Director, Strategic Accounts – Retail Markets

About the role

Build a sustainable base of business that meets and exceeds revenue and order intake objectives for agreed-upon accounts in your assigned territory through a tenacious focus on Glory Global Solutions' seven-step sales process. Lead new business growth across retail vertical markets (Grocery, Discount Department, Quick Serve Restaurants, Check Cashing, and other cash-handling customers).

This position requires strong prospecting skills to major retail organizations and a "hunter mentality" while maintaining and growing business relationships. You will work the entire sales pipeline daily, from creating new leads to closing new business.

Responsibilities

• Heavy outbound calls to prospects and customers.
• Develop, realize, and maintain incremental revenue by selling and advocating GGS products and services within your specified territory and/or assigned accounts.
• Utilize CRM software to document all sales activity, manage the sales pipeline, and identify, track, and facilitate closure of key opportunities.
• Maintain ongoing relationships with multiple contacts throughout clients' organizations and effectively utilize internal resources to ensure smooth delivery of products/services and payment.
• Process all sales order paperwork in a timely fashion and resolve customer conflicts quickly (e.g., RMA requests).
• Travel 50%+ within your geographic territory as required and reside in a major metropolitan city within the territory.
• Attend trade shows promoting products and internal sales meetings as arranged by the company.
• Maintain a consultative or solutions-oriented selling style.
• Manage multiple projects to achieve commitment and results.
• Drive bigger deals and more new opportunities; experience with retail information technology (IT) platforms is a plus.

Requirements

• 8+ years of solution-based sales experience, including 5+ years within the retail market selling POS solutions, software, hardware, cash handling equipment, or other B2B situations.
• Demonstrated successful penetration of tier 1 and upper tier 2 (greater than $1 billion in revenue with over 500 stores) retail accounts.
• High-level contact selling solutions and driving sales to senior-level executives.
• Solution-based selling approach (versus only product selling).
• Strong account management, closing, and "win-win" negotiating skills.
• Exceptional business writing and communication skills.
• Proficiency in creating and modifying PowerPoint-style capability presentations and effectively using Excel and other MS applications.
• Experience designing and negotiating winning sales proposals, including calculating pricing to reach gross profit targets.
• Must be organized, motivated, and able to follow a structured sales process while enthusiastically developing and executing a sales plan.

BA or BS preferred.

Pay

• Base Salary: $105K–$115K
• Commission at Target: $120K+
• Bonus at Target: $80K
• On-Target Annual Compensation: $300K–$315K
• Strong above-target incentives.
• Car allowance.

Benefits

• 401(k) Retirement Plan with Fidelity: 2.5% base contribution paid by Glory even if you do not participate, plus Glory matches 3% up to 6% of your contribution.
• Health Insurance: Three medical plans to choose from (high, medium, and low deductible) through Blue Cross Blue Shield.
• MDLive: 24/7 virtual doctor plus a nurse line.
• Dental insurance.
• Vision insurance.
• FSA / Dependent Care.
• Voluntary Life Insurance.
• Basic Life Insurance and AD&D (company-paid).
• Short-Term Disability / Long-Term Disability / Employee Assistance Program (company-paid).
• Paid vacation (prorated first year, 80 hours after first full year, increasing with tenure).
• Paid sick days based on city/state requirements.
• Paid holidays (9–11 days based on start date).
• Professional development assistance.
• Education assistance.
• Adoption assistance.
• Legal and ID theft plans.
• Annual bonus opportunity.