Sorry, this job is no longer accepting applications. See below for more jobs that match what you’re looking for!

Area Sales Director

Expired Job

Epiq Systems, Inc. Cleveland , OH 44114

Posted 4 months ago

It's fun to work at a company where people truly believe in what they are doing!

Job Description:

Responsibilities

  • Lead and develop a high performing sales team to optimize profitable revenue growth. This includes recruiting, hiring, training, coaching and developing a Regional Sales Team of approx. 8-10 sales professionals in a geographic region.

  • Meet and exceed sales goals; effectively manage sales team expenses.

  • Responsible for the performance of sales team; identifies under-performers and coaches them to more consistent and sustained revenue performance to meet/exceed revenue goals and uses the performance management process as needed when expectations are not met.

  • Establish a pipeline of "A" player candidates to fill positions quickly and maintain full staff at all times.

  • Holds sales team accountable for leveraging the account management process to ensure focused territory and client activity to develop opportunities and drive revenue results.

  • Conduct one-on-one developmental meetings with all direct reports to build more effective communication, more clearly understand training and development needs and provide insights to each individual as to how to improve his/her performance results.

  • Lead by example; attend client meetings and industry networking events in order to coach, develop and mentor the sales team to uncover, develop and close sales opportunities and grow revenue.

  • Strong cross functional collaboration within a matrix organization to develop own personal internal network to meet client needs, facilitate sales team development and meet/exceed all sales goals.

  • Hold team accountable for individual and team selling, as well as cross selling and lead/reference sharing to meet the mutual goals of the organization across all business units.

  • Monitor and manage sales objectives through weekly, monthly, annual revenue forecasting; develop annual sales quotas for regions and territories; project sales volume/revenue for existing/new solutions and clients.

  • Implement regional sales programs by developing field sales action plans.

  • Increase sales team's net new revenue (NNR) through maintaining and growing existing client/project base and onboarding net new clients/projects.

  • Work with pricing to establish and adjust selling prices by monitoring costs, competition, and supply and demand.

  • Maintain weekly/monthly reports of sales activity (including Salesforce), revenue tracking, weekly updates and other financial information as required to run and develop a high performing sales team.

  • Create, monitor and update quarterly and annual business plans to support all sales objectives.

Required Characteristics and Credentials:

  • Bachelors' degree in business management or related field; MBA preferred.

  • E-Discovery and/or legal industry experience preferred.

  • Minimum 5 years' successful sales management experience with proven sales/revenue results.

  • Experience successfully managing a geographically diverse sales region, including office and home-based sales professionals.

  • Foster a positive team environment and identity; leads with a "can do" attitude and approach.

  • High integrity, work ethic, professionalism, trustworthy; assume "positive intent" and do the "right thing" for the organization, colleagues and clients.

  • Proven track record of meeting/exceeding sales and revenue goals, strong negotiation skills, demonstrated ability to drive and manage a complex sales opportunity to a successful conclusion, consultative sales skills, network and relationship driven, strong process and methodology management, market and industry knowledge, recruiting and expense management.

  • Experience with MS Office Suite applications, Salesforce, Workday and Concur.

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

Epiq and its affiliated companies are Equal Opportunity Employers (EOE). Qualified applicants are considered for employment without regard to age, race, color, creed, religion, sex, national origin, sexual orientation, disability, marital or veteran status or any other category protected under applicable federal, state or local law. In addition Epiq will take affirmative action for minorities, women, covered veterans and individuals with disabilities. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. Epiq is pleased to provide such assistance and no applicant will be penalized as a result of such a request. Pursuant to relevant law, where applicable, Epiq will consider for employment qualified applicants with arrest and conviction records.


See if you are a match!

See how well your resume matches up to this job - upload your resume now.

Find your dream job anywhere
with the LiveCareer app.
Download the
LiveCareer app and find
your dream job anywhere
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Senior Technical System Sales Director

