Sr Dir, Sales
Intrado

Job Info

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JOB DESCRIPTION

BASIC FUNCTION
Responsible for directing the creation and implementation of the sales strategy for the organization in order to extend the company's position in the market place; establish sales strategy, providing guidance to the sales team and monitors progress towards the goal; analyze sales statistics while monitoring and evaluating activities and products of the competition; ensure the unique needs of the client are understood and identify improvements needed to enhance business relationships, increase revenue, and exceed the client's expectations

MAJOR JOB ACCOUNTABILITIES
Sales Function - Direct the creation and implementation of the sales strategy for the organization in order to extend the company's position in the market place according to established policies and procedures

• Establish sales strategy, providing guidance to the sales team and monitors progress towards the goal
• Develop job expectations for the sales staff to encompass revenue targets for existing products, incentives, and metrics
• Direct sales team to create and maintain strategic account plans for key and designated

customers

• Facilitate pipeline meetings with sales staff to ensure appropriate focus on and momentum of sales opportunities
• Review market analysis to determine customer needs, price schedules, and discount rates
• Analyze sales statistics while monitoring and evaluating activities and products of the competition
• Represent the company at trade association meetings, meeting with key clients and ensuring account executives maintain relationships and negotiate to close deals
• Work with internal resources (e.g., marketing, etc.) to identify new offer areas, conveying

market needs

• Oversee prospective activities to include significant efforts in cold calling new sales leads and following the sales process from beginning to end

Strategic Development - Participate in developing and implementing strategic plans in order to proactively enhance ability to meet the needs of the sales needs of the organization

• Evaluate new products and services and technology necessary to capture new markets
• Participate in developing requests for proposal to present to existing as well as prospective clients
• Recommend organization structure and resources (e.g., systems, personnel, upgrades and

improvement, etc.)

• Direct the development and implementation of policies and procedures for area of responsibility ensuring adherence by subordinates
• Build and lead an effective management team capable of supporting growth and carry out

established strategies, business goals, and objectives

• Make recommendations for implementing new technologies that further the ability operations to support all internal and external clients
• Continually keep up-to-date on Company services and capabilities in order to provide quality

technical services

• Review internal controls for consistency and to ensure controls are being followed by subordinate staff

Client Relationships - Place the highest priority on providing quality customer service by meeting the unique needs of client and department contacts according to established policies and procedures

• Ensure the unique needs of the client are understood and identify improvements needed to enhance business relationships, increase revenue, and exceed the client's expectations
• Communicate with clients to ensure timely response to all inquires
• Participate in on-site client visits which may include accompanying staff on sales calls to client sites
• Review and approve selected client communications (e.g., RFPs, major proposals, direct mail

copy, problem resolution correspondence, etc.) as required

Employee and Personal Leadership Development - Coach, develop, and mentor subordinates to achieve quality performance while continuing to develop personal management skill necessary to lead staff and handle unique management challenges

• Promote employee development by establishing performance measures that encourage employees to excel
• Continually assess personal management skills determining strengths and developing a plan to

address areas for growth

• Participate in the development of strategies to find optimal solutions to compensate, attract, and retain the talent necessary to achieve established goals and objectives
• Assist staff with establishing and attaining career development goals
• Ensure that employee training is effectively conducted for all positions throughout assigned area of responsibility

• Conduct appraisals and performance reviews
• For staff located within the United States ensure compliance with Equal Employment Opportunity/Affirmative Action (EEO /AA) guidelines
• Comply with individual country employment laws and regulations based on location of staff
• Review and recommend suggestions to management when updates to job descriptions are required as responsibilities change

Problem Resolution - Proactively oversee the activities involved in quality resolution of problems related to area of responsibility

• Respond with a sense of urgency to problems escalated to employee's level
• Escalate to supervisor any situation outside the employee's control that could adversely impact the services being provided
• Place the highest priority on providing quality customer service by overseeing all activities of staff, ensuring the unique needs of customers are met
• Ensure quality resolution and thorough and accurate documentation of customer issues
• Provide analysis and feedback to management staff and appropriate departments regarding recurring problems, recommending improvements aimed at reducing future occurrences of problems
• Participate in creating, administering, and continuously updating procedures for resolution of all related issues

Interfaces - Proactively strive to enhance the efficiency and effectiveness of all work flow interfaces in order to exceed established business goals and objectives

• Develop partnership with Executive management, internal departments, and external contacts
• Continuously evaluate interfaces with other departments, divisions, and the efficiency and effectiveness of work flow between areas of responsibility
• Identify processes where improvements can be made and take timely action
• Solicit input from all internal sources to assess areas for improvement in meeting expectations
• Perform quality review of services being provided identifying trends indicating the need to revise existing methods and procedures
• Continuously remain educated on processes and procedures in order to identify obstacles to meeting business needs

Mental and Physical Requirements - -

*This position will be exposed mainly to an indoor office environment and will be expected to work near or around computers, telephones, and printers

*The nature of the work in this position is sedentary and the incumbent will be sitting most of the time

*Essential physical functions of the job include typing, grasping, pulling hand over hand, and repetitive motions to utilize general computer software/hardware continuously throughout the work day

*Essential mental functions of this position include concentrating on tasks, reading information, and verbal/written communication to others continuously throughout the work day
Related Duties as Assigned - -

• The job description documents the general nature and level of work but is not intended to be a comprehensive list of all activities, duties, and responsibilities required of job incumbents
• Consequently, job incumbents may be asked to perform other duties as required
• Also note, that reasonable accommodations may be made to enable individuals with disabilities to perform the functions outlined above
• Please contact your local Employee Relations representative to request a review of any such accommodations

MINIMUM QUALIFICATIONS
Applicant for this job will be expected to meet the following minimum qualifications. Education

• Bachelor's degree from an accredited college or university with major course work in business administration, communication, marketing, sales, or a related field is required. Equivalent work experience in a similar position may be substituted for educational requirements.

Experience

• Minimum six years experience in highly technical sales required preferably in a telecommunications environment
• Minimum three years supervisory experience required.

Other

• None

This job has expired.