Manager, New Business (R-18934)

D&B · Florham Park - New Jersey - United States

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The New Business Sales function is responsible for selling the Company’s products and services to new and/or existing clients and developing or expanding accounts primarily through face-to-face sales. Grow the revenue stream by identifying new logo opportunities, win-back opportunities and close cross-sell (and select up-sell) opportunities in existing customer base.

Essential Key Responsibilities

  • Lead a highly skilled team of Sales Executives that own driving year-over-year sales growth in alignment with the Business Unit’s goals and strategies
  • Leverage deep knowledge and experience within vertical space to identify areas of future growth and develop plan to execute
  • Set annual sales targets and manage an ongoing process for tracking sales; communicate targets and results upwards as part of process for building an accurate representation of business performance to senior leadership
  • Actively measure and evaluate the performance of Sales Executives, measuring against clearly identified benchmark guidelines; ensure that the performance of all key metrics in Salesforce.com is properly measured
  • Provide coaching and leadership to the team through participation in sales calls in varying stages of the sales process; develop career plans for each Sales Executive and identify areas of exposure and growth to help them achieve their career plan aspirations
  • Work with team to expand relationships with C-level and senior members of clients to develop more meaningful customer relationships offering greater value
  • Partner with Business Partners to attract, recruit, build and develop a team of top performing sales professionals; handle all HR related topics for direct reports
  • Additional duties as assigned

Education and Experience

  • Years of Relevant Experience: 5 to 7 years
  • Bachelor's Degree: Required
  • Master's Degree: Preferred

Essential Skills and/or Certifications

  • Combined selling and sales leadership experience of five (5)+ years in the SaaS, Technology or Data & Analytics industry
  • Demonstration of original thought in business plan development and history of successful execution against those plans
  • Proven success with driving new and existing multimillion-dollar engagements in a high complex, changing environment to ensure achievement of objectives and significant customer value
  • Demonstrated ability to manage a team in a manner that instills a strong belief in achieving goals, focuses on preparedness and creates a passion for winning and personal development / growth
  • Ability to rapidly assess client environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth
  • Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment
  • Show an ownership mindset in everything you do; be a problem solver, be curious and be inspired to take action, be proactive, seek ways to collaborate and connect with people and teams in support of driving success
  • Continuous growth mindset, keep learning through social experiences and relationships with stakeholder, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs
  • Willing to travel beyond city limits for the interest of business

    • Key Stakeholders

  • External Clients, Pre-sales, Account Executives, Client Success, Marketing, Data, Product, Delivery and Customer Service Team members

    • Physical Requirements

    Employees must be able to perform the essential functions of this position satisfactorily. If requested, reasonable accommodations may be made to enable employees with disabilities to perform the essential functions.

    • Ability to sit, speak and operate telephone and/or computer for long periods of time
    • Ability to handle pressure, stressful conditions, and conflict resolution
    • Ability to work day, evening and/or weekend hours as needed
    • Regular attendance in the office
    • Expected travel at least 25%
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