POSITION SUMMARY
The Assistant Vice President, Sales (AVP) coaches, drives and co-leads regional sales new business growth, holding Account Executives (AEs) accountable for daily activities and behaviors that lead to sales goal achievement. In some instances, the AVP is a team leader with direct-report AEs (referred to as an AVP’s “pod”). The primary measure of success is new business acquisition, also known as “growth business” – cross-selling and new logo acquisition. Secondary success measures include: hitting revenue and growth proposal goals.
The tertiary success measure includes hitting contribution margin (CM) goals. The AVP focuses on the following areas, either with a region or pod emphasis, depending on the existence of direct-reports:
- accountability to prospecting activity – ensure AEs are prospecting and forming new relationships at appropriate levels for ITA Group;
- development and administration of robust prospecting plans, including marketing strategies, call plans, next step development and opportunity qualification
- funnel management accountability – updating Salesforce with prospecting and pre-sale activity
- Account Development Plans - penetrating account strategies and opportunity road mapping. Hold AEs and themselves accountable to execute on each client prospecting plan;
- increasing the number of AEs hitting their pod/revenue goal, in addition to face-to-face and proposal volume goals;
- coordination with marketing strategy teams and marketing automation technologies
- marketing campaign planning and/or execution
- Assist the entire region, regardless of POD affiliation, with pre-sale efforts that may lead to more efficient and effective sales timelines
POSITION REQUIREMENTS
- Bachelor’s degree with a concentration of studies in the area of marketing, communications, business, journalism or promotions.
- Certified Incentive Professional designation preferred.
- Experience in a consultative sales-related position in the incentive/performance marketing or events industry, ITA Group experience preferred.
- Previous management or leadership responsibilities with proven ability in problem solving, team building and decision-making.
- Demonstrated effective selling and marketing techniques and strategies.
- Ability to earn respect of AEs through:
- leading with integrity at all times,
- being knowledgeable about our industry, our competition, our solutions;
- being responsive and dependable;
- ability to handle adversity, coming through in the clutch;
- ability to access and present to C-Suite of large clients
- Driven with the aptitude and experience to guide and motivate teams to achieve sales goals. Possess a fierce competitive spirit bolstered by grit, curiosity and business intelligence.
- Fluent and capable on all marketing automation tools supporting prospecting efforts including Salesforce.com, LinkedIn Navigator, Highspot, Alyce, Drift and Marketo.
- Understanding and knowledge of IMPAX methodologies.
- Working knowledge of current trends in the marketing professional services industry.
- Excellent written and oral presentation skills.
- Demonstrate commitment to teamwork and superior customer service, while maintaining a positive attitude and work environment.
- Ability to manage multiple responsibilities.
- Ability for a minimum of 25% travel (2 trips per month minimum).
- Clear understanding of marketing applications and solutions and the ability to leverage them effectively in the marketplace.
- Ability to be creative while analytically viewing challenges to develop client-focused solutions.
- Excellent relationship building skills with a strong business acumen and aptitude to identify key business issues.
- Proven track record of developing and managing department budget in order to optimize departmental financial performance.
- Ability to listen, understand, and respond to external and internal customers’ needs in a timely manner; customer service experience in a service-related industry preferred.
- Ability to work the time necessary to complete projects or meet deadlines.
- Ability to maintain confidentiality regarding salary and personnel issues.
