Managing Vice President, Sales Director

Inmar Intelligence•Winston-Salem, NC

5d•Remote

About The Position

The Managing Vice President, Sales Director performs duties of a direct seller for a large, enterprise CPG account, while also managing the activities of a small team – performing as a player/coach. This role is a pivotal managerial sales position within the Inmar MarTech Organization. Primary Accountabilities: Direct Seller (50%) Own specific client relationships and build penetration across key individuals at C-suite and executive level; own the account as primary interface with Inmar Identify opportunities and business issues to shape account strategy Articulate vision for the solution set that will meet client needs; coordinate Inmar resources to assist with the sale and then design and deliver the solution Drive overall account growth consistent with financial goals (e.g. mix, margin) Apply industry knowledge and expertise (CPG, Retail, Healthcare or eCommerce, depending on the account) Provide maximum on-site presence in accordance with client needs, in an effort to develop new relationships and further establish current client relationships Leadership (20%) Engage with team members to develop account strategies and growth objectives that achieve revenue goals, meeting or exceeding business plans. Use coaching strategies to improve sales performance of team members within their assigned sales territory; guide sellers in the process of clarifying client needs and building a compelling sales strategy to present Inmar solutions. Guide team members on performing, or engaging with others to obtain, account and industry research and analytics to inform sales strategies. Serve as the point of escalation for issues or roadblocks encountered by team members; work to identify root cause issues or impediments; seek solutions for improvement, engaging with other internal teams when needed. Empower team members to take responsibility for their work; expect accountability and regular feedback. Effectively engage with Solution Experts and other internal resources to ensure team members remain current on the Inmar solutions they present to clients. Assist with hiring and onboarding new sales associates and those transitioning from other areas; effectively utilize the services and support of internal departments such as HR, Sales Enablement, etc. Regularly engage with team members to assess their performance against goals, identify areas for needed growth and improvement, and provide them guidance on career progression. Assist sales leadership with developing budgets and plans; appropriately communicate results of personnel assessments and plans for development; be cognizant of internal policies with regards to managing compensation. Operational (30%) Assist with maintaining the sales database for customer and prospect opportunities; ensure all team members understand the importance of this as well. Promptly complete reporting requests from sales leadership or other internal departments when requested. Provide effective upward communication to inform sales leadership on client and personnel matters of importance to that level; proactively contribute to sales opportunities such as new business, renewals or expansions. Seek to achieve consistent execution of sales best practices; focus the team on the most logical path towards revenue growth; help them understand sales signals and how to assess pipeline health. Ensure the Implementation and execution of general company processes, policies and practices are followed (i.e. travel policy, expense reports, required training sessions, etc.).

Requirements

Bachelor’s Degree in Business or a related field
8-10+ years of experience in sales or marketing; or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed to complete the major responsibilities/essential functions of the position
Demonstrated experience in expanding business relationships in a highly competitive environment
Good decision making, knowing when to leverage additional resources to move deals past obstacles
Proficient with Salesforce.com
Proficient with Google Suite and Microsoft Suite producing professional business correspondence, proposals and reports
Experience with the Miller Heiman sales methodology and the consultative sales approach
Taking Initiative: Takes charge and capitalizes on opportunities.
Authenticity: Builds legitimacy by being positive, trustworthy, and promoting openness through honest and ethical relationships.
Career Management: Uses effective career management tactics, including mentoring, professional relationships, and feedback channels.
Coaching: Guides, develops, empowers, and motivates associates to meet the organization's goals while preparing the team to win.
Conflict Management: Encourages healthy and productive conflict to produce the best possible solution while managing and resolving unhealthy conflicts and disagreements in a constructive manner.
Building Collaborative Teams: Builds productive and cooperative relationships to facilitate team effectiveness through the understanding and utilization of individual strengths, behaviors, and personalities to achieve team goals and organizational success.
Accountability: Sets clear goals, objectives, expectations, and responsibilities and monitors the process, progress and results to hold self and others accountable for measurable actions and results.
Urgency: Transfers mission to action by acting clearly and decisively to analyze and implement solutions regardless of pressure or uncertainty and maintains a sense of urgency to complete tasks, accomplish goals, and act in ambiguous and complex situations.
Influence: Persuades or convinces others to support an idea, agenda, or direction through establishing credibility, using data and facts for support, directly addressing a person's concerns or issues, and making connections while wielding power and authority in an effective and fair manner.
Business Acumen: Understands and is aware of how to think about and successfully make the right business decisions through the utilization of industry-specific knowledge and skills and strategic thinking tools and skills.
Regularly required to use hands to finger, handle or feel objects, tools or controls, and reach with hands or arms.
Regularly required to talk or hear and read instructions on a computer monitor and/or printed on paper.
Occasionally required to stand, kneel or stoop, and lift and/or move up to 15 pounds.
Regularly required to view items at an extremely close range and must be able to adjust and readjust focus.
Occasionally required to remain in a stationary position.
Put clients first and consistently display a positive attitude and behaviors that demonstrate an awareness and willingness to listen and respond to clients in order to meet their short-term and long-term needs, requirements and exceed their expectations.
Treat clients and teammates with courtesy, consideration and tact; you also can perceive the needs of internal and external clients and communicate effectively with the objective of delighting and retaining the client.
Build collaborative relationships and work cooperatively with others, inside and outside the organization, to accomplish objectives, develop and maintain mutually beneficial partnerships, leverage information and achieve results.
Set and attain achievable, yet aggressive, goals with a sense of urgency and accountability.
Understand that results are important and focus on turning mission into action to achieve results following the principles of agile, dynamic execution while consistently complying with quality, service and productivity standards to meet deadlines and exceed expectations by giving our clients the best possible outcome.
Support a safe work environment by following safety rules and regulations and reporting all safety hazards.
Candidates must have authorization to work in the U.S. without the need for employer sponsorship now or in the future.

