Group Sales Manager

Group Sales Manager 

Responsible for directing sales activities and the account management, complex sales/solutions development, contract negotiations, consulting/executive positioning for the tier 1 accounts based out of Northern California.  Responsible for meeting customer retention and business unit profitability objectives.  May include selling products and services through indirect distribution channels.  This manager provides guidance and direction to employees, responsible for strategic growth at various levels and compliance with internal and external guidelines.  In addition, responsibilities typically include budget development, staffing decisions, performance management, employee development, profit and loss accountability and business development. 

Maximizes revenues and profit through the planning and management of sales activities. The incumbent does not directly generate revenue, but is responsible for revenue generation through the guidance of the work efforts of Senior Account Managers.  Maintains effective communications with executives and managers across the company to ensure proper sensitivity to the needs of the field sales force.  Is responsible for hiring, firing, performance appraisals, and pay reviews of sales personnel.  Reports to the Area Vice President. 

Requirements: 

• Strong track record of solution/complex selling
• Ability to drive a high performance team in both a direct and matrix management environment (100+ dedicated resources)
• Seasoned consulting selling approach
• Proven ability to manage large complex sales environment of account in excess of $100M
• Background in executing executive position strategy
• Deal experience in customer solutions/applications environment with track record of closing deals in the $50M range
• Health care industry background a plus

Manages and develops field sales staff.  Hires, trains, coaches, reviews, rewards, motivates, disciplines and terminates staff.  Educates field sales team regarding sales techniques and tactics. Evaluates effectiveness of sales reps; recommends necessary changes. 

Establishes and manages effective programs and seminars to address the following issues:

• New account sales and field sales growth.
• Enhancement of field sales revenues.
• Sales of emerging products/services.
• Pro-active competitive strategies and targeted sales campaigns.
• Proper use and level of sales support.
• Management of sales team expenses.
• Periodically develop and manage complex sales strategies, especially for multi-national corporations.

Maintains expertise on company’s products/services to effectively manage sales activities. Receives direction in the form of objectives and determines appropriate use of resources to reach goals and is accountable for functional area Advanced skills to perform complex work for a functional area and general knowledge of other areas; requires independent thinking; demands full use and application of principles, theories, concepts and technologies.