SUMMARY:

Responsible for managing the development and implementation of sales programs, policies, and procedures from a functional or technical perspective, including customer segmentation and relationships, service offerings, competitive reviews, and related areas for the group; provides advanced professional assistance to management staff in sales related matters; has overall responsibility of revenue for assigned region.

ESSENTIAL FUNCTIONS:

Plans, organizes, administers, reviews, and evaluates the activities of assigned staff. Generates new business, increases wallet share, implements price increases, and manages the application of surcharges to grow revenue for assigned region. Manages implementation and oversight of sales programs to achieve desired sales and operational results and standing, aligns leadership and resources required, and ensures effective administration. Provides input and advice regarding developing and aligning strategies and programs to manage the sales programs, policies, and procedures for the function, group, or areas. Manages and participates in operational, service, and sales reviews; assists with ensuring sales compliance with federal, state, local, and institutional standards, regulations, and policies regarding fair practices to management staff in the handling of area-related issues. Provides observations and recommendations to leadership for the improvement of the organization's policies, procedures, and practices on sales matters. Manages expectations of leaders, managers, staff, and operations, facilitates communication on customer needs and business requirements, and establishes performance metrics. Resolves escalated, technical, or sensitive sales problems or conflicts; works with internal groups or external agencies as needed and oversees the successful resolution. Manages the group or area budget including allocating resources and approving expenditures under control. Oversees or participates in special projects by identifying the company, department, customer, or service issues and priorities; communicates and coordinates, and evaluates results. Maintains currency of sales regulations, industry trends, current practices, new developments, applicable laws, and related legislation. Contributes to the efficiency and effectiveness of the department's service to its customers by offering suggestions and directing or participating as an active member of a work team. Promotes and supports the overall mission of Pace Analytical by demonstrating courteous and cooperative behavior when interacting with customers and staff; acts in a manner that promotes a harmonious and effective workplace environment.

 

QUALIFICATIONS:

Education and Experience:

Bachelor's degree in business administration, chemistry, operations, or a closely related field; AND five (5) years of progressive experience in sales, including two (2) years of managerial experience; OR an equivalent combination of education, training, and experience.

Required Certificates, Licenses, and Registrations:

Continued employment is contingent upon all required licenses and certificates being maintained in active status without suspension or revocation.

Valid Driver's License.

 

Required Knowledge and Skills

Required Knowledge:

Comprehensive principles, practices, and techniques of sales approach. Understanding of the development and implementation of sales programs, policies, and procedures. Principles and practices of developing teams, motivating employees and managing in a team environment. Basic principles and practices of budget development and administration. Applicable sales laws, codes, and regulations. Computer applications and systems related to the work. Understanding of dealing with a variety of individuals from various socio-economic, ethnic, and cultural backgrounds, occasionally where relations may be confrontational or strained. Principles and techniques of providing effective oral presentations. Principles and practices of program planning, development, and evaluation. Principles and techniques of making effective oral presentations. Correct business English, including spelling, grammar, and punctuation.

 

Required Skills:

Performing comprehensive professional-level sales duties in a variety of markets. Overseeing and administering comprehensive and varied sales functions. Supervising and evaluating employees and providing related recommendations. Training others in policies and procedures related to the work. Applying more standard business and project management methodologies with a focus on implementing plans to achieve goals. Developing effective work teams and motivating individuals to meet goals and objectives and provide customer services in the most cost-effective and efficient manner. Interpreting, applying, and explaining applicable laws, codes, and regulations. Providing consulting services to supervisors and staff. Preparing functionals reports, correspondence, and other written materials. Using initiative and independent judgment within established organizational and department guidelines. Using tact, discretion, and prudence in working with those contacted in the course of the work. Performing effective oral presentations to large and small groups across functional peers and the department. Contributing effectively to the accomplishment of team or work unit goals, objectives, and activities. Establishing and maintaining effective working relationships with a variety of individuals contacted in the course of the work.