Responsible for the development and performance of all sales activities for a division of US Sales ADESA. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes plans and strategies to expand the customer base, and contributes to the development of training and educational programs for clients and Account Managers.
Develops a business plan and sales strategy for the assigned division that ensures attainment of company sales goals and profitability.
Responsible for the performance and development of the Account Managers.
Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
Initiates and coordinates development of action plans to penetrate new markets.
Assists in the development and implementation of marketing plans as needed.
Conducts one-on-one review with all Account Managers to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Manager's sales and activity performance.
Provides timely feedback to senior management regarding performance.
Maintains accurate records of all sales, and activity reports submitted by Account Managers.
Creates and conducts proposal presentations and RFP responses.
Assists Account Managers in preparation of proposals and presentations.
Controls expenses to meet budget guidelines.
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Recruits, tests, and hires Account Managers based on criteria agreed upon by senior management.
Relationships and Roles:
Internal / External Cooperation
Insures that all Account Managers meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
Delegates authority and responsibility with accountability and follow-up.
Sets examples for Account Managers in areas of personal character, commitment, organizational and selling skills, and work habits.
Conducts regular coaching and counseling with Account Managers to build motivation and selling skills.
Maintains contact with all clients in the division to ensure high levels of client satisfaction.
Demonstrates ability to interact and cooperate with all company employees.
5-7 years of experience in sales management. Call Center experience is a plus.
Experience with enterprise software solutions, including CRM, & all Microsoft Office applications.
Extensive experience in all aspects of Supply & Demand Relationship Management.
Strong understanding of customer and market dynamics and requirements.
Willingness to do some limited travel and work in a global team of professionals.
Proven leadership and ability to drive sales teams.
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