Now Hiring - ITA Group, Inc. - Assistant Vice President, Sales in West Des Moines, IA

Full description of the position

POSITION SUMMARY The Assistant Vice President, Sales (AVP) coaches, drives and co-leads regional sales new business growth, holding Account Executives (AEs) accountable for daily activities and behaviors that lead to sales goal achievement. In some instances, the AVP is a team leader with direct-report AEs (referred to as an AVP's "pod"). The primary measure of success is new business acquisition, also known as "growth business" - cross-selling and new logo acquisition. Secondary success measures include: hitting revenue and growth proposal goals. The tertiary success measure includes hitting contribution margin (CM) goals. The AVP focuses on the following areas, either with a region or pod emphasis, depending on the existence of direct-reports: * accountability to prospecting activity - ensure AEs are prospecting and forming new relationships at appropriate levels for ITA Group; * development and administration of robust prospecting plans, including marketing strategies, call plans, next step development and opportunity qualification * funnel management accountability - updating Salesforce with prospecting and pre-sale activity * Account Development Plans - penetrating account strategies and opportunity road mapping. Hold AEs and themselves accountable to execute on each client prospecting plan; * increasing the number of AEs hitting their pod/revenue goal, in addition to face-to-face and proposal volume goals; * coordination with marketing strategy teams and marketing automation technologies * marketing campaign planning and/or execution * Assist the entire region, regardless of POD affiliation, with pre-sale efforts that may lead to more efficient and effective sales timelines POSITION REQUIREMENTS * Bachelor's degree with a concentration of studies in the area of marketing, communications, business, journalism or promotions. * Certified Incentive Professional designation preferred. * Experience in a consultative sales-related position in the incentive/performance marketing or events industry, ITA Group experience preferred. * Previous management or leadership responsibilities with proven ability in problem solving, team building and decision-making. * Demonstrated effective selling and marketing techniques and strategies. * Ability to earn respect of AEs through: * leading with integrity at all times, * being knowledgeable about our industry, our competition, our solutions; * being responsive and dependable; * ability to handle adversity, coming through in the clutch; * ability to access and present to C-Suite of large clients * Driven with the aptitude and experience to guide and motivate teams to achieve sales goals. Possess a fierce competitive spirit bolstered by grit, curiosity and business intelligence. * Fluent and capable on all marketing automation tools supporting prospecting efforts including [please apply online] LinkedIn Navigator, Highspot, Alyce, Drift and Marketo. * Understanding and knowledge of IMPAX methodologies. * Working knowledge of current trends in the marketing professional services industry. * Excellent written and oral presentation skills. * Demonstrate commitment to teamwork and superior customer service, while maintaining a positive attitude and work environment. * Ability to manage multiple responsibilities. * Ability for a minimum of 25% travel (2 trips per month minimum). * Clear understanding of marketing applications and solutions and the ability to leverage them effectively in the marketplace. * Ability to be creative while analytically viewing challenges to develop client-focused solutions. * Excellent relationship building skills with a strong business acumen and aptitude to identify key business issues. * Proven track record of developing and managing department budget in order to optimize departmental financial performance. * Ability to listen, understand, and respond to external and internal customers' needs in a timely manner; customer service experience in a service-related industry preferred. * Ability to work the time necessary to complete projects or meet deadlines. * Ability to maintain confidentiality regarding salary and personnel issues.