Senior Director - Global Direct Sales - Liquidity Services - Washington

Job description
In response to its continued growth, LSI is looking for a talented Senior Director of Global Direct Sales within our Retail Supply Chain Group (Liquidation.com DIRECT) who can have an immediate and visible impact on a rapidly growing division of the company. Reporting to the Vice President of Marketing and Direct Sales, the successful candidate will manage a team of direct sales professionals responsible for developing and expanding inside and outside relationships with domestic and international wholesale buyers of large-lot surplus, overstock, refurbished, liquidated and end-of-life merchandise. Candidates must be energetic, smart, self-starters who thrive in a dynamic, fast-paced environment. This position is located in Washington, DC.

The Senior Director of Global Direct Sales will, at a minimum, have the following responsibilities:

Lead a team of direct sales professionals responsible for selling large volumes of customer returned, refurbished, excess and overstock merchandise from Fortune 500 clients
Develop and manage a robust, metrics-driven sales plan that ensures attainment of corporate goals and key performance indicators; manage direct sales pipeline;
Maintain and cultivate existing buyer relationships while continually prospecting and expanding new customer base in US and internationally;
Maximize recovery for all assets through deep understanding of market trends and rates;
Utilize Salesforce.com and other administrative tools to precisely document, track and refine sales efforts to achieve stated buyer development and sales goals;
Continually evaluate and optimize direct sales operating procedures to ensure maximum efficiency and productivity; develop and implement scalable training processes;
Interact with LSI’s Marketing, Technology and Operations departments to develop processes and services adapted to specific buyer client needs, and;
Hire, train, evaluate and terminate employees as needed.

Key Performance Indicators:

Attainment of forecasted weekly/monthly/quarterly/annual sales (GMV) goals;
Gross profit margin and overall contribution margin generated by direct purchase accounts;
Sales cycle and inventory turnover;
Buyer concentration/diversity;
New buyer acquisition volume;
Domestic and international marketplace penetration, and;
Successful implementation of new programs for new or existing buyer accounts.

Desired Skills and Experience
Must have a proven record in delivering sales results as a direct salesperson in the secondary marketplace
Minimum 8-10 years' experience successfully leading an inside and outside direct sales team as a sales manager
Must be comfortable managing multi-million dollar monthly sales targets
Proven experience selling bulk quantities of returned, excess and overstock merchandise (including apparel, consumer electronics and general merchandise) highly desirable
Mastery of Salesforce.com and MS Office suite
A deep contact list of B2B bulk merchandise buyers (electronics, general merchandise, etc.) in US and internationally
Strong understanding of supply chain management, including reverse logistics concepts and execution
Understanding of the dynamics of product liquidation, including pricing strategies for selling inventory, category placement, brand protection, and remarketing strategies and channels
MBA a plus
Strong negotiating and analytical/problem-solving skills
Executive presence -- must have gravitas and the ability to influence with credibility, facts, and judgment
Fearlessly takes on all issues, challenges, and people; comfortably confronts and works through conflict; delivers negative feedback and messages without hesitation
Ability to flawlessly manage multiple projects and tasks simultaneously
Strong verbal and written communication skills
Fluency in multiple languages (English and Spanish, in particular) highly desirable
Team player and leader with ability to work in cross-functional team environments and across business units
Long term desire to play key role with an innovative company reshaping its industry

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