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Senior Director, Strategic Business Development & DFIO Sales

Atlanta, GA, USA | Manhattan Associates

  • Industry:
    Computer Software / Computer Games
  • Position Type:
  • Functions:
    General Management
  • Experience:
    10-12 years
    12-15 years
Job Description:
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Reporting directly to the Senior Vice President of Americas Sales, the new Senior Director, Strategic Business Development & Sales at Manhattan Associates oversees the development of strategic Demand Forecasting and Inventory Optimization business plans and partners with marketing on programs to support sales in designated market segments; identifies volume and strategic customers; and develops partnerships. This sales leadership role analyzes market data to identify trends/opportunities, develops strategic direction from market information, and creates compelling market analysis and sales messaging presentations.Plus, the individual in this position will be responsible for supporting the direct sales team on pursuits within the organization's sales force, such as products, channels, market segments, or geographic areas. They will provide strategic and operational direction for the sales function to maximize sales revenue and meet organizational objectives. Develop sales goals including sales volume. Ensure sales goals and forecasts are consistent with the organization's long-range strategic objectives. Develop pricing strategies and sales campaigns with marketing executives.

Additional areas of focus:

·      Focus on target accounts that have a major strategic impact on the long-term success of the organization

·      Maintains contact with accounts at a high, executive level, focusing on the strategic nature of the relationship

·      Represents the organization to the customer as the sales leader on specific pursuits working with the Account Executive

·      Responsible for expanding and retaining named accounts while ensuring ongoing customer service offered over a longer sales cycle

·      Provides leadership to the sales team focused on the long sales cycle account(s)

·      Works with the lead generation and sales development function

·      Oversee the tracking and reporting of key sales and operational metrics and updates to customer management system

Minimum Qualifications:

  • Bachelor's degree in Business, Marketing or Supply Chain/Logistics, Engineering or related degree

  • 10 - 15 years experience strategically building the go-to-market strategy for a product segment and defining the sales plan of enterprise applications / technology; preferably supply chain focused on Demand Forecasting, Inventory Optimization, Replenishment Planning, and Sales & Operations Planning.

  • Demonstrated ability to build new relationships and nurture existing relationships with internal and external clients

  • Strong knowledge of business models, objectives, financial metrics, etc. used in decision-making; ability to build sound business cases to support innovative initiatives

  • Strong problem-solving skills; ability to proactively identify and implement effective solutions

  • Demonstrated ability to influence decisions at all levels; excellent negotiation skills

  • Demonstrated ability to make effective decisions in challenging situations and/or under pressure

  • Entrepreneurial minded with an internal drive to continuously hit goals and succeed

  • Demonstrated ability to manage heavy workloads, prioritize work appropriately, and meet assigned deadlines; excellent organizational and analytical skills

  • Outstanding communication and presentation skills with the ability to interface with all levels of professionals

  • 75% travel to client locations as needed

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