Bus Dev Mgr.Business Services

POSITION PROFILE

Reporting directly to the Area Vice President, the Business Development Manager is responsible for the effectiveness of the sales organization within an Area through the execution of the following activities: sales skill development, sales initiative implementation, vendor coordination, territory segmentation, competitive profiling and the implementation of sales incentives. The success of this role is managed and measured by the productivity and achievement of the Areas they are assigned. While the role reports to the Area Vice President, the BDM also supports IKON Sales Training & Marketing led by the VP of Marketing as well as regional initiatives as directed by the Region Senior Manager of Field Sales Operations. A formal reporting relationship exists within these two areas and is detailed below.

JOB DUTIES AND RESPONSIBILITIES

* Create, manage and lead the successful execution of an Area Sales Learning & Development plan.

* Provides direct supervision for the Area Sales Training Specialist.

* Responsible for the support and coordination of the on-boarding of newly hired sales representatives and sales managers including ensuring that new hires complete required training and development activities.

* Responsible for assessing skill gaps for each sales team and identifying development resources (tools, training) to close gaps.

* Facilitates train the trainer classes and virtual classroom web sessions for managers, SME's or Program Champions in assigned Areas for delivery of learning programs primarily to exempt or commissioned employees

* Occasionally supports learning plan execution by facilitating an advanced level training class outside of assigned Area

* Validates effectiveness of manager led development through session observation

* Field management coaching on management skills development opportunities

* Analyzes employee training satisfaction surveys for training delivered and reports results and issues to Area/Region management

* Reviews training target audience vs. participation against Area Learning Plan with Area/Region Management and works to define actions needed

* Solicits assigned managers for feedback on employee performance gaps and additional training needs

* Assist IKON Sales Force Development (ISFD) team by identifying field level Subject Matter Experts (SME), interviews SME's as necessary and report results to ISFD team· Provides feedback as requested of draft content and formats

* Gathers field best practices for integration into learning programs

* Participates in SMART process activities and provides coaching/feedback to sales managers

* Responsible for assisting the AVP/DOS/RSMFSO in ensuring that each sales manager and sales representative has an effective FY Business Plan and Individual Development Plan (IDP) tailored to his/her specific developmental needs and career path

* Provides training and development to the sales teams on sales customer/sales rep incentives JOB DUTIES AND RESPONSIBILITIES (CONT.)

* Supports to the VP, Marketing to implement and execute strategic HQ initiatives at the Area level.

* Supports to the Region SMFSO to implement and execute strategic Region-wide initiatives at the Area level.

* Communicates with VP, Marketing and Region SMFSO on the status of initiatives.

* Communicates with Area, Region leadership on the implementation and progress against sales initiatives.

* Supports the Area/Region by coordinating sales recognition such as the quarterly recognition meeting, tracking Circle of Excellence Status and stack rankings.

* Identifies and schedules needed vendor training in the Area and responsible for ensuring that all vendor training is of high quality and relevant to the Area sales teams.

* Builds and maintains relationships with vendor representatives in assigned Area

* Stays with current vendor customer/sales rep incentives and ensures proper utilization within the Area sales teams.

* Ensure that each vendor provides regularly (monthly) scheduled training in the Area for newly hired sales representatives and managers.

* Coordinates vendor support for customer-facing events (such as customer open houses).

* Works with AVP on taking responsibility for training and certifying the sales force on the use of the equipment within the Area showrooms.

* Responsible for tracking showroom usage by sales rep, customer, equipment, enablers, services, and resulting sales.

* Responsible for coordination and adherence to Policy No. B-22 / Showrooms (Demo Rooms).

* Responsible for assisting the AVP/DOS/RSMFSO in ensuring that the territory and account assignment is segmented by Tier and Rep type to assure proper MIF/Quota ratios are obtained and the IKON sales coverage model strategy is executed

* Identifies, collects and distributes information on national and local competitors.

* Ensures Area sales teams are current on national and local competition.

* Ensures execution at the sales team level for all customer and sales rep incentives.

* Analyzes Area customer base at area level to determine target markets for customer/sales rep incentives.

* Holds quarterly roundtables with area sales representatives and managers to collect input for new customer/sales rep incentives and programs.

* Provides feedback to Corporate Marketing and VP, Marketing for development of relevant programs and customer/sales rep incentives.

* Works with Sales Support Analyst to target prospects /customers where customer/sales rep incentives will have impact by Area.

* Works with Commissions/Sales Support Analyst/Director of Sales to track effectiveness of customer/sales rep incentives.

* Assists team with the implementation of customer/sales rep incentives to their accounts.

QUALIFICATIONS(Education, Experience and Certifications)

* 4-year college degree or equivalent experience in a related field.

* 5 years of successful sales experience, including 2 years of industry specific experience selling to strategic multi-site accounts on a regional level.

* Ideally, two to three years successful sales team management experience (not mandatory).