- Develop and maintain a deep understanding of the company's products and services.
- Properly resource our sales and support teams to handle customer volume of our construction businesses through new talent acquisition and/or up leveling of current team.
- Set monthly sales and service targets for the team to drive business results as outlined in our Annual Operation Plan and regularly review performance with each team member.
- In partnership with Human Resources, implement revised compensation and commission structure to help drive business results across sales and service.
- Determine proper segmentation of team between sales, service, and Application Processing Service (APS) fulfillment across construction brands as well as proper flow for instructor support, operations, and product support requests.
- Work with operations manager to improve the on-boarding training and cross training resources for the team across products and platforms as well as addition of objection training and sales techniques.
- Manage team schedule to always ensure proper service levels throughout the year.
- Understanding the voice of the customer by listening to calls completed by the sales team.
- Report on weekly metrics as requested by the business leadership team on overall team performance as well as individual performance.
- Establish processes and protocols to support new B2B opportunities for the business through collaboration with marketing and product.
- Identify where and how the sales and service team can support the B2B growth of our industry training programs which will re-launch in the second half of the year.
- Work with our industry training manager to prepare and co-deliver presentations and proposals to potential clients that address their specific needs and demonstrate the value of the company's products or services.
- Negotiate contracts and close deals to achieve sales targets in collaboration with our industry training manager.
- Craft and execute revenue and growth strategies for our government business in Contracting and Property Service (CPS).
- Define clear objectives, goals, and priorities for the team, ensuring alignment with the overall organizational vision and strategy.
- Develop team members by fostering a positive and collaborative work environment; provide coaching, feedback, and mentorship to support their professional growth; ensure proper fit and skill set within government team.
- Ensure high quality of government products and services which incorporate ability to scale and expand into new markets.
- Regularly review new requests for proposals (RFP) opportunities and pipeline view with our Director of Government programs and conduct collaboration between the business and legal team.
- Work with the marketing team to identify B2B2C opportunities for prior customers.
- Innovate and refine offerings and pricing strategies to elevate contract position while improving business margin where possible.
- Conduct thorough review and analysis of revenue forecasts, cost of goods sold (COGS), and expense categories to maximize profitability.
- Spearhead annual planning efforts, ensuring alignment with overarching business goals and deep understanding of what new growth requires in terms of resources.
- Elevate external credibility through strategic initiatives and thought leadership activities.
- Cultivate a pipeline of talent within the organization, identifying individuals for growth opportunities and stretch assignments to bolster their skills and impact on the company's success.
- Complete other duties and special projects as assignment.
- Bachelor's Degree required (preferably in a technical discipline; MBA degree is desired)
- Minimum of 10 years of experience in sales and sales management, as well as P&L ownership. Experience in leading and scaling businesses ownership combined is required.
- Must have experience managing a minimum of 10M in revenue annually for 2-3 years.
- High level of professional maturity with the ability to effectively communicate to both executive level and junior level employees.
- Experience supporting live or virtual events (preferred)
- Thrives in navigating highly ambiguous and complex environments.
- Demonstrated ability to think strategically while executing tactically with precision.
- Proactive and results-driven, with a passion for innovation and customer value creation.
- Excellent communication, organizational, interpersonal, and presentation skills.
- Proven track record in driving sales revenue on a team.
- Demonstrated leadership and vision in managing teams on major projects or initiatives.
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Description
Position Overview:
The General Manager of Sales and Government will lead and be responsible for our sales and service teams for B2C and B2B offerings as well as the P&L owner of our government business segment.
They will develop the sales and service team capabilities to ensure the team meets their annual goals and are responsible for their performance.
In addition, they will be responsible for the performance, growth, and EBITDA targets of our government business. This individual will report to the Vice President of Contracting and Property Service.What You'll Do on the Sales, Service and B2B side
