Sales Manager

*** Responsibilities:**
* *** Managing the Business:***
- ** Account Planning**- Assists in planning sales strategy; manages the internal processes in support of sales reps and selling activities; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.
* ** Coaching & Performance Management**- Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of individuals through selling challenges; manages performance and results of high and low performers.
* ** Leadership**- Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals.
* ** People development**- Nurtures and advances the talent required to maintain the company's sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.
* ** Change management**- Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control.
* ** Focus on strategic direction**- Understands the overall company/TSG strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
* ** C-level partnering**- Contributes to enduring executive relationships at the highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.
* ** Consultative selling**- Strategizes and coaches team on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company; prepares for client calls in partnership with sales teams and supports the efforts of the team during client meetings; ensures sales teams have access to other company resources and encourages them to nurture relationships with client influencers and decision makers.
* ** Industry and client knowledge**- Stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map company capabilities that align to client business objectives and initiatives.
* Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.
* Demonstrated level of project management skills.
* University or Bachelor's degree.
* Typically 7+ years experience in sales.
*** Knowledge and

Skills:

*** In addition to core selling skills:

*** Business Management:***
* ** Strategic Planning**- Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities.
* ** Execution**- Actively manages business plans to meet revenue goals/quotes and advance the business interests of the company. Determines if an opportunity is profitable for the company.
* ** Forecast/Budget Control**- Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups.
* ** Pipeline Management**- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company.
* ** Operations Building/Improvement**- Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force.
* Provides better coaching and mentoring opportunities - less improvisation, more planful, more call-related modelling.
* Reviews and provides counselling on account-team deals.
* Leverages personal sales experience to participate in pursuit planning for key accounts.
* Strengthens the alignment of account-team activities and priorities with management's business mission and goals.
* Assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges.
* Ensures that sales reps are…