Why We Work at Dun amp; BradstreetDun amp; Bradstreet unlocks the power of data through analytics, creating a better tomorrow. Each day, we are finding new ways to strengthen our award-winning culture and accelerate creativity, innovation and growth. Our 6,000+ global team members are passionate about what we do. We are dedicated to helping clients turn uncertainty into confidence, risk into opportunity and potential into prosperity. Bold and diverse thinkers are always welcome. Come join us!
This position is responsible for leading a team of 8 12 Relationship Managers and generating revenue from renewals as well as growth of existing clients. Area Vice Presidents must show an ability to navigate across several different job functions including but not limited to marketing, sales, sales operations, accounting, and finance. Additionally, the AVP will be responsible for coaching and performance managing their respective teams, developing and achieving forecast, and interacting with senior leadership. Training the team on the full suite of Damp;B products and internal processes/systems such as Apttus, SFDC, Workday, SAP is a core job function. The role will manage a team of small and medium sized businesses with annual revenue sales up to $500M.
A minimum of two years quota achievement and shown proficiency in internal process and products are required for career advancement.
Essential Key Responsibilities:- Sales - Manage a team of 8 12 Inside Sales Executives that proactively call and email clients (80/20 split) to cross-sell, up-sell, retain and create New Business using Damp;B Service offerings. Portfolios range from 530 - 620 accounts and $1.5M - $2M per RM.
- Account Planning Lead the sales executives through monthly detailed account planning and business review sessions. Evaluate the aggressiveness of the account plans and pressure-test their feasibility. Account Planning for each account will include: accounts’ Damp;B spend forecast, key insights from the clients’ solution reviews, assessment of accounts’ needs, identify and propose opportunities for growing account spend including introduction of new business and upsell of products/solutions/services.
- Performance Measurement Actively measure and evaluate the performance of the team. Verify that necessary steps are taken to improve and manage talent performance and make necessary steps to replace low performance with ability to identify high performance talent. Create and drive cultural plans that create a highly motivated, engaged, performance driven team.
- Target Setting and Tracking Set annual, quarterly, and monthly sales and customer satisfaction targets for the Inside Sales team. Manage and report an ongoing process for tracking sales pipeline and customer satisfaction metrics via consistent and proficient use of SFDC.
Education/Experience and Competencies:- University Degree Preferred.
- 3-5 years’ prior sales management experience required preferably in an enterprise sales environment and solid understanding of customer retention and up-sell/cross-sell.
- Proven track record in demonstrating strong sales performance and customer satisfaction results to meet commitments. Minimum of 2 years of 100% achievement to quota.
- Advanced PC skills required with working knowledge of CRM technologies preferably SalesForce.com, and Microsoft suite of products. Workday and Outreach a plus.
- Excellent communication skills with the ability to effectively communicate and motivate immediate team, leader, peers and senior management.
- Ability to lead a team and peers in thought leadership on Damp;B specific topics as well as overall Sales strategy.
FOR US APPLICANTS - Equal Employment Opportunity (EEO): Dun amp; Bradstreet is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, age, national origin, citizenship status, disability status, sexual orientation, gender identity or expression, pregnancy, genetic information, protected military and veteran status, ancestry, marital status, medical condition (cancer and genetic characteristics) or any other characteristic protected by law. View the EEO is the Law posterhereand its supplementhere.View the pay transparency policyhere.
We are committed to Equal Employment Opportunity and providing reasonable accommodations to qualified candidates and employees. If you are interested in applying for employment with Dun amp; Bradstreet and need special assistance or an accommodation to use our website or to apply for a