Develops and manages sales department and staff to achieve long term organizational goals for sales volume, gross margin, quality of sale and customer relations. In collaboration with the Chief Operations Officer and Business Developer, establishes the sales strategy for the marketplace and for individual accounts/bids, trains and coaches sales staff and manages sales forecasting and projections. This position also encompasses business development by conducting extensive research and networking to identify and land new business leads, build key customer relations, negotiate, and close business deals and maintain extensive knowledge of current market conditions.
Essential Duties:
Lead sales team & collaborates on strategy
- Leads, mentors, and establishes performance goals for sales, design and marketing team
- Develops sales plans and budgets in support of Apex’s strategy and objectives
- Proactively provides management level reporting on sales activities, key sales metrics, and sales projections
- Directs implementation and execution of sales budgets, policies, and practices
- Develops key referral networks with real estate brokers, architecture & design firms, property management firms and other related industry influencers
- Manages multiple vertical selling strategies
- Provides input on website, company marketing, sales collateral, and lead generation strategies
- Creates and implements sales training programs that enable staff to achieve their potential and support company sales targets
- Identifies, recruits, hires, and trains A-players in sales and other functional roles
Ensure company scaling strategy
- Reviews current account delivery and management processes and key metrics to find opportunities to increase efficiencies to meet increased demand
- Develops business plan and related forecasting on various options to meet new customer needs while mitigating financial risk where possible
Business Development
- Network and research extensively for leads (business groups, real estate brokers, A&D community, local community organizations, business journals, newspapers, internet, industry organizations—IFMA, BOMA, etc.); develops relationships with key influencers (A&D principals, real estate brokers, property managers)
- Creates and implements a formal sales plan for generating new business for dealership; plan is reviewed and revised on a regular basis (monthly) as needed
- Develops target account list of potential clients, including major corporations, local/state/federal government business, educational entities; uses deliberate, measurable long-term plan to penetrate these accounts
Works closely with manufacturer representatives and corporate account groups to target opportunities for sales
Qualifications:
- Proven track record of sales and team leadership success as a core executive team member; strong consultative selling approach
- Negotiator and understands dealer, service, and product economics, and drives profitable sales and margins for dealership; understands quality of sale (for efficient sales implementation)
- Meets monthly, quarterly, and yearly sales and margin goals as set by the dealership and sales manager
- Works with marketing staff (internal or external) to develop professional materials and presentations
- Leadership: a demonstrated ability to lead people and get results through others
- Ability to organize and manage multiple priorities and direct reports. Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.
- Sales: Knowledge of contracting, negotiating, and change management. Expert at structuring sales quota goals and revenue expectations. Experienced in planning marketing strategies, advertising campaigns, and successful public relations efforts.
- Bias toward action and results; sense of humor; ability to work with a mix of clients and personalities; ability to balance short term sales needs and opportunities with long-term planning; intellectually curious; self-directed and motivated
- Ability to do light travel (10%) for industry conferences and key events
Education & Experience:
- Bachelor’s degree in a business-related field (preferred) or equivalent proven experience
- 5 or more years of equivalent experience. Construction experience is also preferred, as well as knowledge of various furniture and facility resources such as space planning/design, reconfiguration, new or used furniture, office moves, warehousing, asset management, carpet, flooring, etc., is a plus.
- Experience working at scaling a company to the next level (preferred)
- Experience selling new service offerings to midsize or larger companies (preferred)
- Computer proficiency with MS Office applications i.e., Outlook, Word, Excel and PowerPoint
This job description is not an exhaustive statement of duties, responsibilities, or requirements and does not preclude management’s authority to add or change duties or responsibilities. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job duties. Individuals requiring accommodation should contact a Human Resources Representative.
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