Responsibilities

Direct Seller (50%) Own specific client relationships and build penetration across key individuals at C-suite and executive level; own the account as primary interface with Inmar
Identify opportunities and business issues to shape account strategy
Articulate vision for the solution set that will meet client needs; coordinate Inmar resources to assist with the sale and then design and deliver the solution
Drive overall account growth consistent with financial goals (e.g. mix, margin)
Apply industry knowledge and expertise (CPG, Retail, Healthcare or eCommerce, depending on the account)
Provide maximum on-site presence in accordance with client needs, in an effort to develop new relationships and further establish current client relationships
Leadership (20%) Engage with team members to develop account strategies and growth objectives that achieve revenue goals, meeting or exceeding business plans.
Use coaching strategies to improve sales performance of team members within their assigned sales territory; guide sellers in the process of clarifying client needs and building a compelling sales strategy to present Inmar solutions.
Guide team members on performing, or engaging with others to obtain, account and industry research and analytics to inform sales strategies.
Serve as the point of escalation for issues or roadblocks encountered by team members; work to identify root cause issues or impediments; seek solutions for improvement, engaging with other internal teams when needed.
Empower team members to take responsibility for their work; expect accountability and regular feedback.
Effectively engage with Solution Experts and other internal resources to ensure team members remain current on the Inmar solutions they present to clients.
Assist with hiring and onboarding new sales associates and those transitioning from other areas; effectively utilize the services and support of internal departments such as HR, Sales Enablement, etc.
Regularly engage with team members to assess their performance against goals, identify areas for needed growth and improvement, and provide them guidance on career progression.
Assist sales leadership with developing budgets and plans; appropriately communicate results of personnel assessments and plans for development; be cognizant of internal policies with regards to managing compensation.
Operational (30%) Assist with maintaining the sales database for customer and prospect opportunities; ensure all team members understand the importance of this as well.
Promptly complete reporting requests from sales leadership or other internal departments when requested.
Provide effective upward communication to inform sales leadership on client and personnel matters of importance to that level; proactively contribute to sales opportunities such as new business, renewals or expansions.
Seek to achieve consistent execution of sales best practices; focus the team on the most logical path towards revenue growth; help them understand sales signals and how to assess pipeline health.
Ensure the Implementation and execution of general company processes, policies and practices are followed (i.e. travel policy, expense reports, required training sessions, etc.).

Benefits

Medical, Dental, and Vision insurance
Basic and Supplemental Life Insurance options
401(k) retirement plans with company match
Health Spending Accounts (HSA/FSA)
Flexible time off and 11 paid holidays
Family-building benefits, including Maternity, Adoption, and Parental Leave
Tuition Reimbursement and certification support, reflecting our commitment to lifelong learning
Wellness and Mental Health counseling services
Concierge and work/life support resources
Adoption Assistance Reimbursement
Perks and discount programs