PURPOSE OF JOB
The Print & Marketing Territory Sales Manager (TSM) is accountable for driving sales and profit growth within their assigned sales force region.
Through the direct management of 12-15, SBDM, BDMs, AMs in territory, the TSM is responsible for establishing, building, and growing a sales team focused on selling Print products and services to mid-sized businesses. Aligned with Staples retail stores, this position must deliver incremental new sales growth annually through business development, people development and account management efforts.
The TSM is responsible for advancing their sales team productivity and assessing the integrity of operational standards within the program. The TSM will coach and model behaviours that drive results in all facets of the business that are aligned to the company and divisional strategy. The TSM will work directly with the NSM to implement strategy to the sales team, will manage regional sales volumes in excess of $5M annually.
PRIMARY DUTIES AND RESPONSIBILITIES
Drive Sales & Profitability of the Sales force Program ( 60% )
Champions sales development within their region by focusing the team on goals & expectations, developing a culture of accountability, ensuring BDM's/AM's know how to achieve the desired outcomes, and making success worthwhile.
Narrows what's important and focuses the teaming building out to new high value customers relationships and growing share of wallet within existing portfolios accounts.
Participates in account reviews for top accounts with the BDM/AM
Demonstrates how to leverage all available selling channels/platforms that help customers win.
Assist sales team on calls & meetings for new accounts.
Holds the BDM's/AM's accountable for meeting quarterly sales & margin targets.
Negotiation of service level agreements along with the NSM for Trade vendors for best pricing.
Drives Sales productivity and Operational standards (20%)
Models, promotes and holds others accountable for customer service excellence
Manages and ensures execution of process excellence standards and initiatives
Continuously improves sales force productivity by analyzing current team performance and implementing solutions that reduces time spent on non - selling activities
Monitors and holds sales force team accountable for documenting all selling activities in salesforce.com
Evaluates and provide direction on the integrity of the C&P sales force processes and procedures.
Leadership, management, and advance people capabilities on the sales force team ( 20% )
Attends client consultations, observes and coaches teams on their selling approaches and processes
Monitors for completion of required training and follow up for implementation of ongoing training and development.
Develops associate succession plans to support business growth
Identify and set up required training to close identified skill and knowledge gaps with direct reports
Reviews objectives, negotiates commitments, coach to outcomes with direct reports through regularly scheduled 1 on 1 meetings.
Prepares and delivers detailed performance reviews with direct reports within staples performance review process.
Manages performance of associates
Accountable to understand general company policies and provide guidance to staff as needed.
Identifies and communicates suggestions for improvements in all areas of the sales force program.
KNOWLEDGE / SKILL REQUIREMENTS
Demonstrated senior sales abilities with proven record of meeting/exceeding sales targets
Strong negotiations, decision making, and the ability to problem solve under pressure
Demonstrates business acumen at a senior level.
Ability to plan, organize and prioritize efficiently and effectively handle their daily responsibilities.
Ability to coach for results
Can actively engaged and inspire the team
Capacity to work independently and escalate issues as required to senior management
Capacity to communicate with all stake holders effectively using a variety of mediums.
Thorough computer skills using standard software- Microsoft office, (advanced excel and PowerPoint skills
PHYSICAL DEMANDS / WORKING CONDITIONS
This position will require regular travel within territory (Approx. 80% of time spent )
7-10 years of previously related senior sales experience is preferred in a B2B environment
Minimum of 7/10 years managing a team of sales professionals, prior selling in a print environment, a definite asset
Ability to analyze, incorporates, and applies new information and concepts to drive business performance. Experience using a database to access customer, sales and data relevant to team success.
Ability to manage execution through delegation and monitoring progress of a team
Strong decision making skills
Strategic thinking skills- experience creating and refining sales plans to drive market as well as individual sales.
Ability to influence others and advocate ideas as well as to engage, inspire, and encourage others to set challenging goals and achieve high standards of performance.
Skilled at developing others.
Strong communication skills- write and speak effectively
Active listening skills
Ability to build and maintain strong relationships.
Demonstrates a strong drive to achieve meaningful results
Ability to establish trust and act with integrity, hold self and team accountable to operate under stated policies a day practices.
High level of business acumen including financial analysis
Advance selling and negotiation skills
Results oriented, self-motivated, and driven by both financial and career opportunities
Bachelor's degree in business administration or related field
Staples is an equal opportunity employer committed to diversity and inclusion and we encourage applications from all qualified candidates, including those with disabilities. We will accommodate applicants’ needs, upon request, throughout all stages of the recruitment process. Please inform us of the accommodation(s) that you may require. Information received relating to accommodation will be addressed confidentially.
Job: Outside Sales
Other Locations: CA-QC-Quebec City, CA-NB-Moncton, CA-NS-Halifax
Staples Canada is committed to the principle of equity in employment. We welcome diversity and encourage applications from all qualified women and men, including persons with disabilities, members of visible minorities & Aboriginal People.