Field Sales Director

This is a fully remote position, open to applicants in California.

📋 Description

• Lead the Regional Account Management (RAM) function at World Courier.

• Enhance the client experience for both established and emerging strategic/key customers in North America.

• Propel regional revenue growth, profitability, and ensure comprehensive service satisfaction.

• Identify RAM account candidates and oversee their selection, onboarding, and offboarding processes.

• Build and directly oversee a high-performing global RAM account management team.

• Manage business development efforts to address clients' unmet needs, increase service usage, introduce new services, and innovate tailored solutions.

• Supervise account planning and approve strategic account initiatives.

• Establish and manage cycles for account-plan reviews.

• Collaborate with Global Sales Management to execute business strategies.

• Identify and implement a significant customer value proposition in North America.

• Analyze customer, market, competitor, and growth dynamics to formulate strategies.

• Monitor sales data and reports, assess profitable growth, and eliminate obstacles to success.

• Ensure RAM contributions are factored into annual revenue forecasts.

• Collaborate with Marketing on strategic initiatives and customized account growth programs.

• Work alongside Sales Operations on RFP, RFQ, and RFI responses as well as proposal creation.

• Engage in negotiations related to MSA and associated contracts.

• Participate in meetings with clients.

• Provide monthly program updates and direction to Senior Management through MBR reports.

• Coordinate with affiliated companies on shared account strategies and activities.

• Travel and work outside of standard business hours as required for customer engagements, conferences, and international meetings.

• Perform additional duties as assigned.

⛳️ Requirements

• A four-year bachelor's degree in business administration, accountancy, sales, marketing, computer sciences, or a similar field, or an equivalent combination of education and experience.

• Over five (5) years of progressively responsible and directly related experience.

• Exceptional consultative selling skills.

• Capability to develop and lead a team of sales professionals, including coaching, training, and mentoring.

• Proven ability to forecast and set both business and professional objectives.

• Extensive knowledge of pharmaceutical distribution with a focus on specific segment sales.

• Ability to cultivate a consultative sales team that emphasizes business partnerships.

• Understanding of value and profit principles.

• Expertise in project management and budgeting.

• Proficiency in presentation software and tools, including Microstrategy, ABC portal, ePresentation, and eBrochures.

• Familiarity with computers and company systems and programs.

• Ability to interpret industry trends and competitive data to develop responsive strategies and tactics.

• Strong leadership capabilities.

• Excellent oral and written communication skills.

• Interpersonal skills necessary for developing and maintaining collaborative working and business relationships.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Backup dependent care support.

• Adoption assistance programs.

• Coverage for infertility treatments.

• Family building support services.

• Solutions for behavioral health.

• Paid parental leave.

• Paid caregiver leave.

• Access to training programs.

• Professional development resources.

• Mentorship programs.

• Employee resource groups.

• Volunteer opportunities.