Manager, Strategic Sales
About The Position
The Strategic Sales Manager is a highly visible position that is responsible for developing new business for our mid-size prospects. The Manager will target companies with mid-size fleets and employ consultative selling skills to win new accounts in the region. He or she will execute business development strategies and manage all aspects of a multi-level sales cycle. The Strategic Sales Manager may be based in a major metropolitan area within a given territory; working from a home office with 50% of the time is spent out in the field. Most of the travel involves day trips by car, plus two or three nights out-of-town per month.
Requirements
- Analytic skills – effectively coach prospective clients through the complex financial issues and value economics of $100 million+ sourcing decisions.
- Experience selling value versus price, excellent solution selling skills.
- Strategic thinking –navigate complex deals with complex issues and relationships.
- Strong negotiation and influence management skills, excellent customer relationship skills.
- Extraordinarily strong customer service orientation.
- Excellent presentation and facilitation skills, superb written, verbal, and people skills.
- Able to pursue multiple customers at once, high organization and prioritization skills.
- Experience and comfortable with 50% travel.
- Able to demonstrate self-discipline to work without direct supervision.
- Valid driver's license with good record.
- Bachelor's degree (BA) or related experience.
- Five (5) plus years of sales experience in industry with similar characteristics.
Nice To Haves
- Comfortable working in a collaborative fashion with the AVP of Business Development, the SRVP Sales and Client Relations, the CEO, and other functional leaders.
- Must know when and how to bring in senior management to enhance the sales process.
- Enthusiasm – stay positive and be a port in the storm during the most difficult situations.
- Versatility – function skillfully across a wide variety of issues and people.
- Personality – build relationships with key decision influencers across prospective clients and with key resources within the company.
- Passion for winning - winning new business is in the end the performance metric that really matters.
Responsibilities
- Successfully win new business to increase sales.
- Negotiate contract terms and product pricing to attain mutually beneficial business relationships with new clients.
- Identify key decision-makers and stakeholders and develop multi-level relationships within target companies.
- Establish credibility as a knowledgeable industry resource.
- Determine credit worthiness of target accounts and establish priority prospects.
- Manage the sales process to maintain momentum, create a sense of urgency, and motivate decision makers to act.
- Collaborate with internal resources to develop and execute effective sales strategies.
- Prepare and present winning sales proposals that address the specific needs of the prospective client and differentiate the unique service solutions that are offered.
- Support the new account integration process and partner with the designated Account Team to ensure new clients receive the full benefit of the established contract.
- Maintain an accurate, up-to-date database on all prospects.
- Report relevant information regarding potential new accounts, target companies, and competitor’s practices.
- Achievement of sales goals and annual plans.
Benefits
- Annual incentive plan which is based on company performance and individual performance.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
