Regional Sales Consultant - Southeast Position Profile
ABOUT THE MYERS-BRIGGS COMPANY
The Myers-Briggs Company (Myers-Briggs) is a global leader in organizational development. It is best known for the Myers-Briggs Type Indicator® (MBTI) personality assessment, but the company is so much more. After successfully rebranding in October 2018 and gaining global B-Corp Certification status, Myers-Briggs continues to undergo a transformation from its publishing roots – reclaiming a market-leading, progressive reputation with innovative solutions, creative positioning, and strategic sales methods.
Committed to the professional development of all employees, Myers-Briggs offers solutions to help improve organizational performance and address whatever challenges businesses and professionals face – from team building, leadership, coaching, and conflict management to career development, selection, and retention.
Myers-Briggs is headquartered in Northern California, with offices in the UK, France, Netherlands, Australia, and Singapore to complement its international network of partners. This is a pivotal time to join this amazing organization and contribute to its long-term success, shaping the future in a collaborative, supportive culture.
PEOPLE-FOCUSED PEOPLE
Helping others be the best version of themselves
Myers-Briggs commitment includes providing socially sound, high-quality products and services in an environmentally responsible manner. They're here to inspire everyone to lead more successful and fulfilling lives. How do they do that? They believe that understanding and appreciating differences, help teams work together better.
POSITION OVERVIEW
Reporting to the Senior Vice President of Global Sales, the Regional Sales Consultant - Southeast will be an integral member of the US Enterprise Sales team. This person will be responsible for initiating, developing, and establishing new business within the region. By leveraging best-in-class sales methodologies, this person will increase and grow revenue streams while sustaining existing business in states within the assigned territory of the Southeast region.
The Regional Sales Consultant should be an advocate for using strategic processes and analytics to drive successful outcomes. This person will have the unique opportunity to play a direct role in mentoring and coaching team members. The right person for this position will have the opportunity to impact the operational direction of the organization by combining industry expertise with emotional intelligence, accountability, urgency, and a positive attitude.
This remote position is ideal for someone with a proven record as a player-coach or someone that has consistently achieved success as an individual contributor and is ready to take their career to the next level.
DUTIES AND RESPONSIBILITIES
- Maintain a current and accurate customer contact database (Salesforce) and manage customer account engagement with Myers-Briggs products and services. Daily use of Salesforce.com tasks, leads module, and Opportunity pipeline is required.
- Attainment of Identified Accounts Revenue Goal, working in tandem with Customer Success Representatives (Inside Sales) within the territory to complete daily tasks and strategies.
- Conduct regular meetings (in-person and remote) with the region's Top 150 customers, F1000 customers, and prospective customers to grow the strategic market(s).
- Drive regional business development strategies to develop and expand portfolio of customers within the assigned territory.
- Lead regional progress meetings to identify trends across the regional sales team, identifying barriers (and steps/timelines to remove barriers) as well as key learnings. Report regularly on progress and status to the Senior Vice President of Global Sales. Lead Regional Account Revenue Strategy Meetings on a weekly basis.
- When appropriate, engage and enlist clients to participate in product review panels, focus groups, testimonials, case studies, and other customer-based input methods.
- Gather, document, and leverage actionable insights from the market to drive performance. Respond to the Senior Vice President of Global Sales with accurate and well-researched data when requested to provide customer/market-based information.
- Manage Regional Customer Success Representatives by working closely to consistently hit or exceed individual quarterly sales quotas and KPIs while executing the key strategies for their region. Coach and develop their capabilities to identify, cultivate and close new opportunities.
- Partner with and support the Senior Vice President of Global Sales to finalize, rollout, and monitor the achievement of KPIs within the team.
- Provide ongoing performance coaching to ensure team success, including developing and delivering performance evaluations and goals for each Customer Success Representative.
- Proactively identify and partner with Human Resources to effectively address and manage performance and/or employee relations issues to resolution.
CRITICAL COMPETENCIES FOR SUCCESS
Critical Thinking
The Regional Sales Consultant must be intellectually sharp and use critical thinking to make or influence decisions while demonstrating outstanding business judgement. This person will be comfortable creating the new and the different.
Results-Oriented
The successful candidate must be performance-driven and able to provide measurable results. This individual will be resourceful, action-oriented, as well as a flexible and decisive manager who establishes clarity in the midst of distractions to produce results in a timely fashion. This person will provide clear direction and establish achievable goals. This individual should possess very strong communication, listening, and persuasion skills
Perspective
This person will provide a worldly perspective of macro and industry influences to assist in guiding sales in new directions. He/she will provide perspective coming in from outside the organization to aid in the collective understanding and acceptance of trends, insights, changing business perspective, and sales strategies. This keen perspective should be presented with patience and guidance rather than authoritative.
Strategic Agility
This individual must be intellectually sharp and clearly capable of thinking on their feet while demonstrating outstanding business judgment. The Regional Sales Consultant will possess the analytical skills to improve overall productivity and elevate the organization’s position in the market. Today’s vision may change drastically in the future. This person must not only embrace change, but be entrepreneurial in nature, creating and altering this road map along the way.
Customer-Centric and Team Orientation
This role must be focused on customer insights and both current and future needs in the market. The Regional Sales Consultant must thoughtfully provide customer feedback to Product Development and Marketing. This person will be charged with working harmoniously as a member of a close-knit team, creating effective collaboration while being sensitive to diverse opinions, backgrounds, and personal styles. Through coaching and the development of improved processes, this individual will work to foster a culture of accountability and results.
EDUCATION & EXPERIENCE REQUIREMENTS
- 5+ years of sales experience at the enterprise level
- Experience working with a proven consultative sales methodology; Sandler Training preferred
- Disciplined and proven closer who fully understands pipeline dynamics and enterprise selling
- Expert time management skills and the ability to quickly adapt plans as new opportunities and challenges emerge using problem solving and process improvement skills; strategic and tactical
- Strong emotional intelligence, learning agility, critical thinking, and analytical skills
- Experience successfully leveraging CRM functionality; Salesforce preferred
- Excellent written and verbal communication skills
- BA. or B.S. degree required
- Experience managing small teams preferred
- Southeast Territory: AL, DC, FL, GA, IN, KY, MD, NC, OH, Puerto Rico, SC, TN, VA, US Virgin Islands, WV
- Remote Home Office: Eastern Time Zone availability and periodic travel to customers once travel restrictions are lifted
FOR MORE INFORMATION PLEASE CONTACT:
Title: Managing Director Email: kturrini@comharpartners.com Direct: (628) 629-6204 Mobile: (925) 639-6363
Title: Director
Email: dhernan@comharpartners.com
Direct: (312) 313-8452
Mobile: (815) 531-7745
