Sr. Manager Sales Success (Remote)

The Senior Manager, Sales Success position is responsible for maximizing the potential of the PCNA sales support team, Account Management,t for our top tier customers. The goal for this role is to capitalize on PCNA’s established credibility and extensive customer base to take market share and expand sales revenue. The role is responsible for growing sales year over year for a current portfolio of $500M in account revenue and for driving performance excellence via 400,000 sales support interactions/month. Initiative, coupled with a sense of competitive drive and the ability to stay focused despite changing market conditions are key attributes of this role.

This leader is accountable for the sales generation and productivity of a team of over 60 employees, consisting of account managers, product (apparel) specialists and general sales support specialists. This position must have leadership, organization and communication skills to recruit and retain talented account managers working remotely. With a talented, performance-driven workforce and in partnership with our Field Sales organization, this leader must leverage sales tools/technology, processes and cross-functional collaboration to maximize revenue growth opportunities.

Knowledge & Skills

• Has strategic B2B solutions sales approach, with a full understanding sales strategy and tools for enablement (Salesforce.com platforms, Highspot, Five 9, etc)
• Able to shape opportunities and strengthen PCNA position for targeted opportunities, especially for large deals
• Embraces a development and learning culture and rewards/recognizes excellent results
• Engages early on large strategic opportunities, and works cross-functionally to manage customer/stakeholder/internal communications and solution expectations
• Understands financial performance targets as planned in annual budgeting process and formulates execution playbooks for the account management team
• Result-oriented, aggressive, hardworking sales professional who is conceptual, creative and enjoys a fast-paced sales environment
• Comfortable in engaging executives (Service, Sales, IT, Marketing, Operations) to drive sales and maximize opportunities across PCNA accounts
• Understands full portfolio of PCNA products and services to integrate sales playbooks with PCNA offerings
• Has deep experience in outside sales, particularly using Challenger approach to drive sales, and excels in coaching team members and leaders to high levels of sales performance
• Designs support processes to align with sales goals and seeks ways to improve customer experience via sales support
• Develops workforce plans to ensure maximum levels of productivity and align with financial targets; measures effectiveness with workforce KPIs
• Ensures leaders and account management team members effectively navigate and quickly respond to customer escalations; gets involved as necessary

Experience

•  Experience with sales enablement tools – Salesforce.com platforms - required
•  5 years outside sales leadership required

•  Experience with contact center cloud-based productivity tools highly preferred
•  Experience in promotional products industry highly preferred

Behaviors

• Leader: Inspires teammates to follow them
• Innovative: Consistently introduces new ideas and demonstrates original thinking
• Functional Expert: Considered a thought leader on a subject

Motivations

• Growth Opportunities: Inspired to perform well by the chance to take on more responsibility
• Ability to Make an Impact: Inspired to perform well by the ability to contribute to the success of a project or the organization
• Self-Starter: Inspired to perform without outside help