Role and Responsibilities
The Sales Manager for Training Services is responsible for developing and managing an effective sales organization within GBSI. This position promotes the sale of GBSI products and services using technical, organizational, and customer knowledge to influence customers and assist them in applying GBSI products/services to their needs. The position provides input and participates in the marketing, strategic market planning, and technical development of products and services. This position will generate company revenue through individual and B2B sales.
Provides leadership for the Training Services sales functions; prepares, manages and achieves established sales goals and budget plan; manages the training and product sales functions. Manages all aspects of the Training Services sales team in an effective and professional manner by: acting as a liaison and subject matter expert to Training Services teams; facilitating meetings to ensure that best practices and goals are met; maintaining a working knowledge of policies, operations, products, and services. Develops and manages the Training Services sales team including: hiring sales staff, creating sales targets, providing sales training, and monitoring sales quotas. Performs market research and competitor analysis to develop the Training Services market sales strategy; generates reports on performance improvements and possible future business development. Negotiates with key clients and oversees the management of services from such clients. Develops both existing and new income streams. Attends meetings on weekends and evenings when required. Develops a strategy for marketing and advertising of Training Services. Creates continuous process improvement initiatives to increase efficiency, reduce costs, drive sales, and increase profitability. Determines market strategies and goals for each product and service; obtains and coordinates data and information from staff and member groups; researches and develops lists of potential customers. Performs market research to determine customer needs; provides research information to staff; evaluates Training Services marketability in terms of customers needs; maintains current understanding of industry trends and technical developments that effect target markets. Develops and delivers sales presentations and closes sales in a professional and effective manner by: developing sales and marketing proposals for customers; developing technical presentations and workshops; maintaining awareness of activities and industry trends; conducting and/or supervising sales calls to develop relationships; following up on leads; establishing long-term, ongoing repeat relationships; acting to close deals and finalize contacts; identifying and resolving problems with Training Services products, processes and procedures. Participates in sales forecasting by: researching, developing, and maintaining long and short-range sales and marketing plans; producing regular reports and final plans for the Managers/Directors approval; maintaining an awareness of strategic plans and procedures to coordinate market plans; developing and regularly updating promotional materials to target identified customers; monitoring, analyzing, and communicating monthly sales data to contribute to Training Services planning. Supports the company by gathering, analyzing, and sharing customer information and feedback relating to company products and services. Using this analysis, participates in company business strategy to develop, modify and remove products and services. Manages assigned sales budgets in a timely and effective manner by: developing and projecting short and long-range budgets; monitoring and working within established budgets; producing regular budget reports for the Business Development Director; providing accurate sales forecasting for budget planning. Plans and implements monthly objectives for the sales plan by budgeting time and resources, and coordinating with business development team members to achieve sales goals and objectives. Assists the Business Development Director and team with other tasks as required. Completes Monthly Status Reports and submits to Business Development Director.
Qualifications and Education Requirements
Bachelors Degree or equivalent in a relevant area of experience in a similar environment. 5+ years experience as a sales manager or relevant position. Superb knowledge of sales and marketing management with a proven track record of managing a successful sales program. Ability to coach and manage individuals and teams of varying levels of skills and abilities. Clearly understands a margin driven sales unit. Experience in successfully writing winning proposals and managing public and private contracts. Ability to grow income streams using strong sales skills. Ability to manage change and adapt processes to an evolving environment. Ability to work effectively with internal teams and departments to accomplish assigned tasks and business functions. Knowledgeable in strategic market planning. In-depth knowledge of target market industries. Ability to travel when required. Effective oral, written and interpersonal communication skills are imperative. Ability to identify, work and secure major account business in coordination with sales staff. Possess an overwhelming passion to exceed goals.
Initiate sales proposals to industry customers, suppliers, end-users, and the government that comply with established guidelines and pricing policies.
Develop market strategies that result in increased revenues and organizational success. Maintain levels of sales to generate revenue outlined in the strategic plan, sales goals and budget plan. Maintain current working knowledge of the industries served and their training requirements. Hire, train, manage, and motivate an effective sales team.
Manages Training Services sales staff. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include: interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints, and resolving problems.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to see, talk and hear. The employee frequently is required to sit and use hands, along with fingers, to handle or feel. The employee is occasionally required to stand, walk, reach with hands and arms, climb or balance, and stoop, kneel, crouch or crawl. The employee must be able to frequently lift and/or move up to 50 pounds. Specific vision abilities required by the job are: close vision, including but not limited to, working on desktop computers and/or mobile devices and viewing hardcopy documents.
The work environment characteristics described here are representative of those encountered while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts and vehicles. The noise level in the work environment is usually moderate. This position description is intended to convey information essential to understanding the scope of the position and is not an exhaustive list of skills, efforts, duties, responsibilities, or working conditions associated with it.
No part of this position description or of any other shall be construed as an employment contract. Employment with GBSI is at will and constrained by both the laws of the State of Florida and those of the state wherein the employee performs services for the company.
Global Business Solutions, Inc. - 19 months ago