Director - Global Sales - Oakwood Worldwide - New York

Job description
We are currently seeking a sales leader for our global sales efforts, responsible for implementing sales strategy and achieving revenue goals . The Director, Global Sales will manage all day-to-day activities related to their global sales decks with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. You will lead an experienced and established sales team and be responsible for bringing to life Oakwood Worldwide’s culture, supporting the team to devise an annual sales plan, establish new ways of working in order to achieve the targeted growth/annual sales targets.
You will also be a key participant in annual rate discussions internally and negotiate contracts with external partners accordingly. Provides structured customer intelligence in evaluating the market and economic trends that may lead to modifications and strategy development.

Responsibilities

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:
Developing and Executing Sales Strategies
Collaborates with fellow sales leaders to ensure a consistent understanding of corporate sales objectives, addresses revenue goals, client targets and effectively implements these strategies amongst your team(s).
Develops implements & sustains ongoing, aggressive prospecting programs that will define, deliver and exceed agreed targets for all sales channels.
Identifies and removes barriers to enable healthy business solution development.
Directs regular reporting activities associated with account tracking, spending data, profitability analysis, including performance, development and coaching to maximize delivery of commercial targets. Supports sales budgets and targets to support organizational and department business plans.
Provides structured customer intelligence in evaluating the market and economic trends that may lead to modifications of the sales and marketing plans.
Works with Marketing (and other Heads of Department) to devise the annual sales and marketing strategy for the region.
Acts as customer advocate by understanding customer’s requirements, expectations and needs.
Develops relationships with strategic partners in an effort to expand exposure of Oakwood Worldwide’s brand offerings.
Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.

Managing Sales Activities
Maintains on-going communication, coaching & elevates sales effectiveness/efficiencies by utilizing all available training tools by implementing initiatives as well as providing effective orientation for new sales associates to continuously drive awareness of business initiatives.
Sets goals and expectations for direct reports using the appropriate performance processes and holds team members accountable for successful performance.
Monitors all day-to day activities of direct reports and schedules regular calls/meetings with members of the sales team to best identify & acquire new business and/or close on business.
Establishes and cultivates open, collaborative relationships with associates and key stakeholders, both internal and external.
Collaborates with senior management to drive program improvement and market goals in written reports and recaps.
Develops and implements short-term and long-term sales objectives and goals for the market accounts program.
Facilitates the creation and ongoing management of global account-specific strategic plans. Ensures that all strategic account plans are reviewed and revised appropriately in a timely basis to meet account objectives that are aligned with the overall objectives of the market accounts program and the organization.
Ensures that all strategic account plans are integrated on a global-basis where needed.
Manages sales incentives to motivate performance and achieve company goals.
Assesses sales Associate’s productivity and performance through analysis of Siebel pipeline and sales Associate’s dashboards.
Executes and supports the operational aspects of booked business (e.g. generating proposals, negotiating contracts and customer communications).
Market mapping and identifying key customers. Conducts market research and look to uncover potential for future products through on-going visits to customers and potential customers, as well as end users.
Researches competitor’s sales team strategies to identify ways to grow occupancy and increase market share.
Maintains an influential presence among customers and internal constituents by providing education and updates across a wide range of relevant industry, business and/or geographical interests.
Be instrumental in providing valuable feedback to marketing on trade fairs, exhibitions and road shows that sales attends, in order to provide direction and guidance for future strategic decisions.
Ensures all customer questions and requests are handled promptly and accurately.

Supervisory Responsibilities

Directly supervises a team of Sales Associates. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws.
Selecting the Team
Shapes the team by selecting the right team of Sales Associates
Encourages, coaches, and counsels the Sales Associates, for their continuous growth and development and addresses performance/behavioral issues effectively and in a timely manner.
Anticipate account deck vacancies and recruit constantly.
Building the Team
Instill company values within new hires
Implement learning & development processes & coaching that helps direct reports gain & refine knowledge, skills & capabilities needed for sales success
Enlighten the team by helping salespeople make the most effective use of customer research, data and tools, and targeting information
Develop a cohesive relationship with Operations and its management counterpart
Leading the Team
Develop regional, national and global integrated strategies to support the overall Oakwood business plan and sales direction; influence team to share this common vision
Managing the Team
Define salespeople’s responsibilities by creating territory alignments that enable them to succeed
Control sales activity through performance management processes, goal settings, and communication that keeps the team aligned with company goals and strategies
Guide salesperson’s actions, measure results, and implement supportive or corrective consequences
Rewarding the Team
Reward team for their commitment, hard work, and results

EDUCATION and/or EXPERIENCE
Bachelor’s degree (BA) or equivalent; or four to ten years related experience and/or training; or equivalent combination of education and experience.
Experience should include extensive outside sales abilities (five or more years) and management experience (two or more years)
Advanced skills in PowerPoint, Excel and Word
Experience utilizing CRM (Siebel or similar) systems and reports
Two plus years of relocation industry experience and/or established contacts within the relocation industry (CRP/GMS certification helpful)
Proven track record as a sales executive handling complex account assignments
Prior exposure to C-level executives (internal and external), providing presentations & facilitating effective meetings
Proven experience establishing & maintaining key client relationships
Prior leadership and coaching experience
Out-going, positive, and assertive personality with ability to influence without direct authority
Excellent written & verbal communications skills

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