The Strategic Accounts Director will be an experienced executive sales professional with the expertise to drive the company’s growing portfolio of large, strategic accounts. Key functional responsibilities will include: new business development, account strategy and planning, program development and management, prospecting and sales pipeline management, account analysis and information reporting. In this position, the Director will lead business development strategy and activities associated with growing the company’s portfolio of strategic customers. Successful candidates will work in a dynamic team-based environment where individual contributions make a difference.
The candidate will use a consultative selling approach to implement the full sales process of lead generation, prospecting, relationship development, and proposal presentation to sell ScentAir products and services to targeted multi-location businesses. The candidate will also effectively manage relationships with current clients and systematically evaluate the effectiveness of our services in connection with their overall sensory communications needs.
Key management contributor towards driving the growth of our international strategic sales in EMEA. Responsible for developing, supporting and managing the international sales with an emphasis on global strategic accounts. This position will interact and motivate ScentAir’s international sales networks in EMEA.
Essential Duties And Responsibilities
• Deliver international growth objectives through direct sales and by coordination with ScentAir’s business development, strategic sales managers and sales executives in EMEA.
• Coordinate the implementation and rollout of major international accounts directly, with ScentAir’s subsidiaries and through distribution partners within their respective territories.
• Establishes rapport and professional relations with overseas offices, provides interface with distribution partners to ensure both sales and key account management requirements are met and exceeded.
• Provide oversight that ScentAir is fulfilling and in compliance with international agreements.
• Travel on behalf of and represent the Company in a professional and articulate manner. Travel is local, overnight, domestic and international as needed.
• Oversee the development and implementation of organization-wide policies and successful achievements of all multinational strategic, direct sales objectives in EMEA as established by the VP Sales EMEA/SVP International.
• Provide vision and strategy for long term growth and success of the International business by leveraging best practices
• Ensure appropriate systems and processes are used to track defined KPMs and AIPs, and to ensure necessary actions are implemented to meet/exceed planned sales results.
• At the direction of VP Sales EMEA/SVP International and in partnership with the Domestic Strategic Sales team, International Strategic Sales and Regional Directors; establish responsibilities and accountabilities for the International sales organization and distribution partners to maximize direct sales revenues
• Communicate clearly and frequently across all levels verbally and in written format to ensure understanding of alignment and objectives
• Identifying and sizing specific new business prospects
• Account development strategy and planning
• Program development and management
• Prospecting and sales pipeline development/management
• Presentation development and delivery
• Facilitate integrated communication between Field Sales and Marketing
• Market insights and competitive analysis
• Pricing, forecasting, and budget management
• Management reporting and analysis
SUPERVISORY RESPONSIBILITIES
• Manages and supervises department to achieve goals within available resources. Plans and organizes workloads and staff assignments.
• Provides leadership and direction in the development of short and long-range objectives. Gathers, interprets, and prepares data for studies, reports and recommendations. Coordinates multi-national implementation activities with other departments and clients as appropriate.
Qualifications
• Bachelor's Degree in related field required, Master's degree a plus
• 10+ years of Management Experience in supporting sales representatives and/or third-party distributors
• Experience in dealing with foreign manufacturers and representatives
• Proficiency in Microsoft Word, Excel, Power Point, and Outlook
• Strong verbal and written communication skills
• Proficiency in English and another major European language
• Able to handle multiple tasks simultaneously
• Willingness and ability to travel domestically and internationally
• Experience and a thorough knowledge of marketing and promotion services
• Candidates must have strong experience selling to Fortune 1000 establishments at the C level using a consultative sales approach
• Must have a drive to succeed and achieve quota in a service oriented sales environment while demonstrating superior personal integrity and professional ethics
• Excellent communication and interpersonal skills with a proven ability to work with cross-functional teams
• Creativity and vision
• Leadership and management (of projects and distributors)
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