Director - US Strategic Account Manager Team
Position Snapshot
This role is responsible for managing Livingston’s stellar team of Strategic Account Managers in the US that are tasked with not only nurturing and retaining existing business, but also developing new business opportunities within the mid-market and large accounts in the US.
Why Livingston
Livingston is a leader in customs clearance, international freight services and trade consulting. We are the trusted partner that makes trade and shipping easier for businesses worldwide, keeping items moving quickly and effectively.
A Day in the Life
The Director of US Strategic Accounts Manager Team provides leadership and expertise to the Strategic Account Manager (SAM) team on business solution selling, as well a high touch approach to servicing Livingston clients. This role ensures optimal SAM performance within Livingston’s US region in terms of overall new business revenue generation and adherence to Livingston’s get-it-done service ethic.
• Define revenue goals for the US region, define individual performance requirements, communicate business growth plans and leverage incentive programs to motivate team to overachieve revenue target.
• Manage high-performance teams by establishing a spirit of cooperation and cohesion for achieving goals, displaying attributes that make people want to follow. Lead by example as a hands-on team player with a “roll up the sleeves can-do attitude”. Mentor, inspire, challenge and coach sales team to overachieve their assigned revenue target within identified geography.
• Instill an executable discipline for proactively identifying, creating opportunities and coordinating resources applicable to growing revenue within the geography.
• Ensure SAMs are equipped with the product knowledge, selling-skills and business development strategies required to be successful. Identify performance and training gaps and recommend solutions or training to maximize revenue goals.
• Develop and manage the team to meet and exceed new revenue target.
• Manage overall performance and activities of the SAM team which includes managing individual revenue targets; ensure that clients and key prospects information are populated into the CRM (Salesforce.com) and produce accurate individual Business Plans reports on a monthly basis.
• Maximize the US region’s strength in market position to drive new revenue from existing accounts.
• Review and analyze information provided by Marketing, Sales Ops, CRM (Salesforce.com), Client feedback and other sources to determine gaps, opportunities or threats and take the necessary steps to capitalize on opportunities.
• Personally devise and lead business opportunities and actively work to assist in business development activities. Establish and maintain effective relationships with clients. Attend and participate in sales meetings.
• Train the team on brand building techniques and how to prepare effective presentations, proposals and RFP responses.
• Understand the competition (strengths, weaknesses, opportunities, threats) and act on them. Create the business development plan and execute the strategy to expand business to develop new revenue within the geography in alignment with the company’s strategic plans.
• Meet regional sales financial objectives by forecasting requirements, analyzing variances and initiating corrective actions.
• Maintain professional internal and external relationships that meet company core values.
• Proactively establish and maintain effective team relationships with all support functions.
• Work closely with operational functions to ensure new clients’ needs are addressed.
• Work in close collaboration with the marketing solution specialist and other Director of Sales (other regions). Share best practices and develop solutions which benefit all stakeholders. Promote cross functional selling of Livingston solutions and promote and monitor synergy between the regions lead Program.
• Perform other related duties as assigned by management.
• Adhere to established policies and procedures.
What You Bring to the Table
• Excellent B2B sales and customer retention experience.
• Proven track record of building and developing a high performing team responsible for servicing and selling to existing business.
• Excellent needs assessment skills. Ability to anticipate, determine, capture and analyze customer-specific, trade-related business information requirements.
• A passion for customers and ability to create a culture that demonstrates Livingston is vigilant about our client’s business.
• Proven success building a pipeline within identified strategic accounts, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with key decision-makers. Proven track record of achieving/exceeding revenue targets.
• Good listening skills and a respect of others. Ability to skillfully settle differences by using a win-win approach in order to maintain relationships. Ability to applies influence and negotiation skills to drive business results.
• Dynamic, entrepreneurial, decisive; forward-thinking leader who is also practical and results oriented.
• Solid analytical, planning and decision-making skills.
• Enjoyment in working under pressure in a fast-paced, deadline driven environment.
• Intellectual capacity to understand all facets and drivers of the Livingston business and make decisions with complete recognition of short-and long-term implication.
• Comfortable communicating at all levels of the organization. Expresses oneself effectively (both orally and in written form). Encourage others to communicate effectively and efficiently at a level that is understood by all therefore developing a culture of participation and involvement.
• Strong recruitment, development and retention experience.
• Knowledge of Salesforce.com, CVI and Challenger Selling tools are beneficial but not a requirement.
• Effective and persuasive negotiator.
WORK EXPERIENCE – MINIMUM REQUIRED
EDUCATION
COMPETENCIES
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.
For Canada: Livingston is an equal opportunity employer and committed to creating and sustaining an inclusive environment in which all individuals are treated with dignity, respect and one which reflects the diversity of the community in which we operate. Accommodations are available for applicants and employees with disabilities throughout the recruitment process. If you require accommodations for interviews or other meetings, please advise when submitting your application.
