THE POSITION
Our client is looking for an individual to lead and work exclusively with the sales team daily toward achieving their long-term strategic objectives for growth, risk diversification, and market/brand leadership. This person must have a proven track record with the ability to accelerate business growth to double their yearly sales volume over the next five (5) years. This candidate should clearly demonstrate the ability to understand the attributes of their commercial space and go-to-market strategy, develop constructive collaboration across teams and functions within the larger business group, and develop sound planning, resources, discipline systems, and upskilling. This person should have the ability to attend daily in-office work and travel to the field, as needed.
Primary Responsibilities
- Include (but are not limited to) Y.O.Y. growth in units (lbs), revenue (sales), client retention, defining and delivering client ‘sell-through’ potential (wallet share), and new client development.
- Increase blanket contracts and renewals minimum 33% (+) by seller and reduce risk concentration of “top 10 clients” below 40% for each.
- Collaborate cross-functionally for resources and support with all other internal departments which may impact or drive success.
- Up-skill sales team competencies in alignment with go-to-market approach.
- Develop a playbook and key resources to standardize support.
- Optimize the narrative approach to initial contact, follow-up contact, opening doors, uncovering opportunities, overcoming obstacles, closing, best-in-class follow-up service, ongoing cultivation/retention.
- Optimize accuracy and utility of the CRM platform.
- Define and manage the sales funnel and cultivate referrals and case-studies.
- Upscale processes that increase discipline and structure leading to outcomes that achieve/exceed annual objectives.
- Manage special initiatives as may be required.
