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Sales Manager - Account Management

Function: Outside Sales
Location: Mississauga, ON SDO 1, Mississauga, Ontario CA
Date posted: 9/10/2019 12:07:21 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1097788
DescriptionThe Sales Manager (SM) is a sales leadership/management role responsible for managing both the Account Manager (AM) role and the Strategic Account Leader (SAL) role within a defined geography. The Sales Manager works closely with their team to ensure they have the tools, resources and development necessary to successfully sell into their assigned accounts. The SM is responsible for developing and managing accountability to the ongoing sales strategy and targets, training & development initiatives and sales + margin management activities of their overall book of business. The SM identifies, recruits, interviews, manages, coaches, develops and manages performance of the team of outside sales professionals. The SM will work with Regional Sales Director’s and other Sales Managers in coordinating sales activities to manage sales and margin results and meet or exceed all customer facing KPI’s. 
PRIMARY DUTIES AND RESPONSIBILITIES 
  • Manages, Coaches and Mentors the team to ensure successful growth targets are being met 
  •  Provides guidance on goals and objectives through clear, effective, timely and constructive feedback to employees. 30/60/90 day action plans in place and monthly review of monthly results & metrics 
  • Manages and provides leadership including training, sales coaching, and ongoing performance evaluations In field coaching & side by side development sessions are conducted at a minimum monthly with each outside sales representative. Ongoing coaching and feedback sessions are structured to ensure ongoing sales skills development and success in working with our customers. 
  • Facilitate or coordinate training sessions on Sales Skills, Internal processes, systems or sales methodology 
  • Works closely with Sales Managers of Specialty lines to ensure there are penetration and development plans in place for customers. 
  • Work with Marketing to ensure collateral is available that is relevant for the Team and utilized in the field with customers. 
  • Strong salesforce.com (SFDC) user; comfortable creating reporting, managing data, training associates and ensuring sales representatives are compliant with tracking key customer interaction and funnel management. 
  • Provide a well thought out and detailed action plan to review and achieve key business priorities  
Business relationships and interactions 
  • Internal communications – Sales Directors, Sales Managers, Director of Marketing, VP of Sales, outside sales associates, customer care and all other support staff. 
  • External communication – customers and vendors

QualificationsKNOWLEDGE / SKILL REQUIREMENTS 
  • Able to interface internally to the company with professionalism, tact and diplomacy 
  • Ability to set targets and design growth plans 
  • Ability to coach, performance manage, lead, motivate, and manage for results 
  • Ability to interface at the most senior levels at a customer 
  • Strong analytical skills and the ability to multi-task 
  • Strong verbal, written, and presentation skills Strong interpersonal and customer relation skills 
  • Strong business, financial, operations, and technical acumen 
  • Demonstrates consultative selling skills 
  • Demonstrates strong team building attributes 
  • Computer literacy, including above average competency in Excel, Word, Outlook & PowerPoint  
PHYSICAL DEMANDS / WORKING CONDITIONS 
  • Primarily working in the field, alongside sales representatives and customers. 
  • Travel – Will be required as part of this role to be in the field, working with the team & customers. 
  • May be required to travel to other Staples office locations including National Office and conference locations for ongoing meetings & training. 
  • Overnight travel in the field required on an as needed basis. 
BUDGET ACCOUNTABILITY 
  • Manages a team of 8-12 people. 
RECOMMENDED QUALIFICATIONS 
Experience: 
  • 3 years direct management experience required 
  • Minimum 5 years of direct B2B selling experience  
  • Industry experience is an asset 
  • Strong knowledge and understanding of telesales and the sales planning process 
  • Experienced in coaching for results, good organizational skills and demonstrated positive leadership style 
  • Creative selling, project management skills and strategic planning ability required 
  • Superior time management and organizational skills 
  • Strong computer literacy (experience with Salesforce.com or CRM tools an asset) 
Education: 
  • Post secondary education in business related discipline – Diploma or Degree preferred



Staples is an equal opportunity employer and an accommodation will be provided during the hiring process if requested.
Staples
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