JOB SUMMARY

This senior sales executive leader is responsible for developing and executing the National Accounts strategy that aligns with the company’s strategic goals. The scope includes leading, negotiating, marketing, and selling the company’s products and services. In addition, the ability to negotiate complex business deals with existing and new customers is essential for achieving the continued growth of the business. The role includes responsibility for coaching and developing a high-performance sales and operations team.

KNOWLEDGE, SKILLS, AND ABILITIES

• (K) Knowledge of sales and marketing principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• (K) Knowledge of customer service principles and processes for providing customer services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• (S) Business and management skills involved in strategic planning, resource allocation, talent management, leadership technique, production methods, and coordination of people and resources.
• (S) Excellent communication skills (both oral and written), interpersonal and organizational skills both inside and outside the company.
• (A) Ability to effectively sell or influence others to buy goods or to otherwise change their minds or actions.
• (A) Ability to think creatively and critically in order to develop new applications, ideas, relationships, systems, or products.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in business administration preferred, but other academic disciplines is acceptable. MBA is a plus. Combined experience in sales/marketing of 10 or more years with education is desirable.
• Dock and door industry service and/or other industrial services experience is desirable.

DISCLAIMER

This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the team member. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

ESSENTIAL FUNCTIONS

• Develops and implements the team’s strategic plans to grow key national accounts including revenue and pipeline management. Scope includes annual budgeting and forecasting with the ability to drive results through a dedicated sales team.
• Identifies and pursues new customer opportunities, expanding DuraServ’s reach and market share. Collaborates with the company’s new acquisition leaders to ensure a smooth transition of service and sales support to existing national accounts customers.
• Takes a proactive initiative to build and maintain strong partnerships with key contacts at large national accounts customers while delivering on the company’s reputation of being first and best. Understands how to develop green fields of business opportunity within the national accounts model.
• Works frequently with senior executives and leaders to negotiate business deals and can close complex deals with success and a high degree of integrity.
• Research and compile information and data related to customer and prospect interactions. Create executive level presentations for use with customers.
• Has P&L responsibility for the profitability of the national accounts portfolio, ensuring that revenue targets are met and expenses are managed effectively.
• Delivers on operational excellence by ensuring the national accounts service and administrative team is efficient delivering on our customer promise.
• Understands how to maximize Customer Relationship Management (CRM) software and other analytic/business intelligence tools.
• Leads, coaches, and develops through structured talent management programs a large direct and indirect team of professionals. Encourages positive competition to drive successful and lasting business results.
• Other responsibilities may be added or not noted in this job description which are related to the job.

SUPERVISORY RESPONSIBILITIES

• This position has supervisory responsibilities for a sales and operations team.