Area Sales Leader - Eastern U.S.

GPRS•Maumee, OH

About The Position

An Area Sales Leader at GPRS oversees Market Business Development Managers, providing leadership, coaching, management, and accountability. They align strategies with Sales, Field, and Customer Service Leadership. As part of the Sales Leadership Team, their responsibilities include guiding Business Development Managers in sales training, compensation plans, KPIs, and thought leadership, as well as leading meetings. They execute a collaborative strategic business plan to advance GPRS's professional interests and participate in strategy development with other sales leaders. They also collaborate with colleagues across departments to address customer and team challenges.

Requirements

High School diploma or equivalent
Direct team management experience or demonstrated leadership in current or previous role at GPRS.
Demonstrated sales success exhibited in current or previous position.
Expert at negotiating deal terms and structuring deal financials.
Ability to originate and close a financial transaction and sales management experience within construction.
Must understand business models and customer types within the world of construction.
Uses technical experience and expertise for data analysis to support recommendations.
Uses multiple internal and limited external sources outside of own function to arrive at decisions.
Strong commercial awareness and ability to influence the development of great deals and relationships internally.
Able to offer new solutions to problems outside of set parameters and can construct and provide recommendations.
Ability to demonstrate and coach sales models (Braintrust/Richardson)
History of demonstrated success achieving sales targets at GPRS in a commercial function.
Persuasion skills required to influence others on topics within the field.
Ability to build and create a customer targeting strategy that incorporates inside sales activities, marketing, outside sales to reach desired outcome.
Uses high level of judgment to inform decisions and handle complex tasks.
Has ability to assess quality of information given and ask pertinent questions to stakeholders or customers.
Proven ability to act as a resource for colleagues with less experience.
Explains difficult or sensitive information; works to build consensus.
Willing to travel within coverage area to coach/lead team in customer interactions and to interact with key customers. GPRS Sales leaders would travel up to three weeks a month to serve team members as needed.
Ability and willingness to work flexible / long hours as necessary.

Nice To Haves

Preferred participation in the Sales Development Program or other GPRS Leadership Development Program.
Strong Commercial background
Comfortable interacting with customers on construction sites or in the board room
Displays key emotionally intelligent leadership characteristics.
Ability to manage and influence in a matrix environment.
Ability to effectively manage time and budget / expense parameters.
Ability to communicate with all levels within the customer and organization
Strong verbal and written communication skills
Strong interpersonal and leadership skills
Integrative team working style.
Customer service experience
Adaptable and flexible to manage deadline pressure, ambiguity, and change
Demonstrated computer skills (i.e., Microsoft Word, Excel, Outlook, and PowerPoint)

Responsibilities

Lead a number of Market BDM’s in Strategy and Execution of sales plans.
Coach and Train BDM’s in the sales process and Braintrust/Richardson Sales Methodologies.
Manage KPI’s and utilize measurable data to develop team (balanced sales approach)
Manage NetSuite/Pipeline
Drive regional account growth efforts.
Meet or exceed posted revenue goals in your market territories through your team execution.
Sales Coaching and training Ride alongs, virtual 1:1s, Strategy sheet assessments, etc.
Deliver and manage leadership initiatives to market BDM team
Drive productivity amongst team
Manage end of month with team (ex. KPIs, Large Project month-end sales, etc.)
Support in candidate interviews, team member development, performance improvement plans, providing effective performance feedback, and facilitating necessary terminations.
Coordinate with Market Field and CS teams to align and assist with sales efforts
Maintain High level relationship(s) with target clients within teams’ markets/clients.
Attend and take part in trade shows and possible speaking events
Assist in Large project execution in uncovered markets or when BDM is on leave
Coordinate and execute direct projects when assigned by leadership
May be asked to run point on projects when team is on PTO or in areas where sales does not have coverage.