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For your reference, we have included the original job posting below.
vice president, global sales
Job Number:
25013071
Company Name:
Yankee Group Research, Inc.
Job Location:
Boston, MA US
Job Category:
Management & Business
vice president, global sales
vice president, global sales Organization: Sales Location: Boston About Yankee Group The people of Yankee Group are the global connectivity experts™—the leading source of insight and counsel for builders, operators and users of connectivity solutions.
For nearly 40 years, Yankee Group has conducted primary research that charts the pace of technology change and its effect on networks, consumers and enterprises.
Headquartered in North America, Yankee Group has a global presence including operations in Europe, the Middle East, Africa, Latin America and Asia-Pacific. Ideal candidates for employment at Yankee Group will possess the following personal attributes: * Demonstrated sense of urgency * Ability to multitask in a fast-paced environment * Strong team and collaborative orientation * High level of energy and passion * Strong sense of professional accountability and integrity Description Our sales force is the foundation for acquiring, growing and managing our client relationships and ensuring that our value exceeds client expectations.
Position Overview: The Vice President, Global Sales reports to the COO and is responsible for the direction and management of all sales and account management operations. The Vice President, Global Sales manages a sales team focused on retaining and growing current syndicated client accounts in addition to expanding Yankee Group's base of clients. This role develops and implements sales strategy for both client retention and new business acquisition, and adjusts and substantiates sales forecasts. This person also monitors and analyzes sales activity against goals, as well as mentors a highly motivated sales team to achieve the highest level of professional accomplishment and personal success.
Core job functions include: * Develop and oversee the execution of client retention and growth processes/activities * Manage new business and renewal sales staff, as well as European sales and distributors around the world * Effectively manage Yankee Group sales talent through support, mentoring, collaboration, empowerment and accountability * Report directly to the executive team on sales activities, including strategy, planning, attainment and health of client accounts * Analyze sales variances and formulate corrective actions * Oversee all aspects of day-to-day sales operations and client services * Refine and evolve sales methodology and sales infrastructure * Oversee the hiring and development of a global sales organization * Establish compensation and sales incentive programs and assist in the development of training programs * Work closely with the Chief Research Officer to coordinate account penetration and retention strategies and research topic development * Maintain and update sales forecast monthly and design and administer sales quota * Provide feedback on market conditions, new opportunities, product penetration strategies and success * Oversee key client relationships and participate in the development of strategic client project proposals * Establish and implement short- and long-range goals, objectives, policies and operating procedures * Recommend and administer policies and procedures to enhance operations * Work closely with the head of marketing and communications to use various support services to further develop client account retention and growth, including marketing campaigns, , training material and marketing collateral * Collaborate effectively with other functional groups within Yankee Group as required in the selling process * Ensure client sales team uses and documents all required information in Yankee Group's application * Meet with client accounts and support sales team travel activities * Other duties as assigned
Qualifications: * Bachelors Degree required * At least 10 years of sales experience in a business services sales environment; research experience preferred * At least 5 years of experience operating in a sales management capacity with a track record of directly managing sales teams * Experience with a global territory/team, plus a proven ability to lead and support global company-wide initiatives * Proven selling skills; ability to develop and conduct effective client presentations * Ability to aggressively scale the sales organization * Domain expertise in the information industry, IT or telecom research preferred * Experience developing and managing tactical sales plans (e.g., quota, MBO) against defined objectives * Strong written and oral communications skills across all levels of management * Professional training in sales methodologies (e.g., Miller Heiman) and negotiation required * Proven record of personnel development, succession planning and retention * Proficient in Word, Excel and PowerPoint * experience preferred
Personal Attributes: * Highly motivated and able to thrive in a quota-driven environment * Ability to adjust approaches with diverse employee and client populations * High ethical standards * Demonstrated sense of urgency * Ability to multi-task in a fast-paced environment * Solid relationship management skills * Strong team and collaborative orientation * High level of energy and passion * Strong sense of professional accountability and integrity
