VP of Major Accounts

VP of Major Accounts Sales Job Description

 

Supervising Position: CCO

 

Summary/Objective

 

This position is responsible for leading the team of Major Account Executives to drive profitable sales growth with our Major Accounts.  Penetration of Senior Leadership of key accounts is paramount to long term success by clearly and strategically leveraging our business to drive strong relationships at the senior leadership level of key accounts.  These are the larger accounts in our non National Account ( Home Depot, LOWE’S, Walmart, Menards ) channel.

Manages and directs a team of Major Account Executives to achieve sales and profit goals. Manages the process of securing support of the selling organization in multiple Regions to engage these key accounts.    Evaluates and implements appropriate new sales techniques to increase the sales volume. Manages through subordinate managers and professionals in larger groups of moderate complexity. Provides input to strategic decisions that affect the functional area of responsibility. Works closely with FP&A in developing and managing the budget and pricing. Capable of resolving escalated issues arising from operations and requiring coordination with other departments. Typically requires 10+ years of managerial experience.

 

Essential Functions

• Requires 40 - 60% travel to client sites, at times with broker representatives
• Develop Relationships with Key Accounts to drive sales and share growth
• Work with SIOP to ensure accurate Demand Planning is in place
• Work closely with Marketing in with new product launches and developing commercialization tools to drive successful new product launches
• Provide leadership and development to Field Sales Leadership
• Provide pertinent / necessary information to multiple/appropriate departments compiled from on-road activity
• Evaluates new market opportunities
• Participates in new product development in conjunction with Sales and Marketing departments
• Generation and management of a consistent flow of sales opportunities for Salesforce.com
• Managing the sales cycle from lead generation to booking for a predetermined set of clients and services
• Maintenance of all sales, marketing and pipeline management tools to ensure client and opportunity data is current and accurate
• Achieve and exceed quarterly sales goals.
• Ensure adoption of Sales Force throughout the Major Account Team while working cross-functionally to enhance Sales Force to grow sales.
• Develops and increases sales revenue to meet assigned targets.
• Attends trade shows.
• Coordinates and assists in leading sales meetings to include site selection and agenda preparation.
• Keeps informed of new products, services and other general information of interest to customers.
• Troubleshoots problems regarding products provided.
• Performs other job-related duties and responsibilities as may be assigned from time to time.

Competencies

• Leadership
• Build Relationships
• Time Management
• Communicate with Impact
• Demonstrate Professionalism
• Make Sound Decisions
• Think Strategically
• Produce Results
• Know the Business
• Influence and Negotiate
• Use Ethical Practices
• Strong desire to learn, grow and succeed
• Excellent verbal and written communication skills
• Ability to work both independently and collaboratively in a team environment
• Positive and outgoing personality with ability to relate well to others
• Impeccable attention to detail, with the ability to organize and prioritize work
• Customer/Client Focus.
• Communication Proficiency.
• Performance Management.
• Business Acumen.
• Initiative.
• Results Driven.
• Organizational Skills.
• Presentation Skills.

Work Environment/Physical Demands

 

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this