as appropriate
- Bachelors Degree in business, marketing, or a related field
- 8-10 years of related experience, including responsibility for account management; or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed for this position
- Sales experience with financial services, healthcare, logistics, or ecommerce preferred
- Experience with CPG manufacturers or Retailers, a plus
- Demonstrated experience in expanding business relationships in a highly competitive environment; ability to sell across products and a variety of different solutions; ability to negotiate contracts, deal with price pressure and successfully produce with strong profit margins; ability to discern the solution that is best for the customer and the value range they are willing to pay
- Good decision making, knowing when to leverage additional resources to move deals past obstacles
- Proficient with Salesforce.com
- Proficient with Google Suite and Microsoft Suite producing professional business correspondence, proposals and reports
- Experience with the Miller Heiman sales methodology and the consultative sales approach
- Teamwork: Builds relationships and works cooperatively with others, inside and outside the organization, to accomplish objectives to build and maintain mutually beneficial partnerships, leverage information and achieve results.
- Communication: Giving and receiving messages and information in written, oral, and visual formats in a clear and concise way for a complete understanding of meaning and intent.
- Problem Solving: Gathers and analyzes information to generate and evaluate potential solutions to problems, issues and challenges while weighing the accuracy and relevance of the facts, data and information.
- Establish Focus: The ability to develop and communicate goals in support of the business' mission.
- Integrity: Gains the trust of others by taking responsibility for own actions and telling the truth.
- Negotiation: Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
- Business Acumen: Understands and is aware of how to think about and successfully make the right business decisions through the utilization of industry-specific knowledge and skills and strategic thinking tools and skills.
- Vision & Strategy: Takes a long-term view and builds a shared vision with others while positioning the organization for future success by identifying new opportunities, formulating objectives and priorities, and implementing plans consistent with the long-term interest of the organization in a global environment.
While performing the duties of this job, the associate is:
- Regularly required to use hands to finger, handle or feel objects, tools or controls, and reach with hands or arms.
- Regularly required to talk or hear and read instructions on a computer monitor and/or printed on paper.
- Occasionally required to stand, kneel or stoop, and lift and/or move up to ## pounds.
- Regularly required to view items at an extremely close range and must be able to adjust and readjust focus.
Frequently: Job requires this activity between 33% - 66% of the time
Regularly: Job requires this activity more than 66% of the time
As An Inmar Associate, You:
- Put clients first and consistently display a positive attitude and behaviors that demonstrate an awareness and willingness to listen and respond to clients in order to meet their short-term and long-term needs, requirements and exceed their expectations.
- Treat clients and teammates with courtesy, consideration and tact; you also have the ability to perceive the needs of internal and external clients and communicate effectively with the objective of delighting and retaining the client.
- Build collaborative relationships and work cooperatively with others, inside and outside the organization, to accomplish objectives, develop and maintain mutually beneficial partnerships, leverage information and achieve results.
- Set and attain achievable, yet aggressive, goals with a sense of urgency and accountability.
- Understand that results are important and focus on turning mission into action to achieve results following the principles of Flawless Execution while consistently complying with quality, service and productivity standards to meet deadlines and exceed expectations by giving our clients the best possible outcome.
- Support a safe work environment by following safety rules and regulations and reporting all safety hazards.
While performing the duties of this job, the associate is:
- Regularly required to use hands to finger, handle or feel objects, tools or controls, and reach with hands or arms.
- Regularly required to talk or hear and read instructions on a computer monitor and/or printed on paper.
- Occasionally required to stand, kneel or stoop, and lift and/or move up to ## pounds.
- Regularly required to view items at an extremely close range and must be able to adjust and readjust focus.
- Occasionally required to remain in a stationary position.
Frequently: Job requires this activity between 33% - 66% of the time
Regularly: Job requires this activity more than 66% of the time
As An Inmar Associate, You:
- Put clients first and consistently display a positive attitude and behaviors that demonstrate an awareness and willingness to listen and respond to clients in order to meet their short-term and long-term needs, requirements and exceed their expectations.
- Treat clients and teammates with courtesy, consideration and tact; you also can perceive the needs of internal and external clients and communicate effectively with the objective of delighting and retaining the client.
- Build collaborative relationships and work cooperatively with others, inside and outside the organization, to accomplish objectives, develop and maintain mutually beneficial partnerships, leverage information and achieve results.
- Set and attain achievable, yet aggressive, goals with a sense of urgency and accountability.
- Understand that results are important and focus on turning mission into action to achieve results following the principles of agile, dynamic execution while consistently complying with quality, service and productivity standards to meet deadlines and exceed expectations by giving our clients the best possible outcome.
- Support a safe work environment by following safety rules and regulations and reporting all safety hazards.
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