Description:

EXCEL Management Systems, Inc. is seeking a Vice President of Sales. EXCEL is a Systems Consulting Firm that transforms businesses through a combination of technology best practices and custom solutions. Our goal is to guide our clients towards solutions that increase profit by increasing efficiency, helping relieve the worry and burden that often accompanies running a successful business. How companies manage their systems and information is mission critical, which is why EXCEL maps out and implements innovative solutions that make it easier for information to get to who needs it, in the form they want it, when they need it. Our clients include both Public & Private Sector organizations, and our services include Systems Consulting, Infrastructure Support, and Network Solutions.

Job Objective:

Responsible for the development and performance of all sales activities with EXCEL’s targeted markets. Staffs and directs the sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Develops and monitors sales targets, sales goals, and the sales budget. Establishes plans and strategies to expand EXCEL’s customer base, increases penetration within existing accounts, and contributes to the development of training and educational programs for clients and Sales Representatives.  Maintains contact with key customers to ensure high level of customer satisfaction and support, and provides periodic performance and management reports to senior management.   Position will require frequent travel to our corporate headquarters in Columbus, OH, in addition to other business travel, but relocation is not required.

Responsibilities:

• Develops a business plan and sales strategy that ensures attainment of company sales goals and profitability.
• Responsible for the performance and development of the Sales Representatives.
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
• Initiates and coordinates development of action plans to penetrate new markets.
• Assists in the development and implementation of marketing plans as needed.
• Conducts one-on-one review with all Sales Representatives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Sales Representative’s sales and activity performance.
• Provides timely feedback to senior management regarding performance.
• Maintains accurate records of all pricings, sales, and activity reports submitted by Sales Representatives.
• Creates and conducts proposal presentations and RFP responses.
• Assists Sales Representatives in preparation of proposals and presentations.
• Controls expenses to meet budget guidelines.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Recruits, tests, and hires Sales Representatives based on criteria agreed upon by senior management.

Relationships and Roles:

• Insures that all Sales Representatives meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
• Sets examples for Sales Representatives in areas of personal character, commitment, organizational and selling skills, and work habits.
• Conducts regular coaching and counseling with Sales Representatives to build motivation and selling skills.
• Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
• Demonstrates ability to interact and cooperate with all company employees.

Job Specifications:

• 5-7 years of experience in sales management.
• Proven track record recruiting, training and developing new Sales Representatives.
• Extensive experience in all aspects of Customer Relationship Management.
• Experience with enterprise software solutions and large, complex organizations.
• Strong understanding of customer and IT market dynamics and requirements.
• Willingness to travel and work in a global team of professionals.
• Proven leadership and ability to drive sales teams.
• Proven track record in achieving and exceeding sales goals.
• Experience working with cross-functional teams.
• Exhibit strong leadership, computer, communication and interpersonal skills.
• Bachelor’s degree in marketing, business or related fields. An MBA is desirable.

Competitive compensation package includes base salary, commission and bonus, plus benefits.

Contact: staffing@emsistrategy.com