Gallagher
Director - US Field Sales
Gallagher, Kansas City, Missouri, United States, 64101
Together with rest of the Animal Management Regional Leadership team, ensure the sustainable and profitable growth of Gallagher Animal Management.
Achieved through:
Developing and executing effective growth and profit strategies via the Field Sales channel, including expansion outside the traditional agri-retail channels.Identifying opportunities to defend and grow market share.Leading and growing a national team who is motivated, inspired and energized to achieve high performance.Identifying and executing operational enablement strategies (regionally or globally) to support long term sales growth.Strong indirect leadership and collaboration of extended sales functions including Key Accounts and Customer Support functions.
This position will be located in the Kansas City metropolitan area and require 50% travel.
Key Accountabilities:
Work in conjunction with other members of the Regional Senior leadership team to develop and cement key relationships.Develop responsive regional sales plans that ensure attainment of sales goals and profitability aligned to global Animal Management strategy.Develop and enhance current or new sales and channel strategies that deliver profitable growth.In conjunction with the wider regional leadership team develop a comprehensive long-term sales strategy that ensures diversification of our channels and sustainable long-term growth.Strategically plan and oversee participation in expos, conferences, field-days etc. to showcase products and generate sales.Support the Field and supporting teams to stay accountable to goals through articulating a meaningful connection between strategy and in region business plans.Identify existing and emerging (internal and external) strategic risks and develop appropriate measures to mitigate them.Understand intimately your market context and competitor landscape, and how these impact future strategy.Identify strategic growth opportunities and play a leading role in securing sustainable partnerships.Encourage and foster a culture of performance feedback and coaching.Create clarity of direction and priorities for your employees through communicating what is expected, demonstrating effective prioritization, agreeing on clear OKRs, and reviewing OKRs regularly.Demonstrate trust and confidence and foster innovation by empowering others to make decisions and take responsibility.Encourage employee growth through providing learning and development opportunities.Build and sustain a high performing team actively working on team dynamics.Champion organizational development initiatives that motivate, engage, grow, and retain the team i.e.: upskilling/training, high potential growth opportunities, cross-functional work opportunities, recognition, and reward programs etc.Put mechanisms in place for cross-functional, global collaboration to learn and leverage combined skills and expertise to deliver outcomes i.e. Communities of Practice.Ensure excellence in Territory Management through strong sales methodologies and capability development plans.Be proactive in leveraging and driving effective use of sales technologies to drive an uplift in efficiency and effectiveness of the Field teams (i.e. CRM, Power BI, Wrike).Oversee and continuously review and optimize incentive programs that support sales strategies and outcomes.Prioritize responsibilities to retain a clear focus on achieving agreed objectives.Drive growth budgets, manage and monitor expenditure and gross margins to meet profit objectives.Partner with global colleagues to prepare and implement price adjustments in region as needed.Develop and maintain forecasts, drive forecast accuracy.
Qualifications and / or Experience:
10+ years previous experience in sales leadership role within a sales organization.Experience in solution selling and/or ARR models desired.Experience or affiliation with the agri-tech sector.Proven experience as part of a high-performing team focused environment.Strong leadership skills, able to inspire and build a cohesive, high performing team, empowering them to deliver and holding self and team to account.Proven ability to develop capability including growing the next tier of Sales leaders.Networking prowess – focused on growing the networks that will help inform & deliver on our vision and strategy.Demonstrated experience in sales transformation and managing change (including technology enabled change).
Skills:
Ability to strengthen partnerships with key stakeholders through maintaining a high degree of trust and integrity.Gauges sentiment accurately and adapts communication style appropriately to suit the context and content to influence or motivate people towards an action or behavior change.Forward thinking, operating one step ahead to anticipate opportunities and challenges.Manages tension with tact and diplomacy to achieve a positive outcome.Calm and considered under pressure, while managing a large workload and tight deadlines.Makes sense of complex, disparate information and appropriately analyzes risk to inform clear, considered decision making in an ambiguous, changing environment.Ability to synthesize and distil information to identify the activity, decisions and outcomes that will make the greatest impact and communicate this in a compelling way to diverse audiences.High level of emotional intelligence to demonstrate empathy and understanding of others and takes ownership of how words & actions affect others and uses this effectively to develop strong connections.Welcomes feedback from others and adopts a reflective practice to identify and develop areas requiring growth.Demonstrates new thinking and creativity to bring a fresh perspective to challenges.
