Sales Director

(Job Id W339958)
Posted on 3/9/2010
Location:

Chicago, IL


Job Type:

Full Time


Salary: $90000.00 to $120000.00/year
Degree: Master
Job Description
Sales Director

Position Location: Chicago, IL
Reports to: VP Sales
Supervisory Responsibility: No
Our client was founded by the worlds largest, most successful retailers to provide solutions for more effective sourcing and supply chain collaborations. Over the years, they expanded services to support retailer growth initiatives in private label product development, data sharing, performance analytics, food safety and business intelligence. Today, they are a trusted partner to more than half of the worlds top 25 retailers and hundreds of other merchants and trading partners.

They have one of the industrys most active customer communities, as we facilitate user- and executive-level interactions so customers can share innovative practices, address global issues and influence industry standards.

Position Summary

The principle responsibility of the Sales Director is focused in two areas: account management and driving customer adoption and integration of solutions and processes. The Sales Director is the customers primary point-of-contact, and most importantly, the focal point of the customers interests at Agentrics.

Responsibilities:
Primary owner of the relationship between the company and the customers

Primary owner of customer service experience from all parts of the company organization

Gain and communicate in-depth understanding of customers business needs, challenges, opportunities, and strategic/tactical plans as they relate to B2B ecommerce

Qualify opportunities, and work with customers to develop and implement agreed upon engagement plans that identify ways to leverage the power of the Exchange

Develop annual forecasts for customers (to be rolled up into overall plan)

Execute plans by engaging appropriate Exchange resources (e.g. product teams, Training, senior executives) to contribute to customer product adoption and account management activities

Team with Product Directors and Product Team members to determine customer needs and drive adoption

Create activity forecasts for customer accounts and timely appropriate account management reporting

Manage complex multi-level (vertical) and multi-division (horizontal) communications with customers

Ensure the right levels of communication with key Agentrics constituencies

Conduct business with the highest level of integrity and maintain absolute confidentiality in dealing with Exchange and customer data

Customer Account Manager performance measurements are based on successes toward:

Securing continued membership

Driving adoption and revenue execution against the plan; meeting adoption plan


Travel Requirements:
Approximately 25% of time traveling within territory at customer or prospective customer locations

Domestic and International travel

Skills and Expertise:
Essential:
Individual should have proven experience in retail environment and with B2B e-commerce in general. Experience could include supply chain management, buying, being part of a strategic sales-force, or working in change management involving implementation of IT based e-commerce solutions and business process redesign.
Essential is experience in sourcing product in a retail/CPG environment, including direct/indirect product, domestic and international sourcing, and online reverse auctions
Essential is a consultative, solutions-selling approach to sales and account management at the highest levels of corporate leadership.
Highly desirable is an in-depth knowledge of how Retail/CPG businesses operate, to include business process, decision making, trading partner relationships, and buying patterns.
English mandatory, with one of the preferred additional languages: French, German, Spanish

This person must also possess:
Desire to work in a global business environment
Strong business acumen and business planning capability (including project management)
Proven ability to interact with all levels of the Customer organization, including C-level
Extremely effective oral and written communication skills internally and externally
Possess an executive level presence
Demonstrated problem-solving, customer management/service, and strong facilitation skills
Ability to work as an effective member of a team
Strong written skills and verbal communication skills. Ability to effectively communicate with all regions of the world
Outstanding interpersonal and organizational skills. Demonstrated ability to work under tight deadlines, and to effectively manage multiple priorities.

Education and Experience:
Essential:
Experience selling complex software solutions with 3-9 month sales cycles
10+ years sales leadership and management from a retail, supply chain industry.
College Degree (MBA Preferred).
Track record for successfully building long-term, multi-dimensional, world-class customer relationships