Requisition ID 09-04135
Job Description
Position Profile
Staffs and professionally develops a sales team of direct reports (primarily AE) and assists them in career planning. Directs and manages the sales activities and performance of the team. Drives business results by achieving revenue equipment contribution targets. Leverages the customer base and champions the expansion of services across the business line.
Job Duties and Responsibilities
· Leads, motivates, and counsels the sales team, to meet or exceed budgeted sales revenue, gross profit, unit placement, expense and equipment contributions projections while maintaining teamwork and the highest level of customer service.
· Responsible for up to $3-$4.8 million for revenue expectations and for selling expense limitations.
· Plans, coaches, trains, advises, and reviews with individual sales representative their progress in achieving individual and team revenue targets and assist them in their career planning, training and growth; recommends and facilitates appropriate development opportunities.
· Manages SMART process through Account Planning sessions, territory reviews, RAPs, Sales Manager RAP and GOAL Setting.
· Schedules and hosts periodic informational team meetings and team-building exercises. Supports and advocates headquarter initiatives.
· Manages day-to-day employee relations' issues.
· Aligns sales representatives approach and customer understanding with IKON's strategic direction.
· Facilitates a team-based, inclusive work environment to promote sales across the business line and drive employee and customer retention.
· Ensures reports are conducting strategic account planning with key customer accounts.
· Builds Tier 2 account structure and territories for sales representatives.
· Recruits, interviews and hires sales professionals.
· Works with customer and appropriate internal staff to resolve customer issues and complaints.
· Proactively builds an internal and external pipeline of sales representative candidates and introduce IKON's products and services via outreach efforts.
· Evaluates performance data.
· Participates in fiscal year business planning.
· Measures success of cross business line sales
· Facilitates communication and cooperation between team and marketplaces.
· Performs other duties as assigned.
Qualifications (Education, Experience, Certifications)
· 4-year college degree or equivalent in a related field.
· 5 years industry related sales experience with 2 years sales management experience.