Director, Strategic Sales

Job Summary

Sales: Consultative Sales approach. Responsible for driving Sales, Management and Development of major Key accounts (i.e. National, Zone, Large potential MLA's). Primary focus is on the front half of the sales process/pipeline to include but not limited to: lead generation, direct sales contact in person and over the phone, sales presentations, negotiations, relationship building, contract review, contract signatures. Secondary focus is on the back half of the sales process/pipeline to include but not limited to: Client development and further growing existing key accounts. Responsible for capitalizing on opportunities to expand Express's brand and footprint on a national level. This includes the sales of new products and tools (i.e. Extend HR, ExpressLane/Simple VMS, etc.)

Relationship Management: Build trust. Develop and manage relationships within HQ, the field sales team and franchisees. Involve appropriate stakeholders throughout the sales and development process. Work closely with team members to ensure communication is transparent and alignment of deliverables are met. Ask open questions for clarity and validation. Seek first to understand.

Typical Requirements: Minimum of a Bachelor's degree and/or 10+ years Sales and leadership experience in the Staffing Industry. Experience selling and managing major key and/or national accounts at a corporate or field level. Highly self-motivated with strong time management skills. Strategic Thinker looks beyond the immediate opportunity and considers the potential long-term opportunities.

Essential Functions

• Oversees/leads negotiation of key account contracts. Reviews contracts with appropriate stakeholders and corporate contracts team.

• Develops/Implements approved strategic account plans for assigned accounts to expand sales.

• Creates and delivers key account presentations.

• Collaborates with account development and implementation team members on sales presentations, quarterly/annual business reviews prior to delivery to customer.

• Provides account related sales management coaching and leadership to franchisees, HQ personnel, colleagues and stakeholders when necessary and ensures the effective coordination of sales efforts.

• Meets with client senior management to provide information on new products/services and to provide thought leadership, resolve significant problems and ensures customer satisfaction.

• Reviews account plans and requested reports with leadership and senior leadership.

• Provides appropriate training on sales and account development/implementation processes, program, tools etc. through the proper vehicles to educate HQ, the field and franchisees.

• Prepares franchisees, field sales and HQ stakeholders for meetings with client/prospective client.

• Develops and maintains knowledge of economic trends and changes affecting the industry.

• Negotiate secondary contracts and build reports where appropriate.

• Lead through the power of influence, education, consulting and coaching.

• Manage the sales process from lead generation, RFP, contract negotiations to close. Work closely with team members to ensure alignment of deliverables are met and customers' expectations are exceeded.

• Involve appropriate stakeholders throughout the sales and implementation process.

• Attend internal and external conference (i.e. ILC, ASA, Industry specific with key accounts etc.)

• Utilize and maximize internal CRM, tools, resources, etc.

Travel: TBD

Decision-Making:

Independent thinker who can draw from experience and company guidelines to make an effective and appropriated decision. Ability to communicate at all levels and prioritize.

Time Management:

High level of sensitivity to deadlines and ability to prioritize and differentiate between urgent and important.

Accuracy, Accountability and Control

Errors could have serious adverse financial impact on company and/or franchise owners.

Contacts: Internal

• External

Internal Work closely with the field Sales team and HQ.

External

• Franchise owners and their staff. Client and prospective companies.

Supervision: Received

• Given

Under general direction of Vice President of Strategic Sales and Account Development.