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Achieved through:
Developing and executing effective growth and profit strategies via the Field Sales channel, including expansion outside the traditional agri-retail channels.Identifying opportunities to defend and grow market share.Leading and growing a national team who is motivated, inspired and energized to achieve high performance.Identifying and executing operational enablement strategies (regionally or globally) to support long term sales growth.Strong indirect leadership and collaboration of extended sales functions including Key Accounts and Customer Support functions.
This position will be located in the Kansas City metropolitan area and require 50% travel.
Key Accountabilities:
Work in conjunction with other members of the Regional Senior leadership team to develop and cement key relationships.Develop responsive regional sales plans that ensure attainment of sales goals and profitability aligned to global Animal Management strategy.Develop and enhance current or new sales and channel strategies that deliver profitable growth.In conjunction with the wider regional leadership team develop a comprehensive long-term sales strategy that ensures diversification of our channels and sustainable long-term growth.Strategically plan and oversee participation in expos, conferences, field-days etc. to showcase products and generate sales.Support the Field and supporting teams to stay accountable to goals through articulating a meaningful connection between strategy and in region business plans.Identify existing and emerging (internal and external) strategic risks and develop appropriate measures to mitigate them.Understand intimately your market context and competitor landscape, and how these impact future strategy.Identify strategic growth opportunities and play a leading role in securing sustainable partnerships.Encourage and foster a culture of performance feedback and coaching.Create clarity of direction and priorities for your employees through communicating what is expected, demonstrating effective prioritization, agreeing on clear OKRs, and reviewing OKRs regularly.Demonstrate trust and confidence and foster innovation by empowering others to make decisions and take responsibility.Encourage employee growth through providing learning and development opportunities.Build and sustain a high performing team actively working on team dynamics.Champion organizational development initiatives that motivate, engage, grow, and retain the team i.e.: upskilling/training, high potential growth opportunities, cross-functional work opportunities, recognition, and reward programs etc.Put mechanisms in place for cross-functional, global collaboration to learn and leverage combined skills and expertise to deliver outcomes i.e. Communities of Practice.Ensure excellence in Territory Management through strong sales methodologies and capability development plans.Be proactive in leveraging and driving effective use of sales technologies to drive an uplift in efficiency and effectiveness of the Field teams (i.e. CRM, Power BI, Wrike).Oversee and continuously review and optimize incentive programs that support sales strategies and outcomes.Prioritize responsibilities to retain a clear focus on achieving agreed objectives.Drive growth budgets, manage and monitor expenditure and gross margins to meet profit objectives.Partner with global colleagues to prepare and implement price adjustments in region as needed.Develop and maintain forecasts, drive forecast accuracy.
Qualifications and / or Experience:
10+ years previous experience in sales leadership role within a sales organization.Experience in solution selling and/or ARR models desired.Experience or affiliation with the agri-tech sector.Proven experience as part of a high-performing team focused environment.Strong leadership skills, able to inspire and build a cohesive, high performing team, empowering them to deliver and holding self and team to account.Proven ability to develop capability including growing the next tier of Sales leaders.Networking prowess – focused on growing the networks that will help inform & deliver on our vision and strategy.Demonstrated experience in sales transformation and managing change (including technology enabled change).
Skills:
Ability to strengthen partnerships with key stakeholders through maintaining a high degree of trust and integrity.Gauges sentiment accurately and adapts communication style appropriately to suit the context and content to influence or motivate people towards an action or behavior change.Forward thinking, operating one step ahead to anticipate opportunities and challenges.Manages tension with tact and diplomacy to achieve a positive outcome.Calm and considered under pressure, while managing a large workload and tight deadlines.Makes sense of complex, disparate information and appropriately analyzes risk to inform clear, considered decision making in an ambiguous, changing environment.Ability to synthesize and distil information to identify the activity, decisions and outcomes that will make the greatest impact and communicate this in a compelling way to diverse audiences.High level of emotional intelligence to demonstrate empathy and understanding of others and takes ownership of how words & actions affect others and uses this effectively to develop strong connections.Welcomes feedback from others and adopts a reflective practice to identify and develop areas requiring growth.Demonstrates new thinking and creativity to bring a fresh perspective to challenges.
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