Responsible for overseeing the development, coordination and direction of the Sales process within a specified region. This includes managing a team of sales professionals, hiring and developing sales talent, implementing and fostering corporate initiatives, maintaining Supplier relationships, and profitably, maintaining and growing Veritiv's customer base in alignment with product strategy.
Communicate the actions needed to implement the function's strategy and business plan within the team; explain the relationship to the broader organization's mission, vision and values; motivate people to commit to these and to doing extraordinary things to achieve local business goals.
Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.
Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations.
Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.
Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
Enter customer information that has been gathered through research and/or through direct customer contact into the customer relationship management system, to ensure that the organization has quality data to enable effective customer retention and business development activities OR Ensure that team members maintain up-to-date customer relationship management data, identifying and resolving issues.
Help develop procedures for an area of the organization, and monitor their implementation.
Use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions to build their capabilities. Provide training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.
Deliver a budget for an area of the organization or conduct complex analyses on budget progress in other areas of the organization.
Develop and propose own performance objectives; take appropriate actions to ensure achievement of agreed objectives, using the organization's performance management systems to improve personal performance. OR Manage and report on team performance; set appropriate performance objectives for direct reports or project / account team members and hold them accountable for achieving these, taking appropriate corrective action where necessary to ensure the achievement of team / personal objectives.
Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. OR Identify, within the team, patterns of non-compliance with the organization's policies and procedures, and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate.
Manages Complexity: Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.
Customer Focus: Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.
Communicates Effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, tailors communication content and style to the needs of others. Pays attention to others' input and perspectives, asks questions, and summarizes to confirm understanding.
Ensures Accountability: Holds self and others accountable to meet commitments. For example, measures and tracks team's and own performance, and helps the team learn from success, failure, and feedback. Adheres to, and enforces, goals, policies, and procedures.
Instills Trust: Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.
Collaborates: Builds partnerships and works collaboratively with others to meet shared objectives. For example, readily involves others to accomplish goals; stays in touch and shares information; discourages "us versus them" thinking; shows appreciation for others' ideas and input.
Optimizes Work Processes: Knows the most effective and efficient processes to get things done, with a focus on continuous improvement. For example, pays close attention to a variety of metrics and benchmarks; determines both major and subtle ways to optimize processes. Swiftly resolves process breakdowns; takes steps to ensure that problems do not recur.
Builds Effective Teams: Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals. For example, holds constructive dialogue with the team regularly; takes multiple perspectives into account when making decisions. Commits to and prioritizes the team's decisions in most situations; conveys team spirit.
Planning and Organizing: Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.
Policy and procedures: Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives.
Understands Buying Influencer Needs: Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and accurately define the needs of the key buying influencers. Seeks to understand buyer needs; Determines the root of buyer needs; Uncovers buyer's goals; Seeks buyer need priorities; Assesses channel relationship needs and expectations.
Customer-Focused Approach: Works without supervision and provides technical guidance when required to orient the seller's organization around delivering to the key needs of their customers. Keeps customer at center of sale; Collaborates with customers; Elevates partner insights; Uses common terminology. Works without supervision and provides technical guidance when required to articulate the customer needs in the customer's business language and business context. Understands customer context; Uncovers customer Key Performance Indicators; Articulates customer objectives; Adds value to partnerships.
Prospecting: Uses comprehensive knowledge and skills to act independently while guiding and training others to identify ideal potential clients. Identifies client-organization fit; Defines ideal client; Identifies long-term clients; Evaluates partnership's value contribution.
Questions Strategically: Uses comprehensive knowledge and skills to act independently while guiding and training others to uncover clients' explicit needs and/or unforeseen opportunities and challenges. Probes to uncover dissatisfaction; Raises awareness of the client's problem; Probes to uncover and develop needs; Seeks alignment between needs and solutions.
Managing Change: Works without supervision and provides technical guidance when required on maintaining high performance while applying a change mindset to the planning, execution and monitoring of business activities during times of change.
Negotiates Strategically/Tactically: Works without supervision and provides technical guidance when required to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. Maximizes the opportunity; Determines when to cease deal; Negotiates on value; Understands evolving objectives; Indicates progress with partnership.
Bachelor's Degree Preferred
Experience enables job holder to deal with the majority of situations and to advise others (At least five years successful sales experience and three years successful sales management experience)
Experience of supervising and directing people and other resources to achieve specific end results within limited timeframes (At least 3 years)
50% Travel Required May be requested to perform other duties as assigned.
Veritiv is an Equal Opportunity/Affirmative Action employer.
EEO Policy US | EEO Policy Canada | EEO Policy Mexico
This description does not attempt to define the job's essential functions as defined by applicable disabilities law.