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Sales Director - Accuity - New York

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Sales
💼
Reed Business Information
📅
ACC000LP Requisition #




Director, Field Sales, New York Team  (Sales) 

MAIN FOCUS:

1.     Sales Strategy – Sets the agenda to grow sales and protect existing revenue

2.     Business Strategy – Ensures business strategy, customer needs and sales developments aligned

3.     Operational Management – Monitors KPIs and drives business day-to-day

4.     Market Knowledge – Develops superior relationships with key customers in order to better understand and meet the needs of their businesses

5.     People Development – Develops product and skills development programs and manages team to deliver high performance


KEY ACTIVITIES


Sales Strategy

§   Agrees with Head of Sales annual Key Performance Initiatives (KPI’s) / targets and meets regularly to review and agree forecast; executes the sales plan and strategy to achieve Global sales team sales revenue and client relationship goals.

§   Contributes to RBI/Accuity working parties and aligns sales operation with corporate standards

§   Reviews the structure and processes of the sales operation and implements changes as needed to meet strategic requirements and maximize revenue and efficiencies

§   Analyses sources of sales and exploits opportunities to increase market penetration

§   Provides change leadership and ensures that the function has the capacity to manage change successfully

§   Participate in the development of the team’s expected value and strategic direction.

§   Achieve/exceed sales revenue targets by penetrating all levels/departments of client organizations.

Business Strategy

§   Provides input into Accuity business strategy which drives future growth of the product portfolio and the business operation

§   Meets regularly with key external customers to develop relationships to better understand their business and their needs,

§   Collaborates with and provides input to product management regarding the ongoing development of new products and capture of customer input

§   Communicates/works with Marketing on market trends/product enhancements/trade shows and new opportunities

§   Represents Accuity at client meetings, trade shows and speaking engagements.

Operational Management

§   Coordinates and actively works contract executive/negotiations/fulfilment.

§   Tracks performance on a monthly basis and in conjunction with Sales Managers takes action to ensure on target delivery

§   Manages pipeline reports and reviews pipeline activity to ensure that sales targets and expectations are being met by the group and each individual sales representative

§   Focuses and reports monthly on the teams account plan progress and white space progress

§   Provides leadership, direction and guidance to teams selling the solutions

§   Ensures consistency of approach across the sales teams

§   Coordinates the sharing of proposals and opportunities amongst team members.

Market Knowledge

§   Develops a solid understanding of the Accuity products and markets.

§   Regularly visits and develops relationships with key customers at a senior level

§   Monitors competitor activity and provides feedback in order to shape marketing and product development plans

§   Identifies potential target markets and accounts; develop go-to-market strategies.

People Development

§   Provides leadership to support a high performance culture

§   Actively supports product, business system, etc. training and development initiatives for sales channel, in line with overall RBI/BA Sales and HR strategy, to maximize focused personal development

§   Communicates to team clear messages about the future direction of the business

§   Uses PDP process to ensure each team member clearly understands objectives, achievements and development plans

§   In conjunction with management team monitors the “sales effort”/performance level of the New York Sales team, and intervenes when appropriate to ensure targets are met and action taken to address under performers

§   Recruits, trains and develops/coaches/mentors current and new National Account Managers and sales representatives

 

Qualifications Required:


ü  5+ years selling financial or technology solutions; selling to financial institutions business to business

ü  Experience managing large and complex accounts.

ü  Significant knowledge of banking or financial industry (payments operations and/or AML-USA Patriot Act compliance)

ü  Driven customer focus, strategic and relationship selling skills

ü  Strong understanding of technological tools and processes for managing a sales force

ü  Experience in developing executive relationships within Tier 1 and Tier 2 Institutions and smaller

ü  5+ years managing a field sales team

ü  Knowledge of sales contact databases.

ü  Strong PC knowledge including MS Office (word processing, spread sheet and presentation skills)

ü  Excellent written/verbal communication skills, Well organized, self-motivated and detail oriented with an entrepreneurial spirit

ü  Bachelor’s degree required; MBA a plus

ü  Significant travel expected



About Reed Business Information


Reed Business Information provides information and online data services to business professionals worldwide. Customers have access to our high-value industry data, analytics, information and tools. Our strong global products and services hold market-leading positions across a wide range of industry sectors including banking, petrochemicals and aviation where we help customers make key strategic decisions every day.  RBI is part of RELX Group plc, a world-leading provider of information solutions for professional customers across industries.


http://www.reedbusiness.com


RBI General Benefits Package

 


- 401k match of 5%
- 18 Days Holiday
- Paid Charity Days – 2 days per year 
- Benefits start the upon hire date
- Excellent OTE & Competitive Salaries


RBI is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact jobs@rbi.co.uk. EEO is the Law. EEO is the Law Supplement.

 

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