Assistant Vice President - Sales

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.