Sterling, VA

Manager, Sales Development & Account Management

North America

Reports to: VP, Sales

Position summary

The Manager, Sales Development and Account Management will lead and motivate the Americas team of Account Managers and Sales Development Representatives to meet or exceed quota. This is a key management role tasked with growing, mentoring, and developing a strong, cohesive, collaborative team responsible for developing pipeline for the Americas, increasing conversion rates, and delivering on assigned quota and forecast. He/she will work with the VP, Sales for the America’s to increase efficiencies, collaboration, and processes within the department.

About Winshuttle

Are you interested in working in a fun, collaborative environment, for an award winning workplace? Winshuttle is dedicated to fostering a culture of respect and innovation to support and empower employees' ambitions. We're constantly looking for entrepreneurs who aren't afraid to think outside the box, and don't take themselves too seriously. We embrace and support our employees who seek opportunities for continued learning, inspire others, and live and breathe our core PACT values. We have a work hard, play hard mentality; we're constantly evolving lean solutions for ERP business processes by day, and dominating on the frisbee golf course by night. Our strength and competitive advantage stems from our awesome employees, and we strive to create a balanced work life that is as inspiring and rewarding as life at home. Think you might be a great fit?

Essential functions and responsibilities

  • Lead, hire, train, coach, and performance manage while empowering and enabling each team member to achieve their lead generation and sales goal.
  • Coach and mentor on sales performance; develop and increase sales skills including market knowledge, prospecting, and other necessary skills, while maintaining individual accountability to goals.
  • Support the team with tactical sales scripts, playbook Development.
  • Partner with Regional Sales Directors to increase revenue growth and a collaborative sales approach across the Americas.
  • Develop and execute sales process and strategies and ensure compliance to internal data management and reporting, including use of Salesforce.com.
  • Assess sales activities to determine sales progress and required improvements.
  • Lead monthly pipeline reviews for Account Management and provide detailed reporting of lead flow and key performance indicators for Sales Development.
  • Provide tactical call reviews & feedback.
  • Recommend and implement improvements and technology to achieve sales and opportunity creation goals.
  • Collaborate with Marketing to ensure effective follow-up on leads to generate sales opportunities.
  • Proactively communicate results and adjust plans according to evolving business needs.
  • Work with each team member to develop and implement business/sales plans to achieve their quota.

Desired behaviors

  • Facilitates change – encourages continuous improvement of work practices and processes.
  • Drives execution – engages and enthuses the team by cascading departmental goals into individual goals. Sets high-performance standards, sets clear expectations, solves problems, provides task clarity, and sets boundaries.
  • Manages the team – holds team accountable, utilizes straight talk and takes corrective actions to ensure compliance and fair treatment, provides rewards and recognition.
  • Keeps the team focused and motivated – facilitate timely decision making, knows when to escalate, provides timely feedback, and regular communication.
  • Technically proficient – knows own role and has a solid familiarity with team member’s roles and tasks.
  • Uses the full capabilities of the team – understands team member’s development needs and aspirations, takes these into consideration when assigning tasks and responsibilities. Develops and coaches so the team can reach full potential.
  • Over communicates – hosts team communication (1:1`s and team meetings), cascades important and need to know the information.
  • Involves employees in decision-making – encourages them to communicate their ideas and proposed solutions.
  • Manages collaboratively – Foster teamwork, empowers and trusts employees to deliver, delegates appropriately.
  • Displays ethical character and competence – gains trust by acting with integrity and intent.
  • Is a role model – displays high levels of commitment and energy, role models our PACT (People, Action, Continuous Learning, and Trust) values, sets high standards of behavior. Influence others positively, act as a good citizen of Winshuttle

Knowledge

  • BA/BS in a business or a technical related field of study from an accredited college or university
  • 5+ years’ experience directly managing a team of sales development, insides sales, or Account Management, preferably for an enterprise software company.
  • 5+ years’ prior direct sales and/or sales development experience, preferably in a position selling software at the Enterprise level.

Experience

  • Demonstrated ability to consistently exceed sales and prospecting targets.
  • Successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented
  • Excellent communication and presentation skills, both verbal and written
  • Identify new, creative ways to drive more Corporate and Enterprise businesses to purchase and utilize diverse software solutions.

At Winshuttle, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. Winshuttle is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation, or Veteran status.

This job posting does not imply that these are the only duties to be performed. Employees occupying this position will be required to follow any other-related instructions and to perform any other job related duties requested by their supervisor. To perform this job successfully, an individual must be able to perform each essential duty and meet the physical requirements satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

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