JOB SUMMARY
In partnership with the Market or Line of Business leader, leads and drives implementation of the Sales Management operating model. Oversees business development process and strategy, identification and qualification of opportunities, the assignment of individuals to pursuit teams, broker debriefs, execution of business plans and coordination of geographic and line of business sales efforts. Partners with local, regional, and national geographic and line of business leaders including Sales Management leadership to attract, develop and retain a highly effective salesforce to achieve organic growth and market share gains.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Develops strong relationships with regional Market Leaders and sales professionals to advance sales management principles and leverage best talent to optimize sales results.
Ensures internal company sales guidelines and processes (Sales Management) are followed and Salesforce.com and other systems are fully utilized within region by auditing compliance and utilization. Works with Managing Directors to address non-compliance and maximize utilization.
Utilizes tools such as Salesforce.com to manage metrics and reporting related to Sales Management initiatives including local sales and market activity, pursuit lists, pipelines, follow up reporting, and business plans.
Drives the use of the Finishing First process for pursuits from working with the sales professional on the client diagnostic, team formation and creation of the win strategy; responsible for pursuit execution working closely with project managers, graphic designers, writers and field research to create the pursuit materials and coaching the sales professionals through the win, debrief and follow-up.
Partners with peer group and leadership to assist in coordination of targeted vertical pursuit strategies at the point of sale (e.g. MidCap, Private Equity, Healthcare, Non Profit, Law Firm, Critical Environments, etc.) within region.
Identifies, develops, shares and implements best practices related to Sales Management including identifying the universe of prospects, aligned business plans, meaningful market meetings, high quality broker debriefs, prospecting reporting, implementing pursuit protocols, proactive team formation, implementing local SPOC processes, managing inbound and outbound referrals, pursuit lists, Finishing First, pipeline reporting, use of Salesforce.com (if applicable) and cross selling.
Identifies opportunities and influences key improvements in sales management practices.
Implements best practices related to effective recruitment, selection, development and performance management of local sales organization.
Works with national leadership to perform gap analysis and maintain optimal staffing levels within the local market sales organization.
Implements national training curriculum; partners with regional team to develop and implement local training curriculum.
Leads Field Research and Pursuit Marketing resources, including budget, HR and resource allocation, and implements local Client Care programs.
Helps to drive collaboration across the enterprise.
Plans, conducts and coordinates team meetings reviewing strategy, direction and goal tracking.
Serves as conduit for assisting local sales teams in identifying resources and information within a complex platform and highly matrixed work environment.
Evaluates and reports on national and local industry and business trends that impact the sales organization.
Develops and maintains relationships with industry and trade associations, vendors and professional organizations.
Performs other duties as assigned.
SUPERVISORY RESPONSIBILITIES
Manages the planning, organization, and controls for a major functional area or department. May be responsible for a mix of direct and matrix reports. Approves subordinate's recommendations for staff recruitment, selection, promotion, advancement, corrective action and termination. Effectively recommends same for direct reports to next level management for review and approval. Monitors appropriate staffing levels and reports on utilization and deployment of human resources. Leads and supports staff in areas of staffing, selection, training, development, coaching, mentoring, measuring, appraising and rewarding performance and retention. Leads by example and models behaviors that are consistent with the company's values.
QUALIFICATIONS
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.
EDUCATION and EXPERIENCE
Bachelor's degree (BA/BS) from four-year college or university. MBA preferred.
Minimum of seven years of related experience managing the activities of a sales force in a service organization.
CERTIFICATES and/or LICENSES
Real Estate Salesperson license.
COMMUNICATION SKILLS
Ability to comprehend, analyze, and interpret the most complex business documents.
Ability to respond effectively to the most sensitive issues.
Ability to write reports, manuals, speeches and articles using distinctive style.
Ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups.
Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.
FINANCIAL KNOWLEDGE
Requires in-depth knowledge of financial terms and principles.
Ability to calculate complex figures. Ability to forecast and prepare budgets.
Conducts financial/business analysis including the preparation of reports.
REASONING ABILITY
Ability to solve advanced problems and deal with a variety of options in complex situations.
Requires expert level analytical and quantitative skills with proven experience in developing strategic solutions for a growing matrix-based multi-industry sales environment.
Draws upon the analysis of others and makes recommendations that have a direct impact on the company.
OTHER SKILLS and ABILITIES
Technically savvy with solid experience using sales database systems, Microsoft Office (PowerPoint, Excel, Word), Outlook, social media, internet.
Strong knowledge of Salesforce.com is a plus.
SCOPE OF RESPONSIBILITY
Decisions made with in-depth understanding and interpretation of procedures, company policies and business practices to achieve complex results. Responsible for setting project, department and/or division deadlines. Errors in judgment may cause long-term impact to line of business and/or overall company.
