TestEquity is seeking an experienced leader for our Director of Account Development role. The ideal candidate will be responsible for leading and implementing initiatives to expand our customer base. Through team engagement, cross-selling activities, and improved processes, service routines and discipline, this individual will drive growth in this critical area for TestEquity.
Reporting to the Chief Sales Officer, the Director of Account Development is a critical member of the senior sales leadership team and will work closely with the company's field sales organization. This role will also have significant interaction with various departments throughout the company including Finance, Human Resources, Product, Marketing, and Operations.
Essential Duties, Functions and/or Responsibilities:- Lead a team of inside sales representatives to create, plan, and implement an account base expansion strategy.
- Work with designated leadership to define and develop TestEquity’s sales methodology, including overall strategy and delivery to include planning, organizing and tracking activities and results, Leverage technology (AI, CRM, etc.) to accelerate performance and delivery
- Define measurements, analytics and reporting tools/resources that deliver actionable information to the Sales team
- Conduct performance management, oversight and analysis to ensure established goals are met.
- Manage compensation program ensuring sellers have visibility to their performance and receive accurate payment per their results
- Implement talent development and training programs that ensure the Sales team has the necessary knowledge and demonstrated skill sets to deliver goals and objectives.
- Working with the Sales Leadership team, help prepare information and analysis to allow for strategic planning and the successful execution of various key priorities
- Engage critical suppliers for specific growth initiatives, performance inspection, and leads.
- Collaborate with the marketing, product, and sales leadership teams to craft and deliver sales campaigns aligned with strategic OEM relationships
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- 10+ years of experience in a similar role, preferably in a distribution environment
- 5+ years of Sales Management experience
- Demonstrated history of developing sales-related tools that improve performance and effectiveness, including a deep understanding of a productive sales process and CRM systems
- Demonstrated ability to define the competitive strategy by understanding the various markets, competitors, and what it takes to win business
- Significant experience of implementing new projects which contribute to measured improvements in sales performance or business efficiency
- Proven track record of ability to lead team(s) through change management, effectively working with key stakeholders to support change initiatives
- Financial acumen, with strong understanding of sales analytics/insights and compensation and incentives programs
- Demonstrated ability to engage and lead a sales team/professionals, with a track record of performance management, development and recognition.
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- Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.
- Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state and local standards.
This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas.
TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Skills Required
- 10+ years of experience in a similar role
- Experience in a distribution environment
- 5+ years of Sales Management experience
- Demonstrated history of developing sales-related tools and deep understanding of productive sales processes and CRM systems
- Ability to define competitive strategy by understanding markets and competitors
- Experience implementing projects that measurably improve sales performance or business efficiency
- Proven ability to lead teams through change management and work with stakeholders
- Financial acumen including sales analytics/insights and compensation/incentives knowledge
- Track record of performance management, development, and recognition of sales professionals
- Authorized to work in the US without sponsorship
What We Do
TestEquity is the industry’s largest authorized distributor of test and measurement solutions and production supplies. We stock the most solutions to help you design and build electronics. We understand highly-specialized technology demands highly-personalized service. Together, let’s put innovation to the test. 800-950-3457 www.testequity.com
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