The primary objective of this position is to develop an on-going CBS business relationship with public sector clients and provide solutions to their business needs. This requires a thorough understanding of the assigned industry segment.
ENTERPRISE SALES DIRECTOR
POSITION SUMMARY:
The primary objective of this position is to develop an on-going CBS business relationship with public sector clients and provide solutions to their business needs. This requires a thorough understanding of the assigned industry segment.
JOB DUTIES AND RESPONSIBILITIES:
Manage and provide leadership for teams of Major Account Managers, Account Manager, Enterprise Advocates and Enterprise Administrators, and complete semi-annual staff reports for all direct reports
Develop Sales plans throughout and during the fiscal year for the achievements of sales and revenue objectives
Negotiate, with the aid of counsel, contracts and related terms and conditions with customers and strategic partners in relation to the provision of Flow’s portfolio of business services
Contribute to and participate in the development of the Company’s annual business plans as it pertains to one-year and five-year revenue projections
Prepare monthly and quarterly commission reports for the respective incentivized employees.
Achieves strategic client objectives assigned by CBS Management.
Leads cross-functional sales and technical resources in pursuit of client solutions, exploiting all marketing resources and collateral.
Selects the appropriate offerings and distribution channels that are designed to meet the client's business objectives and provide an optimum financial return to CBS.
Develop strong relationships with key decision makers of existing and prospective business clientele in order to identify and establish continued business opportunities
Maintain an effective business relationship with the client's executive team.
Accountable for total customer satisfaction, market share, CBS profit and revenue within the client base (assigned quota), and acts as the CBS interface with focus on public sector accounts.
Leads client strategy and planning sessions, evaluates CBS's competitive advantages and identifies potential areas for improvement.
Works closely with segment managers and other sales professionals to execute the segment strategy and go-to-market plan that affect other teams.
Defines activities and assists in directing the activities of the cross-sales/service team by employing effective leadership techniques; and assists management in ensuring that the appropriate quantity and quality of technical and service resources are deployed.
Provides technical and business direction to less experienced professionals of the team based on marketing techniques.
Accountable for return-on-investment evaluations for the senior management team on all applicable products and services. Provides appropriate feedback to CBS executives concerning client requirements.
Assists, when required, in negotiating customer contracts involving others as necessary and helps ensure compliance by all parties (CBS, customer, and partner).
Supervises real time updates to CRM sales management system
Ensure that up to date account plans and major opportunity plans for all public sector accounts are maintained.
Develop policies and procedures as required to ensure the orderly operation of the Business Sales Department
KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED:
Ability to work efficiently and independently with minimal or no supervision (i.e. self-motivated and willing to stretch to meet important deadlines).
Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
Ability to work in a team environment and have experience leading teams in the delivery of large multivendor projects.
Ability to create and deliver effective presentations.
Expert level knowledge of Microsoft Word, Excel, Power Point, Outlook, and Visio.
Strong interpersonal and communication (verbal and written) skills in building client relationships, proposals and deliverables.
Develops new approaches to establish and maintain an effective relationship with clients through senior management contact.
Utilizes an in-depth knowledge of segments and develops hybrid coverage plans based on validated customer buying behaviors.
Leverages all Direct Marketing and Business Partner resources and negotiates goals and approaches to optimize profit and customer satisfaction and is held accountable for the results.
Analyzes policy, process, fiscal and framework documents relating to clients' business plans and applies a high degree of creativity to solve complex issues.
Identifies and executes solutions for complex problems associated with management of the account.
Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition.
Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
MINIMUM JOB REQUIREMENTS:
Experience in development of submissions in response to Request for Proposals mandatory
Proven ability to consistently achieve targets.
A strong working knowledge of telecommunications technologies and protocols desirable
Experience in negotiation of contracts.
Interested persons should forward applications no later than 8th August 2014.