Manager, Strategic Sales

Job Description:

JOB OVERVIEW

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 six or seven nights out-of-town per month.

• 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.

• Analytic skills – effectively coach prospective clients through the complex financial issues and value economics of $100 million+ sourcing decisions.
• Manage the sales process to maintain momentum, create a sense of urgency, and motivate decision makers to act.

• 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.
• Comfortable working in a collaborative fashion with the VP of Strategic Sales and other functional leaders.
• Must know when and how to bring in senior management to enhance the sales process.
• Experience selling value versus price, excellent solution selling skills.
• Enthusiasm – stay positive and be a port in the storm during the most difficult situations.
• Strategic thinking –navigate complex deals with complex issues and relationships.
• 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.
• 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.
• Passion for winning - winning new business is in the end the performance metric that really matters.
• 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.

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