Sales Manager

Overview

Birkman International, the leader in workplace assessments, has an opening for a Sales Manager at its headquarters in Houston, Texas. This position identifies and develops strategic relationships with potential partners and potential customers; maintains supports and expands relationships with current customers; and is responsible for developing a strong pipeline of new customers and new sales within current customers through direct or indirect customer contact and prospecting. This position will also work with the marketing, consultant development/training and product development teams to assist with business development initiatives. This position relies on extensive experience and judgment to plan and accomplish goals and will be responsible for completing a variety of tasks as assigned. A wide degree of strategic initiative, creativity and latitude is expected. The Sales Manager reports to the Vice President, Business Development & Public Relations. Direct and indirect account management positions will report to the Sales Manager.

Birkman International received Houston’s coveted “Best & Brightest Companies to Work For” for 2014-2017 and offers competitive compensation, great benefits, and a culture that rewards achievement while encouraging teamwork, professional growth, and work-life balance. If you are a motivated professional who enjoys a fast-paced, dynamic environment with cross-functional teams, a job at Birkman could be your next great career move.

We are seeking an experienced and hands-on sales and management professional to perform the following:

Key Duties & Responsibilities:

  • Develop, train, and manage account managers (sales team) and ensure the team meets targets and objectives for both existing and new business.
  • Work with VP of BD to proactively lead an account planning process that develops mutual performance objectives, financial targets, and critical milestones for one to three-year periods.
  • Monitors and meets assigned targets for profitable sales volume and strategic objectives in assigned existing accounts and new customer acquisition.
  • Ensures all sales team metrics are on-track and progressing towards the targeted revenue and client success goal.
  • Validates all sales team records and manages all activities within company CRM – currently Salesforce.
  • Develops and works with account managers to identify and manage new channels of growth and targets prospects to grow the business.
  • Works closely with the Manager of Marketing in strategy and support of lead generation and information sharing.
  • Ensures client base is divided accurately and proactively managed by the account management team according to targets set by the Sales Manager.
  • Works with the VP of Business Development to maintain and monitor the current Top 50 client list, as well as, tier accounts as needed for effective account management.
  • Establishes productive, professional relationships with key personnel for corporate accounts.
  • Coordinates the involvement of company personnel to meet account performance objectives and customers’ expectations.
  • Proactively assesses, clarifies, and validates customer needs on an ongoing basis including working with other company departments on a client satisfaction program.
  • Participates in solution development efforts that best address customer needs.
  • In conjunction with the VP of BD, recruit, train, supervise and evaluate sales staff.

Accountabilities and Performance Measures

  • The Sales Manager will achieve the new business quota and targets for expected growth and profitability.
  • Responsible for achieving assigned team sales quota and department targets for expected growth and profitability.
  • Ensures sales team and account managers are achieving individual sales quota and goal targets.
  • Achieves customer objectives defined by the company executive team.
  • Completes prospect and customer account plans that meet company standards.
  • Maintains high customer satisfaction ratings that meet company standards.
  • Completes required training and development objectives within the assigned time frame.
  • Closely coordinates company executive involvement with customer and partner management as needed.

Qualifications:

  • Minimum five years of proven, successful strategic sales experience with a quota in a business-to-business sales environment.
  • Minimum five years in an account management role with a sales quota.
  • Minimum five years sales management of both direct and indirect sales personnel and account managers.
  • MS Office and CRM proficiency.
  • Four year college degree from an accredited institution.
  • All prospective employees must pass a background check.

Environmental Job Requirements and Working Conditions:

  • The Sales Manager is an in-office position (Houston-Galleria) and most interaction with customers will be by phone. This position may require limited travel (approximately 10%).

Compensation:

  • Annual salary: base salary commensurate with experience (no commission) 
  • Participation in Annual Incentive Plan
  • Participation in Annual Company Performance bonus plan

Evaluation Criteria:

Full consideration will be given to applicants whose resumes demonstrated the required education and professional experience.

To apply submit a resume and salary expectations to: bdcareers@birkman.com

***This is not a Vice President or Director level position***