Director, Strategic Accounts -Retail
GLORY
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Benefits offered by this job
Job summary
Glory is seeking a Director of Strategic Accounts - Retail to drive revenue and order intake across major retail accounts in the United States. You will lead the full sales cycle from lead creation to closing, focusing on Grocery, Discount, QSR and other cash-handling retailers, using Glory's seven-step process and a hunter mentality.
The role requires 8+ years in solution-based sales, including 5+ years in retail POS solutions, with strong account management, negotiation and presentation
Qualifications
- 8+ years solution-based sales experience including 5+ years in retail selling POS solutions.
- Must be organized, motivated and follow a structured sales process and develop a sales plan enthusiastically.
- Hunter mentality with penetration of tier 1 and upper tier 2 retail accounts.
Responsibilities
- Heavy outbound calls to prospects and customers.
- Develop, realize and maintain incremental revenue by selling Glory products and services to prospective customers within territory.
- Experience utilizing CRM to document sales activity, manage the sales pipeline and close key opportunities.
- Maintain relationships with contacts across client organizations and coordinate with internal resources for delivery and payment.
- Process sales order paperwork promptly.
- Resolve customer conflicts quickly (RMA etc.).
- Travel 50%+ within territory; reside in major metro city.
- Attend trade shows and internal sales meetings.
- Maintain consultative/solutions oriented selling style.
- Manage multiple projects to achieve results.
- Experience with retail IT platforms is a plus.
- Drive larger deals and new opportunities.
Skills
Education
Tools
Job description
Department: Sales - Retail Sales
Employment Type: Permanent - Full Time
Location: United States/Remote
Reporting To: Regional VP, Key Accounts and Partners Retail
The Director, Strategic Accounts- Retail – will build a sustainable base of business that meets and exceeds revenue and order intake objectives for agreed upon accounts in their assigned territory through tenacious focus on Glory Global Solutions seven step sales process.
In this role, you will be a driving force behind GGS’ expanded sales initiative, leading new business growth across retail vertical markets (Grocery, Discount Department, Quick Serve Restaurants, Check Cashing, and other cash –handling customers). To be successful in this role, the candidate must be well organized and have a plan for working his / her territory. He or She will work the entire sales pipeline daily. This starts with creating new leads, qualifying the leads, developing the opportunity, creating value, presenting solutions and closing new business. The ideal candidate will be a “Hunter”, while still having the skill set to maintain and grow the business relationships that he / she started. This position will focus on the top tier prospects across retail markets verticals therefore requires strong prospecting skills to major retail organizations.
- Heavy outbound calls to prospects and customers
- Revenue: Develop, realize and maintain incremental revenue by selling and advocating GGS products and services “to”, “through” and “with” prospective customers within specified territory and / or assigned accounts.
- Experience utilizing CRM software to document all sales activity, manage the sales pipeline and identify, track and facilitate closure of key opportunities.
- Maintain on-going relationships with multiple contacts throughout client’s organizations and effectively utilize internal resources to insure smooth delivery of products/ services and payment.
- Process all sales order paperwork in a timely fashion.
- Resolve customer conflicts quickly. (RMA requests, etc.)
- 50%+ travel within geographic territory as required. Reside in major metropolitan city within territory.
- Attend trade shows promoting products when required as well as internal sales meetings arranged by the company.
- Maintains a consultative or solutions oriented selling style.
- Demonstrated ability to manage multiple projects to achieve commitment and results.
- Experience and understanding of retail information technology (IT) platforms a plus.
- Drive bigger deals and more new opportunities.
Education Level:
- BA or BS preferred.
Qualifications:
- 8+ years solution-based sales experience including but not limited to 5+ years sales experience within the retail market selling POS solutions, software, hardware, cash handling equipment or other B2B situations.
- Must be organized, motivated and possess the ability to follow a structured sales process and develop and execute a sales plan enthusiastically.
- Position requires a “hunter mentality” and has demonstrated successful penetration of tier 1 and upper tier 2 (greater than $1 Billion in revenue with over 500 stores) retail accounts and has high level contact selling solutions and driving sales.
- Qualified candidate possesses the ability to provide a solution based selling approach (versus only product selling) to senior level executives in the top end of the larger local and community bank in their geography.
- Strong account management, closing and “win-win” negotiating skills are essential.
- Exceptional business writing and communication skills.
- Can create and modify Power Point style capability presentations.
- Can effectively use Excel and other MS applications.
- Experience in designing and negotiating winning sales proposals that involves calculating pricing to reach gross profit targets.
COMPENSATION PLAN
- Base Salary: $105K-$115K
- Commission at Target: $120K + Bonus at Target: $80K
- On Target Annual Compensation: $300K-$315K
- Strong Above Target Incentives
- Car Allowance
- +All the HR Benefits as listed today
Glory is proud to share that our benefit package ranks in the top 25% across the country!
Benefits:
- 401(k) Retirement Plan with Fidelity – 2.5% Base contribution paid toward your retirement by Glory even if you do not participate. Plus, Glory matches 3% up to 6% of your contribution
- Health insurance – 3 medical plans to choose from. High, Medium and Low deductible through Blue Cross Blue Shield
- MDLive – 24/7 Virtual Doctor plus a Nurse Line
- Dental insurance
- Vision insurance
- FSA / Dependent Care
- Voluntary Life Insurance
- Basic Life insurance and AD&D – Company paid
- Short Term Disability / Long Term Disability / Employee Assistance Program – Company paid
- Paid Vacation – start with a prorated amount of hours your first year depending on start date. 80 vacation hours earning your first full year and vacation hours increase based on years of service
- Paid Sick days based on City/State requirements
- Paid Holidays – 9 to 11 days based on start date
- Professional development assistance
- Education assistance
- Adoption Assistance
- Legal and ID Theft plans
- Annual Bonus opportunity
- Opportunities for internal promotions/career advancement
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