- Plan and manage the performance of the sales area in accordance with the company's proprietary sales performance methodology, covering, among other points:
- Ability to cover a defined number of clients in a highly engaging and interactive way.
- Focus and understanding on cost of sales (COGS) and, therefore, on gross margin (GM).
- Achieving success, sharing resources from other functional areas, with Sales demonstrating strong execution and strategic leadership to achieve defined goals.
- Very clear and measurable quantitative objectives in quotas, account planning, gross margin, etc, keeping a deep understanding of the financial metrics of accounts in the region and portfolio like Total Contract Value (TCV), Revenue for the Year (IYR), GM (Gross Margin). A focused understanding of contract finances as well as operational performance is critical to success.
- Simplicity in sales incentive programs and campaigns to generate measurability, motivation, results and collaboration.
- Use of Analytics and tools – such as CRM – for performance management.
- A clear distinction and connection between the different types of accounts in order to optimize the coverage of the sets of accounts.
- Rigorous, comprehensive, and sustained account planning that must span four levels within the client to achieve good account penetration:
- General information about the account - name of the contact person(s) in the company; expenses per year; competitive landscape within the account; strategic plans and customer purchase plans.
- Understanding relevant short-term budget opportunities and mapping opportunities in the account.
- Mapping of multifunctional and multidepartmental networks and relationships.
- Deep understanding of business needs and priorities, including threats and a deep understanding of the "voice of the customer" (VoC), in order to co-create innovative custom solutions that meet strategic business needs and not just one or another functional requirement.
- Lead with the Marketing area Account Based Marketing initiatives, creating efficient coverage models for different accounts with a focus, especially, on upsell and crossell.
- Manage and discipline the amount of time the sales team spends managing their customer relationships and account planning ensuring an effective and efficient use of time. Metrics such as number of visits per week, number of solutions and proposals delivered, customer workshops, training, etc... are essential for the development of time management.
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IT Commercial Executive Director - Curitiba, Brasil - Winnin
Descrição
The Sales Director Private and Public Sector will be a member of the Executive Team and reports directly to the Client Operations VP. This senior executive role will have full responsibility for Qintess ́ planning, development and implementation of our commercial strategies based on our company targets and objectives with the main goal of supporting and accelerating growth. As your role will be crucial to our success and growth, we are expecting you to have an entrepreneurial mindset, obsession for results and serve as an example to all your team members. She/He will have full accountability for the performance of Sales initiatives in terms of TCV, revenue and profitability in Private and Public Sector. The role will need to partner with all Senior Leadership teams to orchestrate efforts to drive initiatives through Client Operations Strategy and will have to demonstrate mature leadership, strong change management and people skills.
KEY RESPONSABILITIES:
