Major Account Sales Director - Baltimore, MD

A $5.3 billion company with over 28,000 employees, Pitney Bowes is a leading provider of customer communication technologies. Our software, equipment and services help businesses communicate with their customers more effectively in today's multi-channel environment. Through our unique combination of smarter analytical tools and expertise in physical, digital and hybrid communications, we're helping businesses meet the many challenges of connecting with individual customers in a targeted manner. We also provide strategic outsourcing services to help organizations streamline their mail and print operations and manage critical documents.

This position will sit in our Communications Solutions business unit. This business unit provides technologies that help businesses of all sizes better communicate. We offer a full range of meters, digital color printers, inserters and sorters that enable the creation of high-impact, color customer communications, including bills, statements, marketing offers and compliance documents. Our shipping solutions serve mail centers to production shipping. We provide digital solutions so organizations can create the right relations with the right customers.

The Major Accounts Sales Director (MAMD)is responsible for delivering assigned sales results by managing the sales activities of a team of senior sales representatives focused on the high-volume commercial market segment of Pitney Bowes customers and competitive users.

The incumbent is expected to be capable of executing the strategic "go-to market" sales and marketing strategies and drive sales execution plans to achieve assigned sales and business objectives.

While delivering assigned team business results, theMAMD is to make effective decisions to optimize the productivity of each sales representative and to optimize market penetration.

TheMAMD is responsible to ensure plans are in place to leverage existing talent, acquiring and develop new sales talent with capabilities required for optimizing the current region structure model, future staffing and succession requirements - i.e., maintaining a "certified" competent sales team based on position requirements. The MAMD is to ensure appropriate behaviors of Sales Representatives and sales support that have a positive impact on customers and the retention of high value Pitney Bowes customers.

TheMAMD is the team leader that builds and maintains relationships with the direct selling team, solutions support, conquest support, inside sales, customer loyalty group, cross-business unit sales channels, customer service, customer marketing and third party vendors to formulate strategies, minimize channel conflict to optimize account development, cross-sell opportunities, customer satisfaction and retention.

Objectives:

Sales Quota Attainment - Achieve assigned team sales quota attainment resulting in sales growth from mail finishing, product mix and services from the commercial segment from current PB customers, competitive customers and non-users.

Customer Retention - Improve the retention rates of customer retention and the successful conversion rate of the lease base portfolio assigned to the sales team.

Solutions Attainment - Achieve solutions attainment and growth from current Pitney Bowes solutions users, cross-selling new solutions application and taking solutions market share from competitive solutions users. Provide leadership to leverage relationships with other business units to optimize solutions growth across the enterprise.

Market Share Growth - Improve growth in market share within the assigned accounts for the commercial segment. Maintain retention rates and grow share. Specifically, and most important, grow market share in the commercial segment by retaining existing customers and making significant progress in taking market share away from competitors.

Training & Development - Ensure plans are developed and executed so that senior sales representatives are skilled in solutions selling principles, client relationship management and building follow-on sales. Specifically, that highly focused sales skills are established to fully penetrate the commercial segment and that sales planning and sales activity skills are developed to grow market share. Deliver business acumen, selling skills, account development and management training.

Responsibilities:

Pipeline Management & Forecasting - Ensure timely/accurate recording, tracking and reporting of sales activities and customer information through on going usage of sales automation tools by all sales representatives and sales support. Provide an accurate forecast of team sales results. Review and analyze the sales pipeline to provide an accurate forecasting of monthly results that roll-up to the sales team and region.

Succession Planning - Develop a staffing model that leverages existing talent and identifies the requirements for new talent to staff the sales team structure model. Formulate and execute a sales succession plan linked to the region and organization staffing requirements - current and future.

Staffing & Hiring - Work with shared services to assist in sourcing and hiring required new talent on the team based on the region and team staffing model with incumbents that possess the baseline capabilities that can consistently achieve sales, revenue, product mix and retention targets.

Direction and Execution - Based on strategic direction set by the company and the region, set clear individual expectations and measurements for each sales representative; make key decisions to ensure achievement of sales goals, staffing, organizational development, sales activity, pipeline reporting and customer information objectives. Personally utilize automated sales resource tools - i.e., Oz, Analytics - to analyze sales team execution plans, pipeline development required to achieve sales goals.

Coach and Develop - Verify all sales representatives have a personal development plan to ensure continuous improvement of performance. Ensure performance problems are addressed promptly through constructive, actionable feedback and documented performance management and corrective action plans. Create measurable performance improvement action/development plans for each sales representative utilizing performance improvement tools. Identify and remove team-selling impediments. Design and maintain incentives that will motivate the sales team to achieve optimum results.

Account Development Planning - Participate in developing and executing account development plans with all sales representatives to fully penetrate the commercial market segment. Coordinate activities among the sales team, support resources and support channels.

Communication - Work closely with region sales management, customer service, inside sales and customer loyalty group channel to communicate customer expectations, sales progress and solution requirements. Assist the Region Vice President (RVP) to champion the requirements to minimize channel conflict.
Qualification

Experience & Skills:

Experience - Strong successful personal sales history involved in account development and solutions sales. Minimum of five 5years of proven sales success inside or outside Pitney Bowes involved in personal sales activities with high-level solutions selling. Proven ability to personally execute the solutions sales process, developing new and building account relationships to achieve and exceed sales goals and business results.

Education - Four (4) year college degree with a high-level of business acumen is required. Graduate or a Master of Business Administration (MBA) degree preferred. Strong knowledge of the mailing and print industry.

Specialized Skills - Strong proven skills with account development and relationship building; Interfacing with multiple sales channels and business partnering with accounts. Has strong business acumen with problem-solving and solutions selling skills.
Ability to manage senior sales representative with a variety of multiple account relationships and Specialized/Primary team with sales support resources
Proven personal solutions sales experience and completely proficient in personally executing and supporting sales team members with account development and executing the solutions selling process
Ability to lead, manage and personally execute the national sales execution process
Manages a variety, and multiple account relationships and Specialized/Primary team with sales support resources
Project management, multi-resource and multi-channel team selling.
Excellent communication skills and ability to represent PB at highest levels with the sales team and customers at all levels.
Performance management, all levels, and high-level resource planning.

Sales Resources and Support - Managing highly skilled senior sales representatives and coordination of support resources involved in team selling to meet PB objectives, including combinations of systems and core product PB customers, competitive users and non-users in the commercial market segment. Ability to coordinated technical support in the sales process as required.

Technology - Hands on use of PC and various software programs. Proven use of Customer Relationship Management (CRM) tools - i.e., Oz, Analytics, etc., - to effectively assess sales activities, campaign management, account development, pipeline adds and forecasting tools. Frequent telephone usage. Has the ability to effectively communicate with employees and customers using a variety of technology and communication tools - i.e., email, web-meetings, etc.

Work Environment/Physical Demands - Frequent travel, approximately 70% of time, to participate in the account development the solutions selling process with senior sales representatives interfacing directly with customer/prospects as required - Ability to effectively work in an agile work environment using a variety of communication tools: working in a non-typical office environment remotely

Valid Driver's License and clean MVR