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Posted on: 11/17/2011
Senior Director, Sales (KCI - Atlanta, GA)
SUMMARY:
The Senior Director, Sales is responsible for developing and maintaining solid relationships with key decision makers within the customer organization (AT&T) to ensure that Kyocera Communications, Inc. achieves its revenue targets for the customer. This account lead role has accountability for the profit & loss (P&L) for this channel and is responsible for growing and sustaining business within the customer account. This position is responsible for sales activities and conducts advanced account reviews. The Senior Director, Sales maintains a thorough knowledge of customer's technical requirements and anticipates the types of product information that the customer will need. Experience managing sales within a large carrier organization is required. Knowledge and experience with AT&T is highly preferred.
KEY DUTIES:
- Develop and evaluate customer-specific national and international sales strategies
- Oversee the comprehensive sales process, the pricing policies, and all sales and business development operations
- Responsible for leading successful sales presentations and carrying out complex sales negotiations (including terms, pricing, and volume) among a variety of audiences within the customer organization
- Track competitor activity (e.g., pricing and distribution) within the overall and customer-specific marketplaces
- Set, develop and implement strategies for business development; Investigate and evaluate new business opportunities pertaining to alternative channels and customers
- Build and cultivate the sales workforce
- Anticipates and/or identifies variance from projections
- Directs profitable company decisions for assigned accounts based on knowledge of products, customer, and industry
- Identifies potential opportunities to maximize profit as well as to improve customer satisfaction
- Interprets results of market/competitor analysis to drive company decisions and action plans
- Proactively communicates with internal partners (e.g., marketing, prod planning, business mgrs.)
- Ensures company responsiveness to customer issues/concerns
- Partners with marketing to deliver successful product campaigns, as well as effective direct channel and distribution programs
REQUIREMENTS:
- Bachelor’s degree in Business Administration or related area, Master’s degree preferred
- 7-10 years of experience in a sales leadership role in the wireless communications industry, at least four years of experience in a selling role, with successful history of P&L responsibility
- Manages Customer P&L, Expenses and performance-to-quota
- Outstanding written and verbal communications, presentation and delivery skills
- Possesses industry and product knowledge and consultative selling skills
- Knowledge of AT&T customer service process and procedures preferred
- Excellent leadership, problem-solving and analytical skills
- Possess expertise in selling strategies and methodologies, strategic planning and execution, and employee motivation techniques.
PROBLEM SOLVING:
- Works on problems of moderate scope where analysis of situations or data requires a review of a variety of factors Exercises judgment within defined procedures and practices to determine appropriate action
- Builds productive working relationships internally and externally
