The Director oversees all aspects of the sales and relationship management program at the ACS and is pivotal in ensuring the Society has a highly proficient salesforce, with the requisite sales skills and behaviors to meet challenging revenue and mission organizational goals. The Director leads the development of role-specific learning plans, customized individual and team sales coaching, and sales & account management training, in collaboration with the Talent Development team as appropriate. Build strong partnerships across the Society, providing a forum for collaboration and dialogue, ensuring the disciplined adoption of sales and relationship management practices across the enterprise.
Areas of Responsibility:
- Lead the strategy, design and execution of a comprehensive and integrated sales & relationship management program at the American Cancer Society. Partner with stakeholders across the field and global headquarters to define and drive adoption of the critical components of a sales culture at the Society including: sales learning and development programs, account management processes and tools, and performance accountability mechanisms to ensure consistent and effective execution.
- Lead the strategy, design and execution of a comprehensive and integrated sales & relationship management program at the American Cancer Society including staff learning and development, and account management processes and tools.
- Serve as an expert and champion of the Society’s end to end sales and relationship management processes, priorities, strategies and goals, including consistent terminology, tracking and reporting; represent the needs of the organization in the ongoing review and refinement of related processes.
- Oversee the design and delivery of the sales & relationship management curriculum; partner with the Talent Strategy learning design team to ensure a focus on dynamic, results-driven content specific to Society priorities; engage subject matter experts to ensure relevant and role-specific content to magnify applicability and adoption.
- Partner with talent development to ensure learning solutions and programs utilize sound adult learning principles, instructional design techniques, and state of the art learning technologies to address skill development and drive behavior change goals; leverage cost effective methodologies as appropriate.
- Create and deliver sales & relationship management content specific to staff onboarding to ensure a best in class onboarding experience and a foundation for staff success; ensure onboarding content is up-to-date as related priorities and processes adjust.
- Write and edit training materials, manuals and other educational materials to support learning; identify and create tools, templates, job aids and other items that facilitate execution of our sales and relationship management efforts, engaging the learning design team as appropriate.
- Identify and work to remove barriers to successful completion of the overall program, with emphasis on resolving issues with enterprise-wide implications.
- Ensure the program includes continuing education customized to the needs and skill sets of staff with different levels of sales and relationship management experience.
- Provide customized one on one or team level coaching to support staff with specific needs, plans for specific sales opportunities, questions and issues.
- Lead integration of the critical components of building a sales culture into applicable existing staff meetings, communications, education sessions & development opportunities in partnership with corporate communications and talent development.
- Serve as the primary contact and stakeholder of the program, handling situations and inquiries originating from various entities, teams, individuals, etc.
- Develop, maintain and effectively execute project plans throughout the life of the assigned program according to established procedures, channels and success expectations.
- Evaluate and monitor the results of the learning and development program and take appropriate action; identify opportunities for continuous improvement including reflection of latest industry standards and best practices.
- Regularly convene subject matter experts to participate in the implementation, and ongoing review and enhancement of the program.
- Maintain a productive and collaborative relationship with global headquarters departments and regions. Engage with Region staff across all levels and roles to ensure an understanding and fulfillment of evolving sales learning and development needs.
- Model and foster behavior that contributes to a culture that values the staff/volunteer partnership and is consistent with the values, goals, and objectives of the Society, creating an atmosphere of trust, cooperation, accountability, empowerment and dedication to the mission.
Educational Background:
Bachelor’s degree in a related field and at least 8 years of experience directly related to sales and account management
Skills/Experience:
- Experience in sales training a plus
- Demonstrated sales results with high impact accounts including C-suite relationship management
Demonstrates Field Operations Competencies
- Builds effective teams - Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
- Collaborates - Builds partnerships and working collaboratively with others to meet shared objectives.
- Courage - Steps up to address difficult issues, saying what needs to be said.
- Drives engagement - Creates a climate where people are motivated to do their best to help the organization achieve its objectives.
- Ensures accountability - Holds self and others accountable to meet commitments.
- Manages ambiguity - Operates effectively, even when things are not certain, or the way forward is not clear.
- Manages complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
- Strategic mindset - Sees ahead to future possibilities and translates them into breakthrough strategies.
- Other Skills:
- Ability to successfully manage without authority.
- Experience in development and implementation of training
- Excellent written, oral communication, presentation, and computer skills;
- Ability to interact with staff and/or volunteers in a team environment;
- Ability to understand, articulate and work successfully within the complex structure of the Society to include workflow, operating procedures, etc.
- Ability to communicate strategic guidance with volunteers and staff in a collaborative, consultative, and positive manner
- Ability to build relationships across a diverse workforce and foster a cooperative work environment
- Ability to build consensus and work through others achieving desired results and objectives
- Strong organizational skills and ability to lead multiple, concurrent projects
- Ability to effectively interact with and for leadership in various areas of the organization in an objective and positive manner
- Demonstrated skills and experience in relationship building, mediation, negotiation, resolution and presentation
- Self-motivated and able to work with limited supervision
- Strong solutions-oriented analytical, systems and presentation skills
- Consistent ability to set and deliver against a work plan in a fast-paced environment, giving attention to detail even under high pressure situations
- Proven ability to be adaptable to various competing demands and demonstrate a strong customer focus.
SPECIAL MENTAL OR PHYSICAL DEMANDS:
- Work is normally performed in a typical interior/office work environment
- No or very limited physical effort required
- No or very limited exposure to physical risk
- Extensive travel required; ability to work flexible hours
Compensation/Benefits:
We are committed to providing staff with fulfilling opportunities to learn, grow and make an impact in their local communities. We offer staff a generous paid time off policy; medical, dental and retirement benefits, and professional development programs to enhance staff skills.
Job Function:
Organization Info
Listing Stats
Post Date:
Dec 20 2018
Active Until:
Jan 20 2019
Hiring Organization:
American Cancer Society
industry:
Nonprofit