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Vp Of Enterprise Strategic Sales (West)

Company

GTT Communications
Address , Remote
Employment type FULL_TIME
Salary
Expires 2023-10-06
Posted at 9 months ago
Job Description
Role Summary:
Reporting to the RVP Sales, the VP of Enterprise Strategic Sales (West) is responsible for the development and business results of a team of quota-carrying Account Managers. Each Account Manager is responsible for maintaining high activity standards, daily prospecting, pipeline growth, prospect qualification, adherence to GTT sales methodology, and delivering assigned monthly sales revenue targets. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution, and building a highly empowered, constructive sales culture.
Duties and Responsibilities:
  • Results-Oriented: Meet and exceed assigned monthly, quarterly, and annual sales revenue and productivity targets assigned.
  • Process Improvement: Interface with various groups within GTT to help improve the overall sales process as well as drive the strategic initiatives of the Sales group.
  • Associate Development: Monitor and track Sales Representatives individual performance, strengths, and weaknesses, and be able to clearly communicate evaluations and execute developmental steps (Performance Improvement Plans). Coach, develop, and mentor Sales Representatives to drive continuous improvement in sales skills and product knowledge.
  • Spirit of Intent: Understanding of the essential role of Management is to deliver business results through people. Candidates must understand that Account Representatives are their responsibility. The manager understands the responsibility of knowing and demonstrating the key values of GTT in everything that he/she does.
  • Manage Activities: Ensure activity standards are being delivered per representative. Demonstrate clear ability to correlate activity standards with Business Results. Role Model and Coach: Sales VP must be the most effective and skilled sales resource on the team. The ability to teach sales skills and a track record of exceeding annual sales objectives are fundamental requirements.
  • Reporting: Verify daily results, and productivity measures, and assist with commission tracking.
  • Staffing: Accepts responsibility for the monthly revenue production of the sales headcount assigned. In the event of turnover, the manager understands that replacement personnel must already be hired, trained, and ready to perform.
  • Communication: Meet with each Account Representative individually and at least weekly to review results, lessons learned, and areas for improvement. Uses this opportunity to coach Account Representatives to increase results.
  • Collaboration: Work with other GTT business functions to ensure effective customer hand-offs to support functions, and work to improve the effectiveness of cross-functional processes.
  • Forecasting: Must be able to confidently predict monthly/quarterly/annual sales bookings utilizing pipeline management for each Account Representative. Must commit and take responsibility for the accuracy and achievement of the sales forecast.
  • Independent: Must have a track record of operating a high-performing team with a high degree of independence and autonomy.
  • Directly Involved: Recognizes that leadership is through doing. Spends the majority of time on calls with Account Representatives identifying areas of opportunity and coaching.
  • Entrepreneurial: Comfortable operating in a high-growth environment where change is embraced and encouraged.
  • Performance Management: Coach lowest performers for improvement.
  • Recognition & Reward: The candidate is expected to understand the motivations and goals of each representative assigned. The manager demonstrates an understanding of how to motivate employees for their reasons and understanding of how to manage a recognition and reward program for the team.
  • Customer Experience: Ensure consistent delivery of award-winning service, starting with initial contact, setting realistic customer expectations, and taking responsibility for quick and effective hand-offs within GTT.
  • Training: Work with the Director of Sales Training to identify, prepare and execute incremental sales skills or product training in order to improve close ratios and increase productivity.

Required Experience/Qualifications:
  • Proven track record of achieving measurable business results goals in a high transaction sales environment. Must demonstrate a history of quantifiable success.
  • 8+ years of high performance Inside or outside sales management experience in a telecommunications and/or cloud telecommunications environment
  • Experience in a fast-paced, high-growth business environment
  • Proficient in MS Word, MS Excel
Core Competencies
  • Effective Communications: Understanding of effective communication concepts, tools, and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
  • Sales Proposals and Presentations: Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.
  • Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
  • Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
  • Problem Solving: Knowledge of approaches, tools, and techniques for recognizing, anticipating, and resolving organizational, operational, or process problems; ability to apply knowledge of problem-solving appropriately to diverse situations.
  • Networking: Understanding the business value of creating mutually beneficial relationships with individuals outside of the incumbent's own organization and the ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
  • Value Selling: Knowledge of the principles and practices for selling products, technology, and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Universal Competencies
  • Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes and enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results-oriented.
  • Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.
  • Customer First (Customer Facing): Knowledge of customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting customer value creation at every level.
EEO Statement
GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.
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