Area Sales Director

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The primary objective of the Area Sales Director is to provide direction to front-line sales managers driving consistent results and performance across their sales teams.

They oversee a group of sales Client Managers who carry quotas for selling into large clients and growing the business in those accounts.

They often provide executive presence primarily to their teams in order to drive the execution of the strategy across the segments they are responsible for.

The Sales Director has limited interaction with buyers but in instances where these interactions do occur, it will be at higher altitude levels in the account and will likely be of a strategic nature.

Working at NTT

Key Roles and Responsibilities :

• Works with the Sales Executive and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organisational strategy.
• Define the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.
• Drive a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards
• Provide input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.
• Drive the alignment to the sales and organisational strategies and ensure the execution of these strategies by implementing the relevant operational plans.
• Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.
• Engages with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.
• Takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods.
• Execute the sales strategy by making decisions that influence people, process and technology.
• Measure progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client's reality.
• Co-ordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and co-ordinated way.
• Act as a critical link between sales strategy and execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.
• Set sales targets and goals whilst making it easier for clients to buy, listening to client concerns, collecting reality-based evidence and enforcing standardised but flexible processes and methods across their teams.
• Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.

Knowledge, Skills and Attributes :

Sales business acumen - the skills supporting successful selling through organisational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd business requirements.

Developing the skills to understand your client's business (including commercial and financial aspects) in order to bring value to them from NTT's portfolio of services.

Sales client engagement and management - the skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth.

Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations.

Developing the skills required to know your client, building effective and lasting relationships with them and to be seen as a trusted advisor.

Sales solution skills - the knowledge of NTT Ltd.'s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor.

Success will require the ability to link NTT Ltd offerings, including high-value services to specific client and prospect needs and outcomes.

• Sales resources optimization - building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.
• Sales pursuit - the skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients.

Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.

• Sales strategy execution - The skills to ensure that the sales strategy is aligned to the business strategy.
• Sales business management - the skills to ensure that target setting and associated processes is aligned to meeting the target.
• Sales talent management and enablement - the skills to ensure that results are achieved through effective talent management.

Academic Qualifications and Certifications :

Relevant tertiary or post graduate degree

Required Experience :

• Significant relevant experience in similar role within a related environment
• Significant previous experience managing a sales team across a large geography
• Demonstrable experience dealing with clients and engaging to influence sales
• Significant demonstrable experience in the sales leadership role
• Significant strategic and operational planning experience

Skills Summary

Business Acumen, Financial Acumen, Go-to-Market Strategies, Identifying Sales Opportunities, Managing Sales Teams, Revenue Growth, Sales Growth Strategies, Sales Target Achievement

Workplace type : Remote Working

Remote Working

Equal Opportunity Employer

NTT is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment.

We do not discriminate based on age, race, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category