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Director of Sales and Strategic Accounts

Location: Houston, TX
Job # 11203562
Date Posted: 07-25-2018
Title: Director of Sales, Industry
Department: Sales
Reports To: Sr. VP and Chief Sales Officer
Location:Houston                                                                                                                                                                                     
 
Summary: The Director of Strategic Accounts is responsible for managing the sales activities and programs, as well as, to develop and implement sales plans and strategies to achieve company profit objectives.  The intent of the role is to plan and coordinate with senior management sales strategies and new service development to achieve maximum market penetration, ensuring pricing consistency.  This role will also manage a number of our key accounts delivering sales and revenue targets for these accounts as well as maintaining high level relationships. 
 
Key Responsibilities                                                              
  •  Fully accountable to deliver “Project Pipeline Reports” to Executive Leadership and Operations.
  •  Ensure market alignments Metrics are achieved and soft issues are managed effectively.
  •  In coordination with VP of Sales and VP of Operations, develop and manage the sale of “New Services” to existing accounts. The KPI will be achievement of incremental sales as defined in the sales plan and relevant fiscal year budget.
  •  Fully accountable to accurately forecast account revenue overall and by Product Line and by region.
  •  In coordination with Business, Operations and Executive Management to develop and implement “Win-Back” strategies for accounts lost. Process to bring existing client from “dissatisfied” to “satisfied” to recapture lost sales.
  •  Manage the bookings for assigned accounts including accurate forecasting and budgeting.
  •  Interface with clients to continuously calibrate their expectations with Company's performance and resolve or escalate issues that do not meet client expectations.
  •  Identify and coordinate the development of additional services offerings to maximize engagement with clients.
  • Manage price negotiation, discounts, contracts, RFP’s between client and related parties.
  • Collect, monitor and disseminate data on sourcing and/or market trends along with client needs to provide feedback to the operations team.
  • Monitor, identify and communicate to relevant parties any risk or opportunities based on continuous review of the health of the account.
  • Ensure creation and execution of account reviews quarterly
  •  Manage client meetings and presentations along with participating in training seminars and/or tradeshows.
  • Must partner effectively with Marketing to develop and execute demand generation campaigns.
 
COMPETENCIES
  • Visionary Leadership: Display passion and optimism; inspire respect and trust; mobilize others to fulfill the vision; provide vision and inspiration to peers and subordinates.
  • Managing People: Delegate work assignments; give authority to work independently; set expectations and monitor delegated activities; provide regular performance feedback; develop subordinates' skills and encourage growth.
  • Strategic Thinking: Develop strategies to achieve organizational goals; understand organization's strengths and weaknesses; identify external threats and opportunities; adapt strategy to changing conditions.
  • Organizational Support: Follow policies, procedures, instructions and pre-determined guidelines; support organization's goals and values.
 
REQUIRED EDUCATION AND/OR EXPERIENCE
  • Bachelor’s Degree in Sales, Business, or related field.
  • Oil and Gas Industry experience preferred
  • Excellent communication skills (written, verbal, and interpersonal).
  • Proficient in computer programs and conversant with the use of Microsoft Office Suite.
  • Experience managing a sales team.
  • Detail oriented with a high regard for meeting deadlines.
  • Demonstrated sales success with Fortune 500 companies.
  • Knowledge of technical verification, quality assurance, management processes and systems.
 
 
Key Attributes
  • Proven ability to close large, complex deals.
  • Must be a consummate, professional salesperson, with a tenacious, winning attitude.
  • Great listener; you understand the very best sales people know how to ask questions and listen.
  • Quick study and ability to learn the terminology and nuances of a new industry.
  • Ability to evangelize new product concept sale and use business case / ROI tools to help prospects cost-justify their purchase.
  • Ability to self-manage and coordinate multiple steps in the sales process – lead generation, product demonstration, presentations, business case, and proposals.
  • Strong relationship builder, consultative selling skills.
  • Professional presentation skills and ability to engage C-level buyers in business conversation.
  • Ability to handle tough sales situations, ambiguity, and a steep learning curve.
  • Desire to work in a small company environment and motivated to drive growth.
  • Most importantly, you must be a confident, aggressive closer that can overcome objections and resolve the many challenges of the complex sale.
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