Executive Job Description | Mitchell International is a leading provider of P&C Insurance Claims Application Management Services for clients in the property, casualty, collision repair, and automotive recycling industries. Coupled with our commitment to World Class Service, Mitchell’s connection to markets across the automotive claims process make our products and services the best choice for claims professionals. Check us out at www.mitchell.com under careers.
DUTIES & CHARTER
The VP/Senior Director of Sales will assume responsibility for providing sales leadership and management in setting the U.S. sales planning and tactics for the Auto Physical Damage (APD) division’s growth plans, directing day to day sales execution and performance. This individual will also be a member of the Auto Physical Damage division (APD) executive team driving the division’s overall strategy and direction. Specific departmental responsibilities include directing all sales activities, participating in marketing/advertising campaigns, competitive analysis, revenue forecasting and budgeting and managing execution for the sales organization. This executive will drive sales growth across all auto physical damage product line solutions. In this highly visible role, this executive will provide strong leadership and direction to Mitchell’s focus on extending its industry leadership in collision repair technology business services. The APD division has become the industry leader in collision auto market, and has expanded its footprint to include a broader array of collision repair technology business services.
POSITION REQUIREMENTS
At minimum of 7-10+ years selling software, IT/Technology, complex business services or application provider services.
At least 4+ years field sales management experience with the proven ability to develop and execute sales plans successfully across all U.S. practices including proven ability to hire, coach, train, and retain performance driven district sales management.
Demonstrated leadership experience to effectively hire, retain, coach, train, motivate and performance manage high performance sales staff and teams staying aligned with company objectives and measurements.
Successful track record closing software/technology or complex IT related business services sales to small and mid sized companies
The ability to understand and articulate corporate mission, market position, and value proposition to key buyer roles within target small-to-middle market networked collision markets.
Proven ability to established business relationships with key executives in small to mid sized companies.
Experience working with strategic sales methodology and multi-year roadmap.
Hunter experience with consultative sales skills.
A proven track record of achieving yearly sales quotas.
A history of continually exceeding quota objectives.
An established network of individuals that may be leveraged to create and close opportunities.
The ability to execute, follow through and complete assigned duties on time, within budget, and in accordance with committed schedules and agreed-upon requirements.
Ability to maintain a highly motivated and focused sales team to meet and exceed sales quotas.
Must display considerable independence, creativity, and originality of thought.
Must be capable of managing multiple complex issues, projects and assignments.
Proven ability to present technical information in a clear, persuasive, and consultative manner to either large or small groups of technical or non-technical people.
Must exhibit change management skills and continuous improvement behaviors.
Must have the ability to deliver projects and results.
Proven ability to effectively communicate the voice of the customer to sales, operation teams, product management, senior management and make recommendations to increase customer satisfaction for product solutions and service readiness.
Must be willing to comply with all corporate policies/procedures and maintain the highest professional and ethical standards.
Bachelors Degree required.
60% travel is required.
Exhibits energy, strong desire to achieve, exhibits dynamism, charisma, excitement, and positive “can-do” attitude.
IDEAL CANDIDATE COMPETENCIES
Candidates for the VP/Senior Director of Sales will be measured against the following competencies:
Sales Management Competencies:
Has Written Goals
Follows Sales Plan
Has Positive Outlook
Takes Responsibility
Strong Self Confidence
Supportive Beliefs
Controls Emotions
Doesn’t Need Approval
Recovers from Rejection
Comfortable Talking About Money
Supportive Buy Cycle
Consistent, Effective Prospecting
Reaches Decision Maker
Early Bonding and Rapport
Uncovering Actual Budgets
Discovering Why Prospects Buy
Qualifies Proposals & Quotes
Gets Commitment and Decisions
Strong Desire for Success
Commitment – Doing What It Takes for Success
(Hunt, Qualify, Close) Sales Competencies:
§ Prospects Consistently
§ Gets Past Obstacles
§ Gets to Decision Makers Attempts to Close
Related Sales Management Experience:
Application Service Providers
Computer Products Distribution & Support
Information Technology Services
Technology Leasing
Enterprise Software Product & Services
Data & Technology Services
Software Services
Business Services
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