Sr. Director, Sales

Wabash; Lafayette (IN); On-site; USD 180,000 - 260,000; Full time

Job summary

Wabash seeks a Sr. Director of Strategic Accounts to spearhead the development, communication, and execution of our major account sales strategy. You will drive value, differentiate products, and represent the voice of the customer in a transformational, non-transactional environment.

You will lead a team of account directors and forge strong relationships with senior executives across key accounts. Based in Lafayette, IN, this role requires strategic thinking, budget oversight, and the ability

Qualifications

• Bachelor's degree in Business/Management or related field.
• 10+ years of sales-related professional experience.
• At least 4 years in a senior leadership role.
• MBA or Master’s degree in Marketing/Operations or related field is a plus.
• Experience with a specific sales methodology.
• Experience in leading, evaluating and upgrading a professional sales force.
• Marketing and product pricing experience.

Responsibilities

• Design, develop, and deliver the organization's sales strategy for Strategic Accounts.
• Set and manage area budgets.
• Develop a relationship management plan for strategic, complex accounts to build key relationships at local, national, and corporate levels.
• Align the function's strategy with the organization's mission, vision, and values and work with senior managers to implement actions.
• Motivate the team to achieve the organization's business goals.
• Lead the account director team and senior executive relationships.
• Incorporate continuous process improvement with Sales Operations.
• Communicate sales status, forecasts, and opportunities to leadership.
• Other duties as assigned.

Skills

Strategic selling

Leadership

Relationship building

Budget management

Negotiation

Sales strategy

Team development

Cross-functional collaboration

Pricing knowledge

Marketing awareness

Education

Bachelor's Degree

MBA

Job description

As a Sr. Director of Strategic Accounts, you will lead the development, communication, and implementation of Wabash's sales strategy, including anticipating complex issues, challenges, and opportunities, while ensuring integration with wider corporate strategy, for a significant area of responsibility. This position must have the ability to sell value, differentiate Wabash products and services, drive innovation, and represent the voice of the customer. This role is not transactional, but transformational as we are driving towards ONE Wabash. This position will have to make decisions with speed and transparency while utilizing their expertise to achieve company targets. This role will lead a team of account directors and will be responsible for developing and maintaining strong relationships with senior executives on our key accounts.

Your R esponsibilities :

• You will hold overall responsibility for designing, developing, and delivering the organization's sales strategy for Strategic Accounts.
• Setting and managing area budgets.
• Developing and implementing a relationship management plan for strategic, complex potential accounts to build key relationships at local, national, and corporate levels.
• Ensure the alignment of the function's strategy with its relationship to the organization's mission, vision and values , you will work to clarify the actions needed for implementation by having continuous conversation with senior managers.
• Motivate people to commit to these and to do extraordinary things to achieve the organization's business goals.
• Leadership and Direction
• Customer and Key Player Relationship Formation
• Incorporate continuous process improvement to eliminate waste and streamline processes to better fulfill the needs of the customer in coordination with and supported by Sales Operations
• Develops, updates, and routinely communicates sales status, forecasts and business opportunities to the commercial and extended leadership teams
• Other duties as assigned

Let's Talk About You r Qualifications :

• Bachelor's Degree (Preferred Major: Business, Management, Sales or a related field)
• Minimum 10 years of sales related professional experience
• At least 4 years in a senior leadership role
• MBA or a Master's degree in Marketing , Operations or a related field is a plus
• Action Planning
• Organization and Implementation of Strategy
• Managing Buyer Influence
• Negotiating Strategically
• Builds Networks
• Plan and Align
• Strategic Mindset
• Familiarity in developing and/or presenting product-related training to sales professionals
• The ability to bring diverse business groups together in pursuit of accomplishing organizational goals
• Experience with a specific sales methodology
• Experience in leading, evaluating and upgrading a professional sales force
• Marketing and product pricing experience

Leadership Attributes:

At Wabash, we pride ourselves on being empowering, and there are some things we feel very strongly about:

• Embrace Diversity and Inclusion -- Solicit and respect the input of others, celebrate differences, and strive for transparency and inclusiveness
• Seek to Listen -- Actively listen to reach the best solution and make the strongest decisions
• Always Learn -- Strive to improve; do not quit or settle for the status quo
• Be Authentic -- Demonstrate honesty, incredible energy, and grit in everything you do
• Win Together -- Collaborate, seek alignment, and excel at cross-group communication to success as one team and One Wabash

Join us in turning ideas into world-changing realities. Curate and build your high-impact professional career at Wabash!

Affirmative Action/EEO S tatement :

Wabash i s committed to providing equal employment opportunity for its associates and applicants without regard to race, color, religion, sex, age, national origin, veteran status, disability, or other protected class or activity under federal, state, or local law. All employment decisions must be based on neutral, legitimate criteria. All employment policies and rules shall be applied equally to similarly situated associates.