Strategy and Management Services, Inc. (SAMS) Commercial Sales Manager in Virginia, United States

The Commercial Sales Manager will be responsible for the identification of opportunities, will communicate and coordinate the business opportunities with key stakeholders within the SAMS organization, and will coordinate and execute total solutions to the customer to achieve new sales. This position will define sales capture strategies for various commercial clients to achieve the successful program award and/or achievement of product sales. Emphasis of the position will be on business development and sales and marketing strategies to agencies and clients to expand new sales opportunities for existing services as well as new product and service solutions in order to meet set sales targets.

Essential Duties and Responsibilities

  • Managing pursuit and capture of new program or product sales through extensive interfacing with agencies and clients in order to achieve set quarterly and annual sales goals.

  • Working with internal leaders and key internal stake holders in the division on BD and sales opportunities setting sales strategy, tactics, proposals and negotiations for new solutions as well as coordinating qualified new business capture and sales.

  • Leading sales capture efforts for advanced programs and new technical solutions for the customer that align to the business growth strategies of the company.

  • Leading penetration strategies to gain additional sales with all major commercial agencies and major clients by facilitating contacts to achieve sales objectives.

  • Providing quarterly forecasts to management, and monthly forecasts within the current quarter.

  • Maintaining sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.

  • Maintaining professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

  • Contributing to team effort by accomplishing related results as needed.

  • Managing product lines and marketing driven elements of P & L to drive positive sales and profitability growth, and expense management.

  • Managing multiple channel selling strategies.

  • Building, developing and managing a sales team capable of carrying out needed sales and service initiatives.

  • Identifying and driving strategic market penetration and marketing/merchandising direction that allows SAMS to drive positive sales and profitability growth and outperform competitors.

  • Working with marketing, delivery teams and sales to create the market engagement plan(s) that defines how we leverage our internal capabilities (e.g., Marketing, Sales, and Analytics) to get our solutions to market.

  • Driving true integration within the delivery and marketing teams to amplify and optimize the efforts of both departments in partnership with the sales organization.

  • Develops and implements strategic sales plans to accommodate corporate goals.

  • Reviews market analyses to determine customer needs, price schedules, and discount rates.

  • Advises dealers, distributors, and clients concerning sales and advertising techniques.

  • Represents company at trade association meetings to promote services.

  • Meets with key clients maintaining relationships and negotiating and closing deals.

  • Liaison between sales department and other sales related units.

  • Analyzes and controls expenditures to conform to budgetary requirements.

  • Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.

  • Monitors and evaluates the activities of the competition.

  • Develops and increases sales revenue to meet assigned targets.

  • Participates in education and training conferences on selling and marketing programs.

  • Coordinates and assists in leading sales meetings to include site selection and agenda preparation.

  • Keeps informed of new services and other general information of interest to customers.

  • Troubleshoots problems regarding services provided.

  • Answers questions from clients and handles complaints.

  • Prospect, identify, and communicate with high-level decision makers in order to create new leads and ultimately cultivate new client relationships.

  • Conduct site evaluations for potential customer

  • Grow and maintain a large pipeline of opportunities and keep them up-to-date

  • Other duties may be assigned.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

  • Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service ; responds to requests for service and assistance; meets commitments.

  • Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Qualifications

  • The ability to comfortably and confidently present to all levels within the enterprise and to work with both technical and non-technical individuals.

  • Effective written and oral communication with multiple levels of leadership involving both business and technical sides of the business.

  • The ability to deal with ambiguity and a changing environment, as well as a rapid work pace.

  • Maturity, judgment, negotiation/influence skills, analytical skills, and leadership skills.

  • Demonstrated ability to work across cross functional teams to deliver large, complex solutions.

Education and/or Experience

5+ years experience in leading customer-facing organizations

5+ years working in Commercial space

Bachelor’s degree required, Master’s degree preferred

Essential Duties and Responsibilities

  • Managing pursuit and capture of new program or product sales through extensive interfacing with agencies and clients in order to achieve set quarterly and annual sales goals.

  • Working with internal leaders and key internal stake holders in the division on BD and sales opportunities setting sales strategy, tactics, proposals and negotiations for new solutions as well as coordinating qualified new business capture and sales.

  • Leading sales capture efforts for advanced programs and new technical solutions for the customer that align to the business growth strategies of the company.

  • Leading penetration strategies to gain additional sales with all major commercial agencies and major clients by facilitating contacts to achieve sales objectives.

  • Providing quarterly forecasts to management, and monthly forecasts within the current quarter.

  • Maintaining sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.

  • Maintaining professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

  • Contributing to team effort by accomplishing related results as needed.

  • Managing product lines and marketing driven elements of P & L to drive positive sales and profitability growth, and expense management.

  • Managing multiple channel selling strategies.

  • Building, developing and managing a sales team capable of carrying out needed sales and service initiatives.

  • Identifying and driving strategic market penetration and marketing/merchandising direction that allows SAMS to drive positive sales and profitability growth and outperform competitors.

  • Working with marketing, delivery teams and sales to create the market engagement plan(s) that defines how we leverage our internal capabilities (e.g., Marketing, Sales, and Analytics) to get our solutions to market.

  • Driving true integration within the delivery and marketing teams to amplify and optimize the efforts of both departments in partnership with the sales organization.

  • Develops and implements strategic sales plans to accommodate corporate goals.

  • Reviews market analyses to determine customer needs, price schedules, and discount rates.

  • Advises dealers, distributors, and clients concerning sales and advertising techniques.

  • Represents company at trade association meetings to promote services.

  • Meets with key clients maintaining relationships and negotiating and closing deals.

  • Liaison between sales department and other sales related units.

  • Analyzes and controls expenditures to conform to budgetary requirements.

  • Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.

  • Monitors and evaluates the activities of the competition.

  • Develops and increases sales revenue to meet assigned targets.

  • Participates in education and training conferences on selling and marketing programs.

  • Coordinates and assists in leading sales meetings to include site selection and agenda preparation.

  • Keeps informed of new services and other general information of interest to customers.

  • Troubleshoots problems regarding services provided.

  • Answers questions from clients and handles complaints.

  • Prospect, identify, and communicate with high-level decision makers in order to create new leads and ultimately cultivate new client relationships.

  • Conduct site evaluations for potential customer

  • Grow and maintain a large pipeline of opportunities and keep them up-to-date

  • Other duties may be assigned.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

  • Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service ; responds to requests for service and assistance; meets commitments.

  • Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Qualifications

  • The ability to comfortably and confidently present to all levels within the enterprise and to work with both technical and non-technical individuals.

  • Effective written and oral communication with multiple levels of leadership involving both business and technical sides of the business.

  • The ability to deal with ambiguity and a changing environment, as well as a rapid work pace.

  • Maturity, judgment, negotiation/influence skills, analytical skills, and leadership skills.

  • Demonstrated ability to work across cross functional teams to deliver large, complex solutions.

Education and/or Experience

5+ years experience in leading customer-facing organizations

5+ years working in Commercial space

Bachelor’s degree required, Master’s degree preferred