Channel Sales Representative

Overview:
Miller Heiman Group's Sales Representative is responsible for managing mid-market sales (clients and prospects under 1B USD) through our Sales Consultant network. This includes helping to close leads generated by the business development team, manage opportunities brought to the Manager by the Sales Consultants they support, and by conducting regular reviews of the Sales Consultants' funnels. The Sales Representative manages contact with prospects prior to involving the Sales Consultants, helping to define the scope of the relationship, and sharing expertise in our product offerings and costs associated with the solution recommendation.
Responsibilities:
Build relationships with the dedicated group of Sales Consultants assigned (on average, partnering with 10-15 Sales Consultants).
Ensure the leads developed by Marketing are routed to the recommended Sales Consultant.
Collaborate on activities from qualification through to closing of an opportunity, whether originating as a lead from Marketing, or an opportunity brought forward by the Sales Consultant.
Demonstrate expertise in all Miller Heiman Group product offerings, marketing messages, and customer facing assets in order to effectively build and present solutions and create the business case to help win new business opportunities.
Develop and coach the Sales Consultants on specific opportunities during the sales process to increase sales and achieve target metrics.
Manage leads and opportunities directly if, for any reason, the Sales Consultant needs to be removed from the sales process.
In conjunction with the Sales Consultant, identify and understand customers' decision-making processes, goals, objectives, strategies, competitive situations, buyers and influences to build direct relationships.
Conduct bi-monthly funnel reviews with the Sales Consultant to ensure accounts on their list are actively being managed and progressed through the sales process.
Make recommendations during funnel reviews on tools and assets the Sales Consultant could leverage to help create opportunities on their assigned accounts.
Coordinate with Account Clearance team to help remove Accounts that are inactive.
Uncover and utilize sales and channel management best practices across all consultants assigned to you. Work closely with internal and external partners to share and leverage strategies across the network.
Gain knowledge of sales training and consulting business through annual reports, vertical markets, competitor offerings, and business journals in order to develop a detailed understanding of sales effectiveness issues in business.
Handle challenging/difficult calls received by others in the department and conduct strategic senior level executive calls.
Articulate and execute upon the regional growth plan through accurate forecasting, visibility to top 10 deals within the dedicated group, execution of the growth plan detail around new business and existing client growth, as well as the conversion, penetration, and retention plans consistent with Miller Heiman Group strategy
Manage and achieve Business Metrics, such as the reduction of sales cycle length, new Sales Consultant ramp up time and growth in average engagement size as well as increasing sales across the Be Ready offerings.
Identify existing clients with potential for additional Miller Heiman offerings to generate new leads for the business and coordinate with the channel community.
Qualifications:
Bachelor's degree in business, marketing or related field required.
Minimum 3 years corporate sales strategy and/or business development experience
Strong leadership and managerial skills that reflect a philosophy of "lead by example."
Ability to coach, mentor, lead and motivate others to meet high performance standards and expectations.
Demonstrated ability to build consensus, establish trust, communicate effectively and foster culture change.
Thorough knowledge of business development practices and procedures.
Strong understanding of business models in determining and delivering results with high impact to revenue and income goals; ability to identify and analyze market opportunities and develop appropriate business plans to address achieving goals.
Demonstrated ability to develop and implement process enhancements including technology and performance.
Superior written and verbal communication skills with the ability to foster and promote open exchange of ideas and knowledge.
TwentyEighty provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, TwentyEighty complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
TwentyEighty expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of TwentyEighty's employees to perform their job duties may result in discipline up to and including discharge.
If you are vision-impaired or have some other disability under the Americans with Disabilities Act or a similar law, and you wish to discuss potential accommodations related to applying for employment at TwentyEighty, please contact our Recruitment department at jobs@twentyeighty.com.
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