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Sales Management Manager
Assists the Sales Management Director and local Market or Line of Business Leader in implementation and management of the Sales Management operating model. Manages Sales Analyst and other staff to assist in managing the business development process, the identification and qualification of opportunities, and the assignment of individuals to pursuit teams, broker debriefs. and coordination of geographic and line of business sales efforts. Partners with local line of business leaders including Sales Management leadership to attract, develop and retain a highly effective salesforce to achieve organic growth and market share gains.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Develops strong relationships with Market Leaders and sales professionals to advance sales management and leverage best talent to optimize sales results.
Ensures internal company sales guidelines and processes (Sales Management) are followed and Salesforce.com and other systems are fully utilized by auditing compliance and utilization.
Works with Managing Directors to address non-compliance and promote adoption for maximum utilization.
Provides management direction to Sales Analysts and other support staff in the use of technology tools such as Salesforce.com to manage metrics and reporting related to Sales Management initiatives including local sales and market activity, pursuit lists, pipelines, follow-up reporting, and business plans.
Drives the use of the Finishing First process for pursuits that meet or exceed a materiality threshold.
Partners with peer group and leadership to assist in coordination of targeted vertical pursuit strategies (e.g. MidCap, Private Equity, Healthcare, Non Profit, Law Firm, Critical Environments, etc.) within region.
Identifies, develops, shares and implements best practices related to Sales Management including identifying the universe of prospects, aligned business plans, meaningful market meetings, high quality broker debriefs, prospecting reporting, implementing pursuit protocols, proactive team formation, implementing local SPOC processes, managing inbound and outbound referrals, pursuit lists, Finishing First, pipeline reporting, use of Salesforce.com (if applicable) and cross selling.
Identifies opportunities and influences key improvements in sales management practices.
Works with staff members to implement best practices related to effective recruitment, selection, development and performance management of local sales organization.
Works with leadership to perform gap analysis and maintain optimal staffing levels within the local market sales organization.
Implements national training curriculum; partners with regional team to develop and implement local training curriculum.
Partners with Research and Marketing and implements local Client Care programs.
Helps to drive collaboration across the enterprise.
Plans, conducts and coordinates team meetings reviewing strategy, direction and goal tracking.
Serves as conduit for assisting local sales teams in identifying resources and information within a complex platform and highly matrixed work environment.
Evaluates and reports on national and local industry and business trends that impact the sales organization.
Develops and maintains relationships with industry and trade associations, vendors and professional organizations.
Performs other duties as assigned.
Provides formal supervision to individual employees within single functional or operational area. Recommends staff recruitment, selection, promotion, advancement, corrective action and termination. Plans and monitors appropriate staffing levels and utilization of labor, including overtime. Prepares and delivers performance appraisal for staff. Mentors and coaches team members to further develop competencies. Leads by example and models behaviors that are consistent with the company's values.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION and EXPERIENCE
Bachelor's degree (BA/BS) from 4-year college or university required.
Minimum of 5 years of related experience and/or training.
Prior sales experience and previous supervisory experience in a service organization preferred.
CERTIFICATES and/or LICENSES
Excellent written and verbal communication skills.
Strong organizational and analytical skills.
Ability to provide efficient, timely, reliable and courteous service to customers.
Ability to effectively present information.
Ability to respond effectively to sensitive issues.
Requires advanced knowledge of financial terms and principles.
Ability to calculate intermediate figures such as percentages, discounts, and commissions.
Conducts advanced financial analysis.
Ability to comprehend, analyze, and interpret complex documents.
Ability to solve problems involving several options in situations.
Requires advanced analytical and quantitative skills.
OTHER SKILLS and ABILITIES
Technically savvy with solid experience using sales database systems, Microsoft Office (PowerPoint, Excel, Word), Outlook, social media, internet.
Strong knowledge of Salesforce.com is a plus.
SCOPE OF RESPONSIBILITY
Decisions made with thorough understanding of procedures, company policies, and business practices to achieve general results and deadlines. Responsible for setting work unit and/or project deadlines. Errors in judgment may cause short-term impact to department.