Director of Sales - Retail Global Account - (Hybrid Bentonville, AR)
US-AR-Bentonville
Zebra Technologies
Req #: 110553
Type: Employee|Employee|Regular Full-time
|
|
|||||||
|
||||||||
Overview: The Director of Sales oversees the performance of Senior Account Managers and Account Manager Executives, focusing specifically on a large key global Retail account, by ensuring the achievement of sales targets and fostering a high-performance culture. As a leader, the Director is recognized as an exceptional coach, dedicated to fostering the success of their team. They possess a deep understanding of Zebra's product portfolio and competitive positioning, enabling them to not only drive results but also mentor their team in achieving similar success. Embodying the "One Zebra" philosophy, the Director prioritizes the organization's collective goals over individual achievements. Key responsibilities include setting operational objectives, developing sales strategies, and delegating assignments to subordinates. The role also involves shaping and implementing policies that impact immediate operations and potentially have broader regional or company-wide implications. The Director is accountable for managing budgets, schedules, work plans, and performance standards, exercising full oversight over costs, methods, and staffing. As a strategic thinker, the Director brings innovative go-to-market strategies and operational practices that deliver measurable results. They are regarded as an industry expert by colleagues, customers, and competitors alike, serving as a valuable resource to business unit general management. Additionally, they play a critical role in developing both annual and long-term business unit plans. This hybrid role must be based in the US, near/around Bentonville, AR with the ability to travel ~10%. Responsibilities: 1. Sales Strategy and Execution: * Develop and execute strategic sales plans to achieve company objectives and revenue targets. * Plan, implement, and manage Zebra's sales strategy while adapting to market trends and competitive landscapes. * Integrate persona-based prospecting to tailor sales approaches that resonate with different customer profiles by identifying, reaching, and influencing key decision-makers, influencers, and stakeholders within targeted retail prospects. 2. Team Leadership and Development: * Lead, mentor, and inspire a high-performing sales team, including Sales Managers and Senior Sales Managers, to achieve individual and collective sales goals. * Develops Guidance for Others; sets strong precedent for innovation and personal expertise in developing creative ideas, solutions, method and techniques; accountable for decisions that have a direct impact on Zebra overall * Assess team performance and potential leaders and foster development through established programs, mentoring, and individualized growth areas. * Expertise in change management, effectively leading and guiding the sales team through transformations affecting the business, both internally and externally, and possess the ability to manage transitions smoothly, ensuring minimal disruption while maximizing opportunities for growth and success 3. Client Relationship Management: * Lead team with a customer-first approach by identifying desired outcomes and value drivers, presenting tailored solutions, co-developing success plans, and ensuring ongoing alignment on KPI goals and progress to create shared value. * Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals. * Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs. 4. Performance Management: * Meet or exceed annual sales targets and ensure alignment with regional/territory goals. * Responsible for harnessing the power of Salesforce CRM to enhance sales processes and drive revenue growth, effectively utilize Salesforce's robust features to analyze sales data, identify trends, and develop actionable insights. Utilize data analytics to assess sales performance, identify trends, and implement strategies for improvement. * Collaborate with sales operations and finance teams to develop accurate sales forecasts and plans. * Monitor performance against accurate sales forecast, monitor performance and implement adjustments as needed. * Solves complex problems, including highly intricate ones that require unique solutions, such as integrating multiple technologies impacting various Zebra businesses, while alsoanticipating and resolving issues and initiating actions to prevent future problems. 5. Market Analysis and Adaptation: * Stay informed about industry trends, customer needs, and competitor activities, utilizing insights to adapt sales strategies and maintain a competitive edge. * Provide valuable input to product development based on market demands and customer feedback. 6. Cross-Functional Collaboration: * Work closely with impact teams, including but not limited to product development, sales engineering, specialist teams, customer success and support, marketing, finance, sales operations, and sales operations teams to ensure alignment of sales efforts with overall business objectives. * Provide valuable input to product development based on market demands and customer feedback. Qualifications: Minimum Requirements: * Bachelor's degree required * 10 + years of B2B sales with at least 5 + years of direct sales management experience leading the strategy and direction of executive-level reps to succeed within a large complex customer account * Must be familiar with Walmart (people, buying processes, etc) either having sold into Walmart or worked directly for Walmart * Demonstrated ability to influence, communicate with and grow C-level relationships with customers and internal leadership/business units * This role must be based in the US, near/around Bentonville, AR with the ability to both work a hybrid schedule (3 days in office) and travel ~ 10%. Preferred Requirements: * Retail, eCommerce or SaaS (Software as a Service) experience strongly preferred * Experience selling technology solutions into large complex account a strong differentiator * Experience developing sales roadmaps * The ability to strategically support sales reps with closing complex sales deals * Current /previous experience with directly managing teams * Ability to develop Zebra technical solutions to ensure ongoing relevancy in the technology market * Proven leadership/ability to manage a team * Must be comfortable with change and possess the ability to work in a fast-paced, high-pressure environment Zebra is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other basis prohibited by law. If you are an individual with a disability and need assistance in applying for a position, please contact us at workplace.accommodations@zebra.com Know Your Rights: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf Conozca sus Derechos: https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdf We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Zebra is a federal contractor and is committed to an alcohol and drug free workplace. As a result, all U.S. based employees are subject to the Drug and Alcohol Free Workplace Policy and Procedure.
Share this job:
