Toshiba Global Commerce Solutions is seeking a Director, Sales to be responsible for achieving the company revenue objectives and overall business plan for the defined region, associated staff, and work streams in support of the company’s business via multiple channels. This position is responsible to manage a group of sales managers, personnel and business partners that represent various company products, facilitation of orders and shipments, management of the company’s product line, along with establishing and maintaining positive, long-term relationships with existing and new client business opportunities. This position oversees overall sales activities for the defined region, and reports to the Executive Director, Sales.
Areas of Expertise & Special Skills:
- Bachelor’s Degree or Work Experience equivalent to 12 years.
- Must possess excellent written and verbal communications skills.
- Should be able to demonstrate proficiency in Salesforce, Word, Excel, PowerPoint as well as learn any corporate or industry administrative software used by the position.
- Should have a demonstrated history displaying an in-depth knowledge of sales, account management, and business partner programs and techniques.
- Has 8+ years of Sales Management experience in a similar industry and has directed a group of Individuals in the achievement of revenue goals and quota for a direct sales organization.
- Has operated under a sales quota system and achieved on-target revenue achievement in multiple years.
- Working retail industry knowledge or actual experience working within the industry.
- Strong presentation skills with the capability of interacting with senior management levels such as CEO, COO, CFO, CTO/CIO, Owner, and other managers.
- Works well in a team selling environment and maintains good working relationships with other functional company departments such as Services, Product Management, Marketing, Engineering, etc., to ensure both partner & company requirements are met or exceeded.
- Give guidance and mentorship to staff to “lead by example” and provide support to various needs of personnel. Provide strong mentorship to staff with having a “whatever it takes” attitude to succeed.
MAJOR RESPONSIBILITIES
RESPONSIBILITY – In addition to General Management Responsibilities
1. Oversee the strategic development, control and execution of the TGCS Sales business for the Americas via multiple channels. Develop initiatives and execute the cultivation and implementation of managed Services engagements to leverage TGCS’s portfolio of products and solutions. Oversee business plans, execute market penetration and positioning to drive profitable growth and the expansion and delivery of services in a cost-effective manner. Execute tactical and strategic consultative sales account plans for existing and new business clients in order to achieve the revenue targets (quota) as directed by the Business. This includes the management of a staff of sales managers and teams and close interaction with various Business Partners in effectively dealing with various selling objections during the selling process.
2. Partner and collaborate with the Sales Directors to develop market penetration plans and execute client contact strategies. Develop credibility with existing clients and ensure relationships are being maintained and grown. Achieve quarterly, and annual cost and profit measures. Establish and maintain a high level of positive and effective contact with key customers, prospects, business partners, agents, lead generators and others to enhance sales opportunities for new and continued business development. Conduct a weekly cadence with staff to understand the Region’s business opportunities that are reported upon to senior management.
3. Present and demonstrates Toshiba Products in group meetings to senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc. Creates or reviews analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; ROI Studies, RFP Responses, etc.
4. Maintain up to date and accurate customer sales records, expense plans, budgets and related databases.
5. Maintain constant awareness of markets, competitor activities and problems within the Region, recognize trends that develop, and make appropriate strategic and tactical sales/marketing/program recommendations to take corrective actions.
6. Collaborate with clients to understand and identify their objectives and needs while aligning TGCS products where business opportunities exist. Develop strong relationships with C-level clients and build alliances to deliver high levels of client care and facilitate the achievement of profitability, utilization, client retention and renewals. Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule.
7. Identify opportunities for improvement processes in general working practices and team efficiency. Will work very closely with other members of the Sales Group which are Peer Directors.
8. Work in tandem with the various other Direct and Channel Sales Organization Personnel to facilitate the Business Partner Overlay Business and to provide a seamless interface into the company sales efforts.
9. Build and lead a high-performance team with the goal of successfully cultivating and establishing new client relationships to exceed revenue and margin growth targets while establishing long-term client relationships. This position manages a group of individuals which will require the establishment of bi-annual group quota objectives, manage profit and margin, prepare annual reviews, and overall regional management activities in a given plan year.
ABOUT THE COMPANY
Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands. Have you ever been in a hurry and made use of the self-checkout at Lowe’s Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, Calvin Klein, Boots, Cencosud, BJ’s, or Costco? These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader.
The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let’s get together to drive the new economy.
Toshiba Global Commerce Solutions, Inc. offers a competitive salary and generous benefits package including the following:
Group health coverage (medical, dental, & vision)
Employee Assistance Programs
Pre-tax spending accounts
401(k) plan (with company match)
Company provided life insurance
Pet Insurance
Employee discounts
Generous paid holiday schedule, paid vacation & sick/personal days
EEO
Toshiba Global Commerce Solutions is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age, ancestry, color, religious creed, disability, marital status, medical condition, genetic information, military or veteran status, national origin, race, sex, gender, gender identity, gender expression and sexual orientation or any other protected factor. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should email benefits@toshibagcs.com to request an accommodation.
DIVERSITY, EQUITY & INCLUSION
We at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore, we’re committed to Diversity, Equity, and Inclusion for all our people as highlighted by our 5 Core Principles (Create Outreach, Foster Belonging, Unleash Opportunity, Diverse Cultural Engagement and Culture of Transparency). We’re passionate about our customers in the retail industry and becoming a more responsible company as we help create a brighter future.
EQUAL OPPORTUNITY EMPLOYER/PROTECTED VETERANS/INDIVIDUALS WITH DISABILITIES
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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