Director of Sales, National Accounts

Summary: The Director of Sales is responsible for collaborating with the Corporate Sales Team and overseeing profitable revenue within his/her respective sales territory. The Director of Sales will work collaboratively with the SVP of Sales in developing a business plan that will set out to achieve the mutually agreed upon sales and margin goals of their respective region. The Director of Sales will manage sales productivity and effectiveness by providing direct management to the field sales representatives for which he/she is responsible. The Director of Sales will be held accountable for all sales activities that fall under his/her region including, but not limited to; maintaining existing customer relationships, increasing share of wallet within existing accounts, driving conversion opportunities for SPR, and soliciting new account opportunities. The Director of Sales is responsible for initiating and coordinating the hiring of new sales professionals as necessary, the training of those new hires, the management of the existing sales force, and the overall customer relationships and revenue and margin generation within his/her region.

Essential Duties and Responsibilities: include the following. Other duties may be assigned.

• Collaborates with SVP of Sales and other , CST and other Sales Directors to establish a sales strategy specific to his/her region, including communication of tools from HQ, providing clear direction and expectations to sales representatives, and establishing a clear plan of action that will make the sales force productive and ultimately drive revenue.
• Responsible for forecasting revenue of his/her region, goal setting for the region and goal setting for individual sales representatives, and quota allocation for the region as well as individual sales representatives.
• Drives both revenue growth and margin management objectives. Prioritizes initiatives per sales representative to best impact profitable sales growth.
• Serves as a consultative partner to IDC on all business related issues both specific to SPR and the Office Products industry as a whole.
• Provides direction, coaching, and training to SPR sales representatives for which he/she is responsible.
• Drives a "best practice" sales management orientation within S.P. Richards by implementing new management training tools and processes.
• Manages implementation of sales skills training.
• Works effectively with all levels of leadership and management within SPR, including other Sales Directors and VP's, Directors of Operations, DC Managers and HQ.
• Works with SVP of Sales and other Sales Directors to disseminate all communication intended for sales representatives. Purpose is to proactively manage the flow of communication to better drive initiatives that are deemed necessary for competitive purposes.

Supervisory Responsibilities:

This position manages supervisory and non-supervisory personnel. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

COMPETENCIES:

Communication

Customer Focus

Decision Making/Judgment

Delivers Results

Leadership

People Development

Strategic Thinking/Management

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:

Master's degree (M. A.) or equivalent; or four to ten years related experience and/or training; or equivalent combination of education and experience.

Language Skills:

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Mathematical Skills:

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability:

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills:

To perform this job successfully, an individual should have knowledge of Database software, Internet software, Spreadsheet software and Word Processing software.

Physical Demands: 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.

While performing the duties of this job, the employee is frequently required to sit and use hands and fingers to handle, or feel. The employee is occasionally required to stand; walk; reach with hands and arms; and talk or hear. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus. This employee is required to travel and fly as the business needs dictate.

Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

The noise level in the work environment is usually moderate.