Description
The Sales Functional Leader is responsible for designing and implementing revenue growth strategies, profit improvement, and M&A revenue synergy realization consulting services for our clients.Essential duties will vary but include:
- Practice Development
- Build the firm's capacity to design and delivers sales and profitability solutions.
- Identify and develop sales and profitability related service opportunities./
- Educate internal leaders on the sales and profitability consulting value proposition and delivery framework.
- Demonstrate internal and external thought leadership to create and support marketing and business development opportunities.
- Client Delivery
- Assist clients to grow revenue, improve profitability, and in merger and acquisition situations, realize revenue synergies.
- Design or evaluate sales competencies to ensure clients can get the right people in the right roles doing the right things in the right locations.
- Assist clients to develop and sustain a sales culture.
- Recommend customer focused sales force strategies that deliver a superior customer experience.
- Implement operational sales processes that increase engagement efficiency and effectiveness.
- Apply proven project management methodologies such as activity plans, milestones, task dependencies, risk and issue tracking, and status reporting.
- Lead engagements that exceed client expectations with innovative and effective solutions.
- Successfully develop and maintain high-level client relationships during client delivery engagements.
- Business Development
- Identify and qualify leads to determine appropriate solution and lead proposal discussions.
- Initiate and lead business development meetings with prospective clients.
- Sell major consulting engagements to C-level executives, Sales, and Sales Operations executives.
- Assess potential sources of sales growth and commercial synergies related to client priorities, go-to-market strategy, and their capacity to execute improvement plans.
Qualifications
- Ten to fifteen years of sales leadership and consulting experience, preferably at a senior management level with demonstrated success in the following areas:
- Experience across a broad range of global, strategic, and key account sales teams.
- Demonstrated ability to help clients grow sales and profitability.
- Experience advising clients on high-impact sales and profitability opportunities including:
- Customer segmentation
- Product portfolio optimization
- Designing and implementing go-to-market strategies
- Analyzing pricing strategies, frameworks, and improvement opportunities
- Designing sales force organization structures
- Developing sales and channel strategies
- Designing sales compensation
- Identifying organic growth opportunities
- Assessing current and potential markets
- Merging sales forces during mergers and acquisitions
- Managing large-scale changes to sales strategy
- Improving the customer experience
- Significant management consulting and corporate experience in a customer-facing function such as Sales and Sales Management, Marketing, or Chief Revenue Officer.
- Demonstrated track record of successful project leadership experience.
- A strong desire to build a successful middle-market sales and profitability practice.
- Ability to function in an ambiguous, unstructured, fast moving and rapidly changing environment, make quick sense of it and add value beyond just a task oriented doer or project manager; strong oral and written communication skills; superior problem solving and analytical skills.
- The ideal candidate will be based in Chicago area location or east of the Mississippi.
- BS/BA in Business, Finance, Marketing, or Engineering and MBA preferred.