Business Team Leader

Territory covers Northeast Ohio area - Erie, Pennsylvania area

Brief Position Summary:

The Business Team Leader (BTL) is responsible for leading a team of professional sales associates covering multiple sales channels in a defined geographical area. Each sales channel is responsible for achieving profitable revenue growth from a pre-assigned account portfolio. In addition, they are responsible to support the Business Development team in acquiring new customers. The BTL has a management span of control of 9-12 associates, Key Account Sales Consultants managing emerging mid-market to enterprise accounts, Account Executives/Representatives managing government accounts, and Account Executives/Representatives managing and expanding a vendor managed inventory program for lower cost, higher quantity consumable maintenance, repair, and operations (MRO) items.

The position is responsible for an annual revenue base of approximately $23 million.

DUTIES And RESPONSIBILITIES:

• Leads team to exceed revenue and profitability goals.
• Develops strategic sales growth plans in conjunction with the Regional Manager/Director.
• Translates MSC s strategy into actionable plans. Holds team accountable to follow the sales process and coverage model plan.
• Provides dedicated coaching on a regular basis to ensure continued development of each team member.
• Attracts, recruits, develops and retains high performing associates to ensure the business unit exceeds company goals.
• Establishes clear and concise development programs for all associates to help them achieve their professional goals.
• Anticipates business changes and implements additional incremental growth programs as needed to exceed revenue and profitability goals.
• Leads by example in a fluid business climate while adapting quickly to new challenges and communicates effectively across all team members.
• Proactively maintains working relationship with cross functional managers and associates in their local geography to align resources to meet customer needs.
• Effectively balances MSC s best interest in terms and conditions against customer requirements. Communicates financial performance expectations and shortfalls across leadership teams. Takes initiative to renegotiate agreements with underperforming customers.
• Consults with MSC sales leadership and Human Resources Business Partner to hold associates accountable to meet or surpass performance expectations.
• Drives the MSC Culture in their local geography and throughout the company to ensure unity of purpose and fulfillment of MSC s mission and overall Associate engagement.
• Participates in special projects and performs additional duties as required.
  
  

EDUCATION And EXPERIENCE:

• A Bachelor s Degree in Business preferred or equivalent experience.
• Two years of sales experience negotiating agreements preferred.
• Two years of demonstrated progressive growth in job competencies (below) and responsibilities.
• Proven track record of successfully leading high performing teams to exceed sales targets.
• Minimum two years of experience in leading multi-channel sales teams with successful sales history selling to Emerging Mid-Market to Very Large customers.
  
  

SKILLS:

• Proven Leadership change agent. Quickly adapts and leads others thru changes in business environment.
• Proven sales coach. Ability to assess selling strengths and weaknesses and coach to the critical skills following MSC s coaching methodology.
• Proven Sales Management: Ability to manage team to achieve operational rigor around documented sales process and pipeline development processes.
  
  

COMPETENCIES:

• Customer Focus
• Decision Quality
• Drives Results
• Collaborates
• Develops Talent
• Communicates Effectively
• Instills Trust
• Directs Work
• Manages Conflict
• Situational Adaptability

• Excellent presentation and communication skills are required. Leads by example through proven ability to demonstrate required selling behaviors.
• Experience developing individual contributors and future leaders.
• Thrives in a competitive leadership role. Proven pattern of success in past accomplishments.
• Leadership style rewards success and holds associates accountable for performance.
• Computer literacy and proficiency in MS Office required. Experience with Salesforce.com preferred.
• Solid finance and business acumen with experience preparing financial based business proposals is required.
• Extensive experience working cross-functionally in large organizations and removing barriers is a must.
• Demonstrated people acumen and experience developing associates is preferred.
• Strong strategic acumen with experience aligning teams to organizational strategy is preferred.
  
  

MISCELLANEOUS:

• A valid driver s license and the ability to travel extensively is required.
• This position may require access to International Traffic in Arms Regulations Information ( ITAR ) and/or Controlled Unclassified Information ( CUI ).
  
  

MISCELLANEOUS:

• A valid driver s license and the ability to travel extensively is required.
• This position may require access to International Traffic in Arms Regulations Information ( ITAR ) and/or Controlled Unclassified Information ( CUI ).
  
  

Compensation starting at $111650- 175450 / year and up, dependent on experience (base+ commission).

The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities. Actual compensation is based on the candidate s relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.