Position Summary:
The Sales Director, Retail Settlement is responsible for delivering on the Inmar value with our retail customers. This is driven by maximizing trust with existing client relationships, renewing those partnerships and identifying opportunities to grow the business across an assigned portfolio of retailers. This role requires curiosity to maximize the value with our partners to consistently strengthen the relationships, grow revenue. Using in-depth knowledge of Inmar’s solutions and constantly listening to the client’s needs, the Sales Director consultatively presents account information and recommended strategy to collaborate with their manager, other experts and support associates using relevant account information and Industry trends to maximize value and trust in the relationship.
The Sales Director, Retail Settlement demonstrates a constant desire to collaboratively solve problems and won’t rest until they find the right solution for our customers. Key qualities of a successful Sales Director include a proactive approach to account management, excellent at project management and staying organized, understanding the importance of responsiveness and follow-through, being an avid learner and absorbing new information with ease, which allows for shorter learning curves, with direction from the Regional Vice President, Sales.
Primary Accountabilities:
Influence (50%):
- Manage a portfolio of accounts; participate in the overall client strategy and execute with excellence on the account plan
- Work closely with Client Strategy and Client Services teams to meet the needs of the client
- Drive pipeline growth at the highest decision-making level (c-suite) and grow profitable revenue across client territory
- Lead contract negotiations and ongoing contract management and renewals, ensuring work is completed timely and results support incremental growth in revenue
- Collaborate with client on product and service extensions that could deliver incremental value; bring Solutions Experts into those discussions as necessary
- Manage internal cross-functional relationships and communications for maximum productivity
Strategic (40%)
- Responsible for providing new product/service ideas based on client needs; be an information source about how Inmar’s products can provide a competitive advantage
- Responsible for understanding the strategic goals and objectives of each client; develop sales strategies that align with the client’s needs
- Build and maintain internal networks, garnering support and getting appropriate buy-in
- Develop a deep knowledge of assigned clients/prospects
Administrative (10%)
- Maintain detailed, accurate records in Salesforce.com covering all account activity and management reporting requirements
- Proactively manage internal communications within and outside of the Sales team, as appropriate
Required Qualifications:
- Bachelor’s Degree in business, marketing, or a related field
- 8-10 years of related experience, including responsibility for account management; or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed for this position
- Sales experience with financial services preferred
- Experience with CPG manufacturers or Retailers is a plus
- Demonstrated experience in expanding business relationships in a highly competitive environment; ability to sell across products and a variety of different solutions; ability to negotiate contracts, deal with price pressure and successfully produce with strong profit margins; ability to discern the solution that is best for the customer and the value range they are willing to pay
- Good decision making, knowing when to leverage additional resources to move deals past obstacles
- Proficient with Salesforce.com
- Proficient with Google Suite and Microsoft Suite producing professional business correspondence, proposals and reports
- Experience with the Miller Heiman sales methodology and the consultative sales approach
- Ability to travel 20-30% of time
Individual Competencies:
- Teamwork: Builds relationships and works cooperatively with others, inside and outside the organization, to accomplish objectives to build and maintain mutually beneficial partnerships, leverage information and achieve results.
- Communication: Giving and receiving messages and information in written, oral, and visual formats in a clear and concise way for a complete understanding of meaning and intent.
- Problem Solving: Gathers and analyzes information to generate and evaluate potential solutions to problems, issues and challenges while weighing the accuracy and relevance of the facts, data and information.
- Establish Focus: The ability to develop and communicate goals in support of the business' mission.
- Integrity: Gains the trust of others by taking responsibility for own actions and telling the truth.
- Negotiation: Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
- Business Acumen: Understands and is aware of how to think about and successfully make the right business decisions through the utilization of industry-specific knowledge and skills and strategic thinking tools and skills.
- Vision & Strategy: Takes a long-term view and builds a shared vision with others while positioning the organization for future success by identifying new opportunities, formulating objectives and priorities, and implementing plans consistent with the long-term interest of the organization in a global environment.
The physical demands described here are representative of those that must be met by an associate to successfully perform the major job responsibilities (essential functions) of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the major job responsibilities. This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job.
While performing the duties of this job, the associate is:
- Regularly required to use hands to finger, handle or feel objects, tools or controls, and reach with hands or arms.
- Regularly required to talk or hear and read instructions on a computer monitor and/or printed on paper.
- Occasionally required to stand, kneel or stoop, and lift and/or move up to ## pounds.
- Regularly required to view items at an extremely close range and must be able to adjust and readjust focus.
Occasionally: Job requires this activity up to 33% of the time
Frequently: Job requires this activity between 33% - 66% of the time
Regularly: Job requires this activity more than 66% of the time
As an Inmar Associate, you:
- Put clients first and consistently display a positive attitude and behaviors that demonstrate an awareness and willingness to listen and respond to clients in order to meet their short-term and long-term needs, requirements and exceed their expectations.
- Treat clients and teammates with courtesy, consideration and tact; you also have the ability to perceive the needs of internal and external clients and communicate effectively with the objective of delighting and retaining the client.
- Build collaborative relationships and work cooperatively with others, inside and outside the organization, to accomplish objectives, develop and maintain mutually beneficial partnerships, leverage information and achieve results.
- Set and attain achievable, yet aggressive, goals with a sense of urgency and accountability.
- Understand that results are important and focus on turning mission into action to achieve results following the principles of Flawless Execution while consistently complying with quality, service and productivity standards to meet deadlines and exceed expectations by giving our clients the best possible outcome.
- Support a safe work environment by following safety rules and regulations and reporting all safety hazards.
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We are an Equal Opportunity Employer, including disability/vets.
