Assistant Vice President of Sales

Requisition ID
2017-1543
# of Openings
1
Category
Sales & Marketing
US-CA-San Francisco

Overview

The Assistant Vice President of Sales (AVP) is responsible to identify opportunities, seeks and engages new clients, develops new proposals, manages key accounts and represents the company in key sales meetings, strategic marketing activities, and high level external presentations. The AVP is responsible for setting both short and long term goals, creating sales strategies and evaluating the effectiveness of current sales programs within the region. In addition, the AVP is responsible to optimally manage a team of Account Executives, implementing and ensuring departmental goals are met, and strives to meet and exceed the company's revenue objectives.

Responsibilities

ESSENTIAL DUTIES AND RESPONSIBILITIES TO PERFORM THIS JOB SUCCESSFULLY INCLUDE, BUT ARE NOT LIMITED TO THE FOLLOWING:

  • Ability to articulate ExamWork Clinical Solution's value proposition to prospective and existing clients and successfully secure new business.
  • Assist with new client implementation and on boarding needs. 
  • Maintains and strengthens key customer relationships and develops and implement strategies for persuasively promoting services and products.
  • Work with National and Strategic Account Managers to strategically target claim offices by referral and penetration trends and savings opportunities. 
  • Responsible for the overall management of the decentralized sales and marketing operation. 
  • Directs and organizes the sales team to maintain and grow the current client base as well as prospect and secure new accounts.
  • Design, execute and evaluate short and long term sales goals and marketing strategies.
  • Actively evaluates the overall sales processes and strategies and ensures continued performance and success is achieved.
  • Perform market analysis on a regular basis and reviews results with senior management, making any recommendations for adjustments in all corporate sales strategies.
  • Evaluates specific territories and identifies target markets for optimal sales opportunities. 
  • Develops and maintains strong working relationships with management, sister companies and the regional corporate team. 
  • Ensures the organization is maintaining and improving customer satisfaction to the highest levels and is proactive in problem solving.
  • Determines what industry functions, conferences, tradeshows, seminars and meetings the company should attend and when necessary, organizes and conducts client entertainment.
  • Ensures clients are fully informed of all updates in regards to policy changes and services. 
  • Evaluates the results of overall sales efforts regularly and reports these results to the Regional Vice President of Sales and Marketing.
  • Oversees the sales compensation plan administration and works with Finance and Human Resources to establish rules, policies, and procedures associated with sales compensation. 
  • Reports the sales and marketing team's performance and achievements at required times and/or as required on a monthly, quarterly or annual basis. 
  • Organizes sales and marketing meetings as needed and attend all scheduled meetings as mandated by upper management.
  • Performs miscellaneous duties or projects as assigned by upper management.

 

SUPERVISORY RESPONSIBILITIES
Directly supervise and carry out supervisory responsibilities in accordance with ExamWorks Clinical Solutions policies and applicable laws. Responsibilities include, but are not limited to:

  • Carries out all managerial responsibilities in accordance with the company's standards, policies, and all applicable employment laws.
  • Provides support, training, tools, and techniques to assist staff in achieving department goals and standards.
  • Manages the new hire orientation, training and continued employee development.
  • Manages the department's time off programs and coordinates work schedules as needed.
  • Encourages positive morale, maintains harmony among staff and resolves grievances when needed.
  • Responsible for the departments hiring and employee separation needs.
  • Communicates change effectively and prepares and supports those affected by change accordingly.
  • Observes employee performance and documents performance issues as needed. 
  • Supervises insubordinate staff when warranted and initiate corrective or disciplinary actions as required.
  • Provides periodic performance feedback and addresses any performance concerns, recommendations for job placement and/or growth opportunities to senior management and the Human Resources Department.
  • Responsible to successfully complete annual performance evaluations.
  • Ensure all staffing needs are met and the best working environment is achieved.

Qualifications

EDUCATION AND/OR EXPERIENCE 

Bachelor degree in business, marketing or sales preferred; or five years related experience in outside sales; or equivalent combination of education and experience.

 

QUALIFICATIONS

  • Minimum five years of experience in sales management.
  • Must hold a valid state Driver's License
  • Must demonstrate exceptional communication and negotiation skills by conveying necessary information accurately, listening effectively and asking questions where clarification is needed.
  • Effective project management skills with the ability to develop strategies that differentiate products and services in a competitive market environment.
  • Demonstrates strong leadership skills and ability to develop 
  • Ability to follow instructions and respond to upper managements' directions accurately.
  • Demonstrates accuracy and thoroughness. Looks for ways to improve and promote quality and monitors own work to ensure quality is met.
  • Must be able to work independently, prioritize work activities and use time efficiently.
  • Uses intuition and experience to effectively market the company's services.
  • Ability to develop and deliver compelling presentations.
  • Demonstrates the ability to problem solve and develop alternative solutions when dealing with client issues or emotional topics.
  • Must be able to maintain confidentiality.
  • Must be able to demonstrate team behavior and willing to promote a positive team -oriented environment.
  • Must be able to stay focused and concentrate under normal or heavy distractions.
  • Must be able to work well under pressure and or stressful conditions.
  • Must possess the ability to manage change, delays, or unexpected events appropriately.
  • Demonstrates reliability and abides by the company attendance policy.
  • Must maintain a professional and clean appearance at all times consistent with company standards.
  • Strong knowledge of claims management relative to workers' compensation, no-fault, liability, and disability preferred.
  • Ability to read, analyze and interpret common and complex correspondence, financial records, medical journals, and legal contracts and documents. 
  • Ability to write clearly and informatively to all required audiences and edit own work for appropriate spelling and grammar.
  • Ability to respond appropriately and professionally to all inquiries or complaints from customers, regulatory agencies, upper management, and/or members of the business community. 
  • Ability to effectively present information one-on-one, in small to large groups, to top management, and/or clients or vendors of the company.

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