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District Sales Manager in Boston, MA

This job is no longer available from United States Postal Service
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COMPANY

United States Postal Service

Base Salary: At least $60,000
Total Comp: $80,000 to $100,000
Location:
Industry: Transportation
Benefits: Yes
Customers: Large
Car Allowance: Yes
Sales Cycle: salesCycle
Travel: Only in Territory
Massachusetts:, Boston

JOB DESCRIPTION

Oct 01, 2016
FUNCTIONAL PURPOSE:


Leads a team of sales professionals within a defined geographical area. Provides direction and guidance in support of maximizing sales revenue, developing sales strategies, and developing customer relationships. Coordinates across assigned areas to ensure the efficient and effective deployment of sales agreements and integration of new business customers. Advances employee development and succession planning objectives through training, coaching and mentoring.


OPERATIONAL REQUIREMENTS:


This position manages sales professions within an assigned geographical area designated as a level two sales district.

DUTIES AND RESPONSIBILITIES:

1. Manages a team of sales professionals responsible for business-to-business sales of mailing and shipping services. Provides direction and guidance to maximize sales revenue, develop sales strategies, and grow customer relationships. Monitors the performance of the sales team utilizing measurement tools to drive revenue target achievement.

2. Directs the development and implementation of short and medium range business plans to achieve sales revenue and growth goals; manages the allocation and attainment of revenue and business goals by specific product lines.

3. Manages the development, implementation and continuous improvement of sales and retention strategies consistent with the organization's direction.

4. Oversees the identification and implementation of sales contract opportunities for specific products and communicates sales opportunities to the proper sales channel.

5. Collaborates cross-functionally with stakeholders across the organization to implement new business customers, maximize market potential, and solve systemic problems.

6. Provides insight and feedback in regards to the development of sales materials to support incentive programs, challenges, and communications for sales professionals.

7. Supports the team in effective negotiations with commercial clients to ensure revenue and profit maximization. Conducts competitive analysis to identify profitable business solutions; negotiates and commits the USPS to contracts and pricing agreements.

8. Develops multi-level executive customer relationships with key decision makers (i.e., "c" level or strategic level executives) to drive both revenue retention and growth initiatives to achieve assigned quota-bearing expectations.

9. Ensures the development of employees and succession planning objectives through effective training, coaching and mentoring. Provides feedback and direction to the Sales executive team on future process, program and training enhancements.



REQUIREMENTS:


1.Ability to evaluate Sales capability, market trends and opportunities, and client base within assigned geographical region to develop and implement short to medium range business plans to achieve sales revenue and retention goals.

2.Ability to collaborate with key business stakeholders to direct the development of situational sales collaterals for use with key decision makers to increase opportunity development.

3.Ability to communicate orally and in writing at a level sufficient to prepare and present reports, analysis summaries, and sales plans to management leadership teams and customers.

4.Ability to manage sales professionals, which includes planning, setting, and communicating goals; monitoring progress towards performance targets; and providing coaching, training, guidance, and feedback.

5.Ability to develop effective relationships and build trust with current and potential customers.

6.Skill using word processing, spreadsheet and presentation software to create documents, reports and presentations.

7.Knowledge of the sales process including stages in the sales cycle, from lead generation to closed sales, sufficient to coach, provide guidance, and evaluate the performance of others.

8.Ability to work cross-functionally to maximize market potential, solve systemic problems, and drive sales revenue achievement.

9.Ability to train, coach and mentor others to advance employee development and succession planning objectives, as well as provide feedback and direction to the leadership team on future process, program and training enhancements.

10.Ability to use a comprehensive end-to-end selling process that includes analyzing market opportunities, researching customer needs, analyzing product/service fit, developing and presenting proposals, negotiating and developing contracts, and closing complex sales