Omnicell

Posted 2 days ago

VIEW JOBS 11/18/2018 12:00:00 AM 2019-02-16T00:00 Senior Technical System Sales Director: Omnicell has a unique sales and business management opportunity to work in the developing market of IV compounding. This position involves working closely with Field Sales Leadership (across the business segments), Individual sales representatives, Product Management, Operations, our Professional Services Group and Our Executive Team. This individual will become the subject matter expert on IV Sales strategy, Sales Process and workflow. They will have a deep understanding of competitive positioning, value propositions and Industry Best Practices. This person will have to understand the sterile compounding process, the advantages and disadvantages of different buying patterns, form factors and the associated impact to clinical workflow. They will need to form the unique market strategy based on the different segments of the market and how Aesynt is approaching them. This is a direct sales position that involves working with the core Aesynt Sales team in a coaching and mentoring role, particularly in the early stages of Opportunity Development and the leadership position in navigating each opportunity from Executive Sponsorship through the assessment process all the way through to closure. This role is also responsible for developing an annual territory business plan across segments, identifying a specific action plan to achieve annual assigned targets/goals and quota, MBOs, individual development plan (IDP), management of campaigns in SF.com and detailed Steps to Close activities. This person will be proficient in presenting Challenger Insight and Impact Statements for their markets and be involved in the development of such content. Responsibilities: Field Sales Personnel Learning and Development 10% New Business Lead Generation and sales assistance; 2.5x annual quota; business plan; Strategic Selling incorporating Challenger Sales 25% Solution Assessment/Confirmation/Closing 35% Product Demonstrations/Solution Center Customer Tours 15% Field Sales Strategy/Contract/Proposal Support 15% * Further cultivate strategic customer relationships through face-to-face contact and client opportunities with key opportunities, partnering with Aesynt field or inside sales resources as appropriate. * Maintain a consistent cadence with Sales and Sales Leadership with the field teams they work with. * Research, prepare, and present selling/customer focused presentations. * Understand current workflow and articulate key value positions for current to future state Gap Analysis * Cross-functional/cross business leadership, working in conjunction with Marketing, Product Development and Operations to develop the appropriate sales tools and commercial marketing requirements. * Lead sales efforts from Executive Sponsorship to contract negotiations * This individual will be responsible for closing new and existing business sales in their territories (Enterprise and Regional) and potentially beyond. * This person is responsible for selling our new IV portfolio. Specific products include: IV Station, IV Onco, IV Soft, IV TPN (when GA) and any other solutions that are added to the portfolio. * Travel to customer sites to coordinate presentations, conduct demonstrations and facilitate site visits. * Manage time and resources effectively to meet territory sales objectives and improve customer relationship. * Maintain industry and product knowledge and inform company of changing market conditions and competitive issues. * Utilize and display competency with all sales process tools. * Develop tailored call plans for key constituents such as Risk Management, DOP, CFO, CEO, CNO, CMO, CIO and Plant Operations(Facilities) * Participate in an implementation; learn and utilize Aesynt's Gateway process. * Support Field Marketing efforts through leading product demonstrations at trade shows and regional events as assigned by Business Leader. * Utilize SalesForce.com software and other necessary tools for accurate and detailed data capture and metrics. * Achieve Business and MBO objectives and metrics as assigned by IV Business Leader. Required Knowledge and Skills: * Strong Sales Disposition * Shows discipline - takes a structured approach to managing sales; strives to make well-informed decisions related to sales strategies and tactics; maintains high work and ethical standards. * Drives toward success - possesses an energetic and tenacious achievement orientation; proactively seeks business opportunities; strives to gain competitive advantage; takes action for a recognized benefit despite uncertainty of outcome * Demonstrated Sales Innovation – * Takes a creative approach - thinks unconventionally when faced with sales challenges; is open to new ideas. Inspires curiosity and challenges the current thinking * Proficient at executing multiple concurrent/competing priorities. * Retains focus and sustains positive outlook demonstrates resilience and adaptability in the face of obstacles; effectively channels emotions to manage job challenges and stress; handles disappointment and/or rejection without losing effectiveness. Approaches sales challenges with confidence of success; remains realistically optimistic when pursuing sales objectives (e.g., celebrating successful milestone achievements) * Strong problem solving skills. * Deals well with ambiguity * Excellent interpersonal skills, high impact communication, and strong presentation skills * Proven leadership skills * Highly motivated * Solid team skills (team player) * PC skills with strong Word, Excel, Power Point, and Internet capabilities. Basic Qualifications: * PharmD * 4+ years of sales experience in healthcare * Minimum of one of the following: * Hospital pharmacy and IV admixture experience * 8 + years of sales experience in pharmacy capital * 5 + years of a proven track record of exceeding plan and performance in a Complex Solution Sales role Preferred Qualifications: * Hospital pharmacy and IV admixture experience * 8 + years of sales experience in pharmacy capital * 5 + years of a proven track record of exceeding plan and performance in a Complex Solution Sales role Work Conditions: * Environment – Field based/home office environment * Travel required – Yes, 70% Plus * Physical Requirements – Sitting, standing, walking, and using a keyboard. Omnicell Cleveland OH

Area Sales Director

Expired Job

Epiq Systems, Inc.