Director, Sales Business Accounts

JOB SUMMARY

The Director designs and drives strategies for the small business sales function in a defined region. The Director is responsible for directly managing the local Small Business Sales Managers, who, in turn, are responsible for hiring, training, coaching, mentoring and driving winning sales teams in the region. The business accounts teams sell Charter Business's coaxial portfolio of services including high-speed data / Internet, telephone and video services. The Director will develop and lead an organization of fast-paced, quota-driven business-to- business sales teams that are highly transactional and customer focused.

MAJOR DUTIES AND RESPONSIBILITIES

• Actively and consistently support all efforts to simplify and enhance the customer experience
• Develop and manage overall sales strategy (in alignment with corporate strategies and plans) for assigned markets.
• Assist the region small business direct sales teams in their achievement of monthly and annual sales quotas.
• Responsible for measuring and driving sales volume as well as increasing revenue per sale.
• Coach, develop and motivate Sales Managers to achieve both individual and team objectives.
• Develop a peer-to-peer coaching strategy amongst Sales Managers and management/mentor coaching strategy for each member of the team.
• Hires, coaches, reviews, rewards, motivates, disciplines, and terminates managers
• Evaluates effectiveness of managers; makes necessary changes
• Create a territory plan to address revenue opportunities, with specific goals and clear accountability for performance improvements
• Establish clear commitments and goals aligned across the business down to the individual level
• Manage overall sales process, set appropriate metrics for sales funnel management, manage the existing field sales teams and report sales progress to the Sales Sr Director on a regular basis
• Engage in analysis of Key Sales Performance Metrics for small business direct sales teams within each KMA to identify and quantify performance gaps.
• Conduct ongoing analysis and sales forecasting for small business direct sales teams in region to ensure gross add objectives are attained
• Compiles monthly sales forecasts and reports as requested by management. Uses information as tool to monitor individual and team performance, taking corrective action as necessary
• Ensure that sales forecasts are accurate and predictable. Consolidate sales forecasts from information produced through pipeline reports and discussions with Sales Managers
• Continuous involvement in day-to-day business development, prospecting, networking, and sales generating activities. Drive new sales behaviors region-wide.
• Oversee development of sales plans by market as appropriate
• Maintains current, in-depth knowledge of marketplace, including competition, and ensures relationships with customers, business partners, and co-workers are positive and professional. Works with local Sales Managers to ensure productive third-party referral programs.
• Focus on streamlining the sales process across the Region and works towards consistency and standardization; achieve alignment across the Region. Identify and implement improvements in business processes yielding increased sales performance and/or higher operational efficiency
• Ensure profitability of success-based capital projects in sales territories
• Manage the best practice identification process which includes territory planning. Direct the development and implementation of strategies to extend best practice process across the Region.
• Responsible for socializing best practices and developing the expertise of the sales teams
• Maintain a pipeline of potential employees by continuously prospecting for new talent particularly at the Sales Manager level. Assist in the process of hiring and developing additional members of the sales organization.
• Maintain a succession plan for self and key team members
• Establish and maintain strong community relationships on CB's behalf
• Be responsive to sales organization needs

REQUIRED QUALIFICATIONS

• Required Skills/Abilities and Knowledge
• Ability to read, write, speak and understand English
• Proven track record of success in meeting and exceeding sales objectives
• Out of the box prospecting abilities
• Professional appearance and presentation required
• Exceptional leader with a passion and dedication for mentoring and coaching sales and support employees to success
• Ability to work flexible hours to participate in evening and weekend events
• Mandatory to have a valid state driver's license and good driving record

Required Education
Bachelor's degree in business marketing or related field

Required Related Work Experience and Number of Years

• Sales management experience in high transactional, fast paced, quota-driven business-to- business sales environment such as telecommunications, wireless, or cable industry - 7+
• Business-to-business sales experience - 7+

WORKING CONDITIONS

• Office Environment
• The position will require extensive travel 50% of time