The Sales Strategy Director is responsible for driving growth across the company, including developing strategic plans, conducting market research, developing new solutions / product lines / markets, analyzing data to inform decision making and guide sales activities, project managing implementation of growth initiatives, and optimizing corporate marketing.

This role will focus on driving change and achieving aggressive growth targets. The Sales Strategy Director also plays a role in general support across all departments and teams, collaborating and leading analysis, problem-solving, and strategic thinking. Teamwork is expected, as clear communication and collaboration with Regional Sales Directors and Officers is required to set and achieve regional and company-wide goals. The Sales Strategy Director reports directly to the Co-President.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

A) Sales Strategy

Collaborate with other stakeholders to conduct analysis and research, define strategic options, and make recommendations on overarching growth strategy.
Conduct research and market analysis to identify new product lines and services to bring to market and define strategy for developing those opportunities.
Work with Regional Sales Directors to set monthly/quarterly/annual sales and activity targets, craft strategic accounts plans, and win large, national accounts.
Develop sales tools and programs to guide and improve the performance of the Business Development sales team.
Support sales efforts with key accounts, including analysis, problem-solving, and customer visits as needed.
Oversee pricing strategy including data-backed pricing guidelines for new and used equipment, rentals, and services / solutions.
Talk to customers and sales staff to determine opportunities to improve the customer experience.
Rental: Collaborate with the Rental Manager, Fleet Director, and Officers on defining rental strategy, including multi-horizon strategic plans (e.g., 3-year plan, quarterly plan).
Ecommerce: Collaborate with Fleet Director and IT, etc. on building a new user-friendly ecommerce channel for truck sales and rental, while ensuring channel drives net positive profit across equipment sales, parts, and service.
Implement strategy in collaboration with relevant stakeholders.

B) Sales Optimization / Operations

Support sales technology efforts (e.g., CRM) to optimize sales efforts.
Build a pipeline management program and work with CRM team and Regional Sales Directors to implement.
Training: Collaborate with HR, Regional Sales Directors, Product Support Managers, suppliers, and others to define and continuously improve our new hire onboarding and ongoing training programs.
Build, refine, and roll out sales tools (e.g., sales pitch deck) to improve sales performance.

C) Marketing

Collaborate with the Marketing Manager on marketing efforts to ensure appropriate marketing mix, prioritization, and content.
Execute marketing activities as needed.

D) Analysis & Reporting

Prepare regular sales performance reports (including market share, pipeline, etc.) with insights and recommendations.
Analyzing historical sales data and economic and industry forecasts to inform purchasing and optimize inventory.
Conduct analysis of CRM, ITA, accounting, service, and sales data to support sales and strategy efforts.

JOB REQUISITES:

The individual in this position should be proactive, motivated, strategic, personable, goal-oriented, reliable, collaborative, ethical, able to adapt to the forces around them—customers, suppliers, department employees, co-workers, and manufacturer’s employees. A successful candidate should embrace and exhibit our Guiding Values:

We focus on our customers’ success
We operate as a team
We do the right thing
We look to the future
We believe in the importance, and in the power, of diversity
We are stewards of the environment

Education/Training/Experience:

College Degree (required, MBA preferred)
5+ years of experience in sales strategy, marketing, or management consulting

Skills, Knowledge, and Abilities:

Advanced strategic thinking and problem-solving
Deep knowledge of sales process, sales operations, and growth strategy
Great communication skills (written and verbal)
Strong PowerPoint and Excel capabilities
Great organizational and planning skills
Outstanding research and analytical abilities
Project management skills
Strong leadership skills

Bailey

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Director of Sales Strategy