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Description:
The Sales Manager is responsible for gaining a comprehensive understanding of market requirements, company objectives, and solution capabilities to foster strategic relationships and drive profitable sales revenue growth. They should be proficient in utilizing software for business transactions and historical data analysis, while adhering to company policies and procedures, including contract approvals. Additionally, they will be expected to build and manage a professional sales team, ensure exceptional customer service, and leverage personal and company relationships to secure new business opportunities and expand Rand's global presence.
- Gain an understanding and keep abreast of current market requirements, company objectives, and solution capabilities as a basis for expanding strategic relationships and ensuring growth of profitable sales revenues.
- Utilize software for all business transactions and historical data to a level of proficiency that will allow you to use the system for searches and queries.
- Follow company policies and procedures, including approval authority for committing the company to contracts, deals, expenses, and other obligations.
- Build a professional, effective, and disciplined sales team by setting expectations and driving successful execution. Through the use of KPIs and reporting, identify execution gaps and correct with training, mentoring and/or performance management improvement plans.
- Ensure sales team is fully knowledgeable of the customer’s organization (all points or customer influence) and knowledgeable of the business potential and successfully executes on all aspects of the tactical sales plan to achieve all possible sales.
- Provide daily tactical execution to support the plan including proactive callout frequency, timing of callouts and a value proposition for all callouts including but not limited to market conditions, expedite and delivery status and or proactive offers that are consistent with customer needs.
- Ensure there is a balanced sales mix demonstrating competence in all sales aspects including Shortage, PPV and Excess.
- Ensure team is consistently providing exceptional customer service.
- Encourage team to commit to a consistent aspiration to the customer account control as evidenced by the customer’s commitment to “first and last look.”
- Provide strong commitment to performance management that drives profitable margin contribution from all sales staff. It is expected that performance gaps are identified in a timely manner and corrected, if necessary, through Performance Improvement Plans that will result in “managing up or out.” In the event that “managing out” is a possible outcome, sufficient notice is expected to enable the recruiting process to successfully backfill the possible position vacancy.
- Leverage your own personal and Rand’s relationships to secure expanded and new opportunities for deeper, profitable on-going business. Take actions to drive the sales process to the point where customer relationships are developed with the Account Executives and all appropriate Rand employees involved with the customer on a global basis as required to expand our business.
- Develop and maintain customer relationships as a trusted advisor by gaining a thorough understanding of the client’s business, needs and long-term objectives. Specific expectations are:
- Assess, manage, and develop Rand’s existing customer base. Determine clients’ business requirements and leverage Rand’s services and sales team to offer solutions across all possible sales potential.
- Enhance existing customer relationships both internally—by promoting superior service and global operational excellence—and externally through direct communication with customers.
- Develop the customer base and the sales organization by actively and positively marketing Rand’s global brand.
- Manage the sales team and collaborate globally to execute on tactical sales goals and priorities. Rand is a global company; it is NOT a collection of regions. Sales management is expected to lead execution as a global company in all cases. “Act globally first and debate sales split credit second.”
- Provide day-to-day support to sales team including skill development, performance management as well as systems, process, selling skills and industry training.
- Create a tactical sales plan to achieve the quarterly budget for each Account Executive that will market and sell all possible Rand products and services with an emphasis on the tactics, metrics and timing of actions expected. Act as both monitor and mentor by measuring team performance against set KPIs while helping members achieve individual quarterly sales budgets and regional goals by providing personalized, ongoing guidance for their continued professional development.
- Launch the required sales efforts and oversee all activity. Throughout the course of the quarter, identify gaps to the achievement of customer specific tactical sales
