Job Summary
The Global Sr. Sales Director is responsible for driving profitable growth in an assigned set of complex, global accounts by developing and retaining a high-performing team of Account Executives and Account Managers.
Reporting to, and working in lockstep with, the Global Sales Vice President—Pharma, this inspiring leader will increase sales productivity and enhance gross profit contribution by empowering their reports to achieve individual and team targets.
The Global Sr. Sales Director will actively participate in customer and partner engagements, expanding SHI’s footprint within existing accounts and winning new logos. With a focus on delivering exceptional value and customer experience, this is a critical role in helping SHI’s Global Sales Business Unit realize its vision of being recognized as the industry gold standard.
This position is a remote position however may be required to report to SHI Headquarters in Somerset, NJ as required for business needs as determined by SHI management.
About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:
- Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
- Continuous professional growth and leadership opportunities.
- Health, wellness, and financial benefits to offer peace of mind to you and your family.
- World-class facilities and the technology you need to thrive – in our offices or yours.
Responsibilities
Include but not limited to:
- Lead and motivate a high-performing team to achieve quota, new business generation and solution-specific sales goals.
- Establish a winning sales culture by hiring and onboarding exceptional talent, retaining and maximizing top performers and proactively managing underperformance.
- Ensure the team delivers exceptional customer value and maintains excellent account health through collaboration with SHI and Partner stakeholders.
- Hold the team accountable for executing core role responsibilities and strategic sales initiatives defined by Business Unit Leadership.
- Play an active part in the growth of your team’s assigned accounts by developing, maintaining and extending strong senior-level relationships within customers, vendors partners and SHI.
- Role-model collaborative working, and be seen as a leader to internal organizations, customers, and business partners alike.
- Learn your customers’ business needs and offer technology solutions that will help them advance corporate objectives, department outcomes and personal drivers.
- Develop a territory plan and work with your team to ensure Account Plans and Individual Plans are maintained and aligned to overall BU goals.
- Ensure you and your team can effectively communicate the SHI value proposition through proposals and presentations to customers.
- Remain current on new technology, trends and market behavior by self-study, certifications, partner training and company sponsored training.
Qualifications
- Completed bachelor’s degree or equivalent (preferred).
- 7+ years of solution selling experience into major accounts deemed large, complex and/or international in scope.
- 5+ years’ experience in a Sales Leadership role.
- Proven experience in:
- B2B technology solutions.
- IT reseller channel.
- Large, complex, customer organizations and key decision-making personnel.
Required Skills
- Ability to motivate, coach and develop a team.
- Ability to influence and lead in a matrix environment.
- Ability to give and receive constructive feedback.
- Must be results driven with a strong sense of urgency.
- Excellent executive engagement skills.
- Strong business acumen.
- Management/Leadership Skills
- Ability to communicate, present and influence all levels of the organization.
- Ability to plan and execute sales initiatives.
- Ability to articulate SHI’s value proposition for the target audience.
- Ability to position SHI against competitors.
- Excellent listening, negotiation, and presentation skills.
- Excellent verbal and written communications skills.
- Strong problem solving, organizational, and time-management skills.
- Ability to work calmly under pressure.
- The ability to work effectively within all levels of an organization, both internally and externally.
- Initiative to research and resolve problems with a positive attitude.
Preferred Skills & Qualifications:
- Major technology sales certifications
Unique Requirements
- This role requires global travel and frequent travel within the U.S. an approximate total of 30%
Additional Information
- The estimated annual pay range for this position is $250,000 - $350,000 which includes a base salary and commission. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
- Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
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