Manager of Territory Sales: Details: Manager Corporate Sales Summary The Manager Corporate Sales North America is responsible for leading and managing quarterly and annual Booking Commitment Goals (for a team of either focused on either growth or acquisition?). The role manages a team of corporate sales reps with direct responsibility of driving and exceeding new bookings targets for that team. Provides input to the strategic Sales plan. Provides leadership and conveys the strategic vision to assigned Corporate Sales team related to productivity and revenue expectations of their team. Ensures consistent sales training delivery and personal career development training across the assigned team. Principal Responsibilities • Leads assigned sales team to forecast and accomplish booking commitments based upon product lines, sales rep headcount, and customer segments while helping to identify and then implement new initiatives for maximizing growth through programs, products, and marketing strategies. • Participates in the development of North America Corporate Sales Quarterly Business Plans in line with strategic annual initiatives. • Ensures that quarterly and annual new booking goals are met by assigned team; supports individual reps booking goals by providing the training, support, and tools necessary to maximize growth • Makes recommendations Sr. Management on new territories and performs analysis to ensure equitable territory distribution for assigned team. • Ensures implementation of ongoing training programs to assigned sales teams regarding sales skills, product knowledge, and market focus, including prospecting techniques for securing new clients, account management, and general account maintenance • Participate in a weekly review and status of the business regarding NA Corporate Sales for assigned team. • Provide guidance and direct mentoring for sales representatives in matters of best practices, problem resolution, sales strategies, product information, pricing, and corporate policy interpretation. • Track and analyze all sales related activities including call activity levels, product and market balance, account management, new account development, sales and prospect reporting processes. Provide direction to assigned Corporate Sales reps regarding sales behaviors, appropriate coaching and guidance for sales reps to improve performance. Addresses performance issues and provides ongoing and corrective feedback in a timely and constructive manner. • Communicates with direct team to maintain consistency with headquarters’ direction and strategy and to inform them of company activities and initiative. • Works cross functionally with sales management team to capture data regarding KPIs. Analyzes and makes recommendations in identifying potential issues/opportunities, forecast bookings and analyze sales results. • Provides ongoing coaching of Sales reps on new initiatives, or programs developed based on analyses and aligns team on quarterly and annual business initiatives. Other Duties and Responsibilities • Participates in putting sales programs in place to win competitive selling scenarios. • Participate in a weekly review and status of the business regarding NA Corporate Sales • Monitor and assist sales reps in their execution against general sales challenges/opportunities, participates in call riding to establish and reinforce best practices for solving issues and or exploiting opportunities. • Personally demonstrates and ensures that sales reps possess strong product knowledge and ability to articulate our value proposition. Management Responsibilities • Sets performance expectations and manages against those expectations. Provides day to day guidance on individual deals and custom solutions • Provide leadership to assigned team of sales reps. • Drive excellence in the organization and ensure our sales process and methodology is used effectively with all team members. • Conduct on-going training on a consistent basis utilizing internal and external resources. • Perform key direction in employee supervision including: Required Observation/Monitoring, Employee Feedback (written and oral), Employee Documentation, Counseling and Coaching, and Performance Plans. • Participates in hiring, recruitment, training and development of all planned Corporate Sales Reps in a timely manor and consistent with the annual plan and makes suggestions as appropriate to management. • Track and analyze performance of assigned team members in all positions with the sales management staff to insure ongoing expectations are set and inspections are consistently occurring. dlvr.it/6z1hrj
Posted on: Sun, 21 Sep 2014 12:07:01 +0000
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