at Glory Global Solutions in Lisle, Illinois, United States
Job Description
Regional Vice President – Key Accounts and Partners
City/State Lisle, Illinois Location United States/Field based Department Sales – Retail SalesApply Now (https://lde.tbe.taleo.net/lde02/ats/careers/v2/applyRequisition?org=GGS&cws=74&rid=8974)
GLORY IS GROWING! Be a part of Glory’s dynamic sales team with year over year business solutions sales growth across our markets. We are digital transformation experts who specialize in the integration of point of sale, mobile apps, online ordering and payment systems to add convenience, speed of service and purchasing ease to the customer journey. We are looking for talent to support a new Business Development Manager Sales Opportunity based in Texas supporting our Retail clients in the West Region. Ideal candidates will enjoy working in a team environment for a Great Place to Work Certified Global Employer that has celebrated over 100 years in business! Salary + Strong Incentive Plan + Car Allowance + Full Benefits COMPANY OVERVIEW Glory is a global technology company focused on reinventing the customer experience for restaurant and retail brands. Leveraging decades of software, hardware and service expertise, we develop and integrate new platforms that increase customer engagement, optimize efficiency and improve operations. Our 9000 employees around the globe collaborate with our customers and partners in over 100 countries to design, create and build the world’s leading smart stores and optimize the handling, movement and management of cash and process engineering services. Never satisfied with the status quo, our passion is in delivering breakthroughs that drive business results. WHAT WE CAN OFFER YOU+ A leading variable sales compensation incentive program and Presidents Club
+ The opportunity to lead teams internally fueling growth with Glory’s C-Suite Regional Retail clients
+ 3 Top Medical, Dental and Vision customized options you can select from that meet you and your family needs
+ 401K 5.5% Company Match
+ Paid Time Off Programs
+ Bonus Opportunities
+ Car Allowance Program
ROLE PURPOSE The Regional Vice President of Sales will be responsible for the overall direction, leadership, and evaluation of a sales team for a Glory Global Solutions Retail Markets sales region. The primary focus will be on increasing sales volume from new and existing accounts. This individual will provide hands-on guidance, mentoring, and direction to the sales team, and will lead the strategic approach to the marketplace as well as the tactical approach to goals and objectives to accomplish the long-term strategy of Glory Global Solutions. This individual will be responsible for leading effective sales strategies for multiple products serving multiple markets. Total travel to customer and prospective customer accounts is estimated to approximate 50%. AS A MEMBER OF GLORY’S SALES TEAM, YOU WILL BE EMPOWERED TO ACHIEVE THE FOLLOWING: Team Interaction: · Weekly discussions with sales team members to cover: o Sales Funnel Health and Timing – CRM – versus targets o Territory Management o Backlog – installation activity o Sales team effectiveness in all areas of sales process o Pricing deviations / proposals o Account tactics · Monthly review of forecasts and individual Personal Selling Plans (PSP) based on CRM data and subject to review with SVP, Retail Markets and other executives · Monthly review of major accounts coaching the team on strategy and tactics to win · Quarterly performance reviews to include: o Discussion with each team member related to overall performance o Celebration and recognition for top performers o Performance Improvement Plan development for team member’s <75% of quota · Annual planning sessions with team members to include: o Personal Selling Plans o Objectives o Account Assignments o Quotas · Minimum 8 days in field with team members per month to: o Coach – sales process, pipeline management, etc. o Mentor, develop team members o Develop executive level client relationships · Continuously recruit for high performance Visible Performance Metrics: · Accurate Forecasts · Top 10 deals – close plans · Top 10 deals – opportunity strategy plans and reviews in place with SVP · Up to date weekly sales funnel – CRM to be accurate · Prospecting metrics – event effectiveness and other demand creation effectiveness · Publish monthly team performance rankings · Accurate/timely management of backlog: o Weekly review with team members o Monthly review with Regional Service VP’s or as needed Internal Relationship Development: · Attend RVP management meetings · Active and visible positive working relationship with service organization. · Visible and active relationship development across the enterprise, to include appropriate utilization/deployment of support resources (Solution Experts, Project Managers, etc.) · Optimize Executive involvement through the inclusion of Executive Management as appropriate in all aspects of the business · Interaction with other global account management teams as appropriate Deliver Financial Commitments: · Quota achievement · Expense management · 100% compliance with the Price Deviation Authorization (PDA) process · Accounts receivable not to exceed 30 days · Proper compliance to the proof of concept process: o Agreement on POC objective and performance metrics o Agreement on “buy/no buy” criteria o Agreed upon exit plan (product removal process, dates, costs, etc.) Client Involvement: · Active engagement in critical, “must win” accounts: o Top 10 existing clients o Top 10 prospect clients o 5 additional accounts as identified as strategic WHAT YOU BRING TO GLORY Education Level: · Bachelor’s degree in business, marketing, finance or related area required; professional business experience · MBA or related Master’s Degree preferred The essentials to success in this role: · Outstanding coach, developer and leader of talent with a minimum of 5 years of sales leadership experience recruiting, building, managing and inspiring a high-performance team · Minimum of 10 years of sales experience with a proven record of consistently meeting or exceeding revenue targets · Experience leading a business segment through sustained growth using a structured sales process · Experience and expertise in solution-based consultative and value based selling through multiple and often competing channels · Proven project management skills with an ability to work with multiple and sometimes competing goals and objectives · Strong understanding of financial principles including budgeting, forecasting and pricing necessary · Previous experience selling products which are Capital Expenditures vs. transactional products · Exceptional verbal and written communication skills, including presentations and facilitation skills · Computer skills for proposals and presentations including PowerPoint and Excel required Salary Range: $140,000-$170,000 Base plus Variable Compensation Plan and Car Allowance GLORY SPIRITS The Glory Spirits & Behaviors reflect the values and behaviors that are critical to the ongoing success of Glory and as such represent the foundations of o