Position Overview:
SumTotal is currently seeking an experienced, successful, and highly motivated sales leader focused on driving top-line revenue growth through new customer acquisition and existing account management/growth.
Position Responsibilities:
Recruit, lead and develop a high performance sales team
Interact with and influence senior client leadership to ensure a very high level of customer satisfaction
Partner with related sales, marketing and support resources in the successful advancement of critical opportunities and market penetration
Participate with senior management to establish strategic plans and objectives to drive desired business growth
Manage expense priorities and broad based costs to ensure comprehensive territory coverage
Desired Skills and Experience:
Demonstrated ability to lead and grow sales professionals, maximizing the effectiveness and productivity of their teams
Must have a proven track record of successfully recruiting and managing a 6 - 8 person field-based sales teams, leading them to achieve regional business goals
Proven experience in developing and successfully executing regional sales plans addressing new customer acquisition and existing customer growth
Creativity and proficiency in supporting their team’s sales cycles, including prospecting activity, qualifying opportunities, elevating to executive decision makers, negotiating and closing sales and generating repeat business
Demonstrated ability to support team’s ability to learn and apply proven sales methodologies such as the CEB Challenger Sales approach
Proven ability to recruit, motivate and lead top performing sales professionals
Excellent written and verbal communication skills
Ability to interact effectively with corporate management
Must have key established contacts in the corporate training industry
Strong relationship building skills
Proven ability to manage discretionary expenses and operate in a fast growth environment
8-10 years experience in successful sales management targeting corporate accounts, managing an 8+ person team of sales professionals
Customer Focused – personally demonstrated that both external and internal customers are a high priority by identifying, and responding to their needs in a timely and efficient manner
Initiative – Recognizes opportunities and initiates actions to capitalize on them by looking for a new and productive ways to make an impact
Innovative Thinking – Embraces and champions new ideas and encourages others to be likewise
Building Organizational Commitment – Demonstrates commitment, loyalty and appreciation for the organization. Conveys a high-level of concern for all employees, while helping to ensure that both their needs and those of the organization are met
Education and Certifications:
Bachelor’s Degree preferred
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