Compensation: $71,000 – $100,000+ commission
The Sales/Business Development Leader is accountable for the profitable achievement of sales objectives associated with the assigned market, segment, and sales team managed. Responsible for their assigned team’s sales productivity as well as the collaboration of the overall sales department, the Sales Leader directs their effort in order to have the greatest overall impact on collaboration and company results in accordance with the strategic objectives of the organization.
Great at building a client base from the ground up and exceling at identifying targets, prospecting, and closing new business, the Sales/Business Development Leader supports their team at all levels to do the same on a day to day basis. Serving as a trusted source in their area of influence, the Leader builds organizational capacity by motivating and challenging others in a way that inspires and promotes excellence while managing all aspects of running an efficient department segment and sales teams. This includes hiring, supervising, coaching, and motivating direct-report sales associates and account executives as well as serving as a peer mentor/coach to others within the organization.
DUTIES AND RESPONSIBILITIES:
Builds and maintains strong customer relationships and buyer relationships with the objective of establishing trust and ongoing partnerships through proactively assessing, clarifying, and validating current and future customer requirements and satisfaction by engaging key customer accounts in conjunction with sales personnel managed. Provides a management-level point of contact for key customers
Manage and direct the appointed account sales staff and their daily activities
Conduct Executive Summaries with key accounts
Develop and actively participate in networks outside of McCoy-Rockford that will provide market intelligence necessary to compete effectively
Represent the company’s products and services to architects, interior designers, and other outside entities to influence specifications and product selection for our common client corporations
Proactively participates alongside leadership in the strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
Achieve assigned targets and sales quota for profitable sales volume and strategic objectives in assigned accounts as defined by company management, including assigned team quotas for sales, profits, and strategic objectives.
Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
Accountable for the thorough implementation of all customer related initiatives among sales personnel managed and maintains high customer satisfaction ratings for Mid-Market account executive teams that meet company standards.
Completes required training and development objectives within the assigned time frame.
Develops sales forecasting tools and reporting and leads forecasting efforts among the team managed, ensuring that accurate forecasts are completed on a timely basis
Provides leadership to the sales department, while fostering a culture of accountability, professional development, high-performance, and ethical behavior.
Coordinates the involvement of sales support personnel, including customer support, service, and management resources, so that team performance objectives and customers’ expectations are met.
Works with market management to ensure market-level strategic and business objectives are met by the sales team.
Directs and supports the consistent implementation of company initiatives as well as supports the achievement of strategic objectives critical to other functional areas within the organization.
Builds peer support and strong internal-company relationships with other key management personnel.
Responsible for the efficient allocation of company support resources in the customer base managed by the assigned team.
Works closely with Customer Service and Project Management to ensure customer satisfaction and high levels of field sales support.
Contributes at the senior level by working across different strategic and business units in the company; able to set, engage and champion the objectives of the organization across the board and with their team
Establishes and governs the appointed segment department performance. This includes adhering to established guiding sales principles for managing performance, establishing and prioritizing critical performance measures for all appointed accounts sales executives; overseeing the equitable allocation of organization objectives across all sales channels, markets, and personnel; and ensuring all key sales and sales management associates are held accountable for assigned results.
Foster a learning environment, challenging employees to continually advance their skills and competencies while embracing company values. Provide stewardship of sales and sales management talent, including establishing learning and development objectives essential to the sales organization’s success, overseeing the effective delivery of training and development programs, actively assessing the value of training and development investments, and monitoring learning and development outcomes to ensure high ROI.
Hire, train, appraise, and retain staff effectively. Take corrective action as necessary on a timely basis and in accordance with company policy. Consult with human resources as appropriate.
Establish standard work processes and measures of success that support team and departmental objectives. Oversee team performance against standards. Work with team to improve processes and develop best practices.
Proactively inspects sales activity and effort among sales associates managed, ensuring that the quality and quantity of sales effort meets company expectations.
Identifies deficiencies in skills among sales associates managed, and works to improve individuals’ capabilities through coaching, mentoring, development, and training, as well as providing timely guidance, instruction, and feedback to help strengthen specific knowledge and skill areas and optimize sales success.
Positively impacts the performance of individual sales team members by implementing and managing field support tools, including training programs, productivity initiatives, account and territory planning methodologies, and customer communication tools.
Other duties as assigned
KEY SELECTION AND SUCCESS FACTORS
10+ years experience in a related field
7+ years experience in a supervisory/management role
Experience working in an outside sales role calling on a varied client base required
Proven sales success
Office furniture dealer experience preferred
Bachelor’s Degree from a 4 year college or university required
Knowledge of MS Office
Proven ability to motivate people and manage processes.
Excellent communication and listening skills
Excellent customer service skills
Strong presentation skills
Strong networking skills
Strong negotiation skills
Good judgment, problem solving and decision making skills
Ability to work with a diverse group of people
WORK ENVIRONMENT:(overtime, travel, physical demands, conditions)
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Employee occasionally lifts 2-3 reams of paper and customer files, especially during archiving.
Weight up to 12 pounds; Height floor to 36 inches; Frequency up to 2 times per week
Employee occasionally carries paper from the copy room to fill printer. Weight up to 12 pounds; Distance up to 300 feet; Frequency up to 2 times per week
Employee occasionally pushes or pulls an office chair. Force up to 7 pounds; Distance up to 50 feet; up to 1 time per week
Employee occasionally climbs main stairs or stairs to warehouse at main location to meet with customers in lobby display area, to access parts in warehouse, and interact with other operational departments. Height 1 flight; Frequency up to 3-5 times per day
Employee occasionally walks on level surfaces to: interact with all operational departments, retrieve needed materials, to access lobby display, and attend meetings. Duration 45 minutes per day; Distance up to 1,500 feet per day
Employee occasionally stands on level surfaces during interaction with customers and other personal. Duration 30 minutes per day
Employee continuously sits using the computer, talking on the phone, processing project paper work, and attending. Duration up to 7 hours per day
Employee constantly reaches out during work at desk. Height forward reach waist to chest; Frequency up to 30 times per hour
Employee must rarely bend, squat, stoop, or kneel during filing tasks.
Employee is occasionally exposed to ambient temperatures in the warehouse.
Work overtime as needed.
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. This job description does not constitute a written or implied contract of employment.
McCoy-Rockford is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.