We have been engaged to find sales talent for our client. Here is an overview of the roles:
The Sales Capture Lead Retail manages the opportunity sales pursuit and close opportunities using deep sales process and offering expertise. Develop and direct the sales efforts for new client target acquisition and/or direct the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients.
Key Responsibilities:
Sales: Developing, Validating, qualifying, and closing Application Outsourcing opportunities to Products Industry companies.
Relationship Development: Develop and leverage existing relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings. When identifying new leads outside assigned target clients, work with appropriate parties to determine best Sales Leadership decision, transition lead to other party as appropriate.
Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Work with client’s team to determine requirements and/or specifications, build client value proposition and shape the deal; using appropriate sales processes and tools, determine and recommend through the appropriate New Business Meetings/forums which opportunities to pursue and obtain Business Development (BD) funding and support. Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).
Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Working with leadership, form and lead the opportunity pursuit team through the sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of BD spend; Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, and price-to-win; Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win; Establish and maintain qualified sales pipeline of a minimum of 3X annual sales target.
Basic Qualifications:
- Minimum of a Bachelor’s degree
- Minimum of 10 years of experience within the Industry Sectors served by the Products Operating Unit (Consumer Goods & Services; Retail; Life Sciences; Automotive, Industrial Equipment, Infrastructure & Transportation Services; and Air, Freight & Logistics and Travel Services
- Minimum of 5 years of experience selling Retail focused deals operating at the C-level
Also the same skills in Minimum 7 years of selling/business development experience and proven track record against multiple million dollar sales target
- Minimum of 5 years of Selling Application Services into the AIIT Industries (Auto, Industrial, Infrastructure, Travel)
Also the same Minimum 7 years of selling/business development experience and proven track record against multiple million dollar sales target
Minimum of 5 years of Selling Application Services into the CG&S Industries (food and beverage, home and personal care, alcohol, tobacco, fashion and agribusiness
If these sound like they could be a fit, please reach out to me:
Larry Janis, Integrated Search Solutions, email: janis@issg.net