Director, Sales

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Role Summary: Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers. Responsibilities & Requirements: - Leadership and Direction: Identify and communicate the actions needed to implement the function's strategy and business plan within the business area or department; explain the relationship to the broader organization's mission, vision and values; motivate people to commit to these and to doing extraordinary things to achieve local business goals. - Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues. - Sales Opportunities Creation: Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation. - Sell Customer Propositions: Lead a cross-functional internal team (for example, technical, commercial, and legal) to configure a complex tailored or bespoke product and services solution and associated contractual terms that meet the customer's mid- to long-term needs at a national/key operating unit level. Negotiate agreement with the customer and internally with commercial colleagues to ensure that customer requirements are met at an acceptable level of profitability and cash flow. OR Review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate. - Promoting Customer Focus: Develop internal marketing plans and work collaboratively with other departments to improve internal relationships in a large organization and to build strong external customer relationships. - Customer Relationship Management (CRM) Data: Oversee the implementation and maintenance of the customer relationship management system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships. - Organizational Capability Building: Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities. Implement the organization's formal development frameworks within the area of responsibility. Coach and mentor others to support the development of the organization's talent pool. - Functional Strategy Formation: Lead the development and implementation of strategy for an important area of responsibility within a function, anticipating complex issues, challenges, and opportunities, and ensuring integration with wider functional strategy. - Business Planning: Contribute to the development of annual and longer-term business plans; forecast performance against business Key Performance Indicators (KPIs); develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets. - Budgeting: Develop and/or deliver budget plans with guidance from senior colleagues. - Manages Complexity: Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex, ambiguous situations. - Communicates Effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, tailors communication content and style to the needs of others. Pays attention to others' input and perspectives, asks questions, and summarizes to confirm understanding. - Customer Focus: Builds strong customer relationships and delivers customer-centric solutions. For example, uses customer feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible customer experience. - Plans and Aligns: Plans and prioritizes work to meet commitments aligned with organizational goals. For example, stays focused on plans and improvises in response to changes, including risks and contingencies. Aligns own team's work with other workgroups'. Looks ahead to determine and obtain needed resources to complete plans. - Financial Acumen: Interprets and applies key financial indicators to make better business decisions. For example, fosters accountability for maki

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