Director Sales

Toshiba Global Commerce Solutions is seeking a Director, Sales to be responsible for achieving the company revenue objectives and overall business plan for the defined region, associated staff, and work streams in support of the company’s business via multiple channels. This position is responsible to manage a group of sales managers, personnel and business partners that represent various company products, facilitation of orders and shipments, management of the company’s product line, along with establishing and maintaining positive, long-term relationships with existing and new client business opportunities. This position oversees overall sales activities for the defined region, and reports to the Executive Director, Sales.

Areas of Expertise & Special Skills:

• Bachelor’s Degree or Work Experience equivalent to 12 years.
• Must possess excellent written and verbal communications skills.
• Should be able to demonstrate proficiency in Salesforce, Word, Excel, PowerPoint as well as learn any corporate or industry administrative software used by the position.
• Should have a demonstrated history displaying an in-depth knowledge of sales, account management, and business partner programs and techniques.
• Has 8+ years of Sales Management experience in a similar industry and has directed a group of Individuals in the achievement of revenue goals and quota for a direct sales organization.
• Has operated under a sales quota system and achieved on-target revenue achievement in multiple years.
• Working retail industry knowledge or actual experience working within the industry.
• Strong presentation skills with the capability of interacting with senior management levels such as CEO, COO, CFO, CTO/CIO, Owner, and other managers.
• Works well in a team selling environment and maintains good working relationships with other functional company departments such as Services, Product Management, Marketing, Engineering, etc., to ensure both partner & company requirements are met or exceeded.
• Give guidance and mentorship to staff to “lead by example” and provide support to various needs of personnel. Provide strong mentorship to staff with having a “whatever it takes” attitude to succeed.

MAJOR RESPONSIBILITIES

RESPONSIBILITY – In addition to General Management Responsibilities

    1. Oversee the strategic development, control and execution of the TGCS Sales business for the Americas via multiple channels.  Develop initiatives and execute the cultivation and implementation of managed Services engagements to leverage TGCS’s portfolio of products and solutions. Oversee business plans, execute market penetration and positioning to drive profitable growth and the expansion and delivery of services in a cost-effective manner. Execute tactical and strategic consultative sales account plans for existing and new business clients in order to achieve the revenue targets (quota) as directed by the Business. This includes the management of a staff of sales managers and teams and close interaction with various Business Partners in effectively dealing with various selling objections during the selling process.    

    2. Partner and collaborate with the Sales Directors to develop market penetration plans and execute client contact strategies. Develop credibility with existing clients and ensure relationships are being maintained and grown. Achieve quarterly, and annual cost and profit measures. Establish and maintain a high level of positive and effective contact with key customers, prospects, business partners, agents, lead generators and others to enhance sales opportunities for new and continued business development. Conduct a weekly cadence with staff to understand the Region’s business opportunities that are reported upon to senior management.    

    3. Present and demonstrates Toshiba Products in group meetings to senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc. Creates or reviews analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; ROI Studies, RFP Responses, etc.

    4. Maintain up to date and accurate customer sales records, expense plans, budgets and related databases.     

    5. Maintain constant awareness of markets, competitor activities and problems within the Region, recognize trends that develop, and make appropriate strategic and tactical sales/marketing/program recommendations to take corrective actions.    

    6. Collaborate with clients to understand and identify their objectives and needs while aligning TGCS products where business opportunities exi