Customer Acquisition | Naperville, IL, United States

Position: Unit Leader, Customer Acquisition (New Customers – North America)

Supporting Leader: Company Leader

Mission: To expand the Company’s customer base in North America by hiring, training, deploying and supporting a Sales Representative Team.
 
Responsibilities: As a member of the Leadership Group, this position actively collaborates with other Leaders and the Company Leader in the strategic, tactical and operational management of the entire Company, including various domestic and international entities. As such, it involves a variety of roles and responsibilities in addition to the direct responsibility for Customer Acquisition in North America. The primary responsibilities related to the KRA for this position are:

Responsibilities
Sales Representative Deployment and Support

• Review and facilitate the segmentation and prioritization of prospect accounts from the Infogix 3000 List for resource allocation and assignment to Sales Representatives.
• Review and facilitate the creation of assigned prospect lists for each Sales Representative.
• Ensure equitable distribution of prospect territories.
• Assist the Sales Representatives in the identification, development and pursuit of qualified contacts within each of their assigned prospect accounts.
• Assist in identifying and developing target opportunities – communicate and prioritize such opportunities with Sales Representatives.
• Monitor progress and assist Sales Representatives in the effective execution of the Sales Process including:
• Create metrics to measure Sales Representatives progress (e.g. # of calls made, # of emails sent, # of meetings scheduled, etc.)
• Assist Sales Representatives in the development of Prospect and/or Industry Plans
• Facilitate identification, development and documentation of best practices that can be used by other Sales Representatives.
• Coach Sales Representatives on target industry-related issues and initiatives, as well as utilization of Prospect Plans, Industry Plans, and/or the Sales Process.
• Assist in planning, coordinating and supporting meetings with prospects.
• Develop, effectively maintain, and continually enhance relationships with senior executives within prospect accounts.
• Lead and facilitate face-to-face meetings with prospects that are the result of the work of the Sales Representatives.
• Facilitate and coordinate the support of other Infogix Leadership Group Members to lead and/or participate in meetings with prospects on an as-needed basis.
• Collaborate with Market Development and Sales Representatives to define and communicate our message and position to prospects (customizing messaging where appropriate).
• Work with Company Attorney and the Group Leader of Asset Management during contract negotiations to review legal verbiage and clauses in new contracts for new customers.
• Regularly meet with team members to obtain their inputs and feedback on topics like:
• Satisfaction with their position and with the Company / Unit
• Ideas for changes or improvements in the operation of the Company / Unit
• Career Development opportunities and/or plans
• Unit revenue generation and weekly/monthly/quarterly meeting target goals progress
• Customer/Prospect communications
• Regularly communicate with team members about:
• Strategies and direction of the Company
• Important changes or events in the Company
• Facilitate extrinsic and intrinsic recognition and rewards activities for Sales Representatives.
• Mentor, motivate and lead the Sales Representatives and espouse the Company’s core values.

Sales Representative Recruitment and Selection

• Create Position Specification and Position Description for open positions.
• Work with Team Development to define recruiting plans including determining the best posting vehicles, job fairs/shows, etc.
• Screen resumes to identify potential candidates.
• Schedule and conduct interviews with selected candidates.
• Coordinate and participate in the analysis and selection of final candidates.
• Coordinate the performance of reference checks on new team members.
• Work with the Company Leader and Team Development to create offer packages for new team members.

Sales Representative Training

• Review the 90-day training curriculum for each class of new Sales Representatives.
• Work with Team Development and other facilitators/faculty to review and facilitate the creation of training modules as appropriate.
• Review team member feedback regarding the training and work with Team Development and other facilitators/faculty to adjust the training curriculum and schedule as needed.
• Review test results to ensure that new team members successfully understand the training content – make adjustments as needed (adding courses, altering course content, etc.)
• Coach and counsel team members during their training efforts.

Strategic and Operational Planning

• Submit plans and budgets for Unit resource needs.
• Control expenses consistently with guidelines and budgets.
• Continually contribute value to the development of Best Practices around the Company by sharing what is working and what is not working with appropriate process owners.
• Maintain intimate understanding of account profitability and cost to serve customers.
• Prepare, maintain, and effectively execute a Unit Sales Plan that achieves the business objectives, measurements and revenue goals found in the Company Operational Plan, Company Strategic Plan and the 4-Year Plan.
• Represent the Unit at Company Leadership Group Meetings.
• Participate in the creation, implementation and execution of the Company Strategic Plan.

Personal Development

• Pursue a personal leadership development program consisting of courses, conferences, professional associations, reading, etc.
• Achieve goals and milestones set forth in personal leadership program.

Requirements/Qualifications:

• Bachelor’s Degree, Masters Degree preferred
• Sales Training (e.g. Dale Carnegie or Miller Heiman)
• 3-5 years of experience selling software to large, global 2000 customers
• 1-2 years of inside sales experience
• 1-2 years of leadership experience
• Strong oral and written skills
• Proven success in moving prospects through complex sales cycles
• Presenting software demonstrations
• Moving a prospect through a rigorous sales cycle
• Experience developing Coaches/Champions to assist in sales
• Managing a competitive situation
• Working with large accounts
• Success in a teaming environment
• Selling software solutions to end-user departments and senior management in both the IT and business sides of a customer
• Effective verbal and written communication
• Effective presentation
• Interpersonal/Relationship-building
• Large account management
• Organizational/project management
• Strategic thinking
• Negotiation
• Outgoing and enthusiastic
• Confident presenter
• Supportive mentor/coach
• Self-motivating and independent
• Conscientious
• Well-organized and dependable
• Strives for continuous self-improvement
• Personal Development
• Takes initiative and carries out plans (results-driven)
• Process-focused
• Innovative/creative thinker
• Ethical and honest
• Open to travel
• Willing to work as many hours as needed
• Lives within commuting distance of Home Office