Market Leader
Phocas
Sales & Business Development
United States
Posted on Saturday, August 3, 2024
Position Purpose
The Market Leader is responsible for hiring, developing, and coaching, a team of Account Executives and Partner Alliance Managers, ensuring their overall success and quota attainment. The Market Leader role will drive the achievement of global company revenue goals and/or in their regional marketplace; based on the level of experience and knowledge, the position may require leading a dedicated global team.
Key Responsibilities
- Work closely with the Global Sales Officer and develop strategies and execute day-to-day sales activities.
- In assigned markets, execute business plans and strategies for developing new business and expansion within existing customers accounts.
- Develop and nurture strategic partnerships to further company goals.
- Provide context and visibility on volume statistics, sales pipeline, conversation of sales opportunities and playbook effectiveness.
- Facilitate a weekly roll-up of monthly forecasts of targets. Enable team members to accurately forecast their own pipeline and apply judgment to the forecasts as it rolled up to Leadership.
- Intimate knowledge of active deals in pipeline, working with team members to move deals through the sales process.
- Enablement of team members in line with our chosen sales methodology and enforcement of this methodology through coaching and sales review.
- Participate in and guide your team through qualification of opportunities with prospective customers.
- Collaborating with other teams at Phocas, including Marketing, Customer and Growth Operations.
- Collaborate with People and Culture to maintain a positive culture and support successful talent management and performance.
- Build up and support the direct reports on your team with coaching, training, skill-building, encouragement, and genuine recognition.
- Keep up to date and understand competitive products and pricing strategies to ensure Phocas retains and grow market share.
- Stay current with Phocas software, system information, new features/enhancements and product offerings.
- Attend trade shows and other industry events to showcase Phocas products/ solutions.
Key responsibility for this role may include being a Business Process Owner (BPO):
- Managing end-to-end processes including the methods, tools and policies.
- Implementation, maintenance and improvement of this process.
- Help define, document and enforce a process to meet/ ensure compliance with company standards and applicable legislation.
- Knowledge/ experience working with data and systems that require regulatory compliance.