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Business Unit OPTA Information Intelligence
Region National Accounts
Location Markham
Province Ontario [ON]
Position Title/Titre du poste Vice President, National Sales
Role Summary As a key member of the OPTA senior leadership team, the incumbent will be instrumental in contributing both passion and expert knowledge to achieve sales vision by leading the sales strategy and by acting as one of the primary sales representatives of Opta nationally. Reporting to the Senior Vice President, Operations, the Vice President National Sales plays a key role in long-term strategic planning related to the organization's sustainability while fostering an environment of high performance.

Key responsibilities of this role include developing the annual sales plans to meet corporate goals, execute and track day-to-day sales activities, close sales, assist in and ensure delivery of agreed service or product, provide sales forecasting and reporting, identify and develop multi-line sales channels and build and mentor a winning sales team, direct reports or otherwise.

You will lead and manage the sales activity of Opta, with accountability for the effectiveness of sales, including responsibility for new and organic revenue and profit growth. Using your experience you will build and maintain key relationships with existing, new and potential customers.

You will champion and lead the creation of new sales opportunities and recommend solutions to enhance the overall effectiveness of OPTA’ sales channels. Prioritize and rank sales opportunities by size, market sector and corporate strategy and actively pursue those deemed most worthwhile.
You will work closely with OPTA / SCM marketing department to ensure that marketing efforts are effective and aligned to the sales organization's needs.
Competencies required to succeed • Personal Impact:
 Possesses patience and persistence with our customers while always acting with a sense of urgency.
 Provides accurate information and creative solutions for customers while taking ownership of decisions.
 Honors commitments and promises, maintain confidentiality and high standards of integrity.
 Has a solid understanding and ability to articulate the business value of our offerings, with a deep understanding of our target industries.
 Enjoys closing sales, enthusiastic and positive, influencing and energizing the team.
 Works collaboratively with others to achieve goals.

• Relationships:
 Communicates positively to the customer; provides positive expectations.
 Ability to identify and remove obstacles to success through clear communication with customer.
 Is an advocate for the interest of both the company and customer.
 Ensures the team understands what is required and how to do it.
 Ability to move team towards desired goals.

• Strategy:
 Actively participates in the development of corporate strategy.
 Understands the business, sees the big picture and implements plans to meet corporate strategy.
 Develops a long-range plan for sustaining and meeting corporate sales expectations.
 Develops strategies for ensuring customer satisfaction and continued best-in-class services for our customers.

• Results:
 Closes deals and ensures delivery of our commitments.
 Develops complex action plans and executes smoothly and efficiently.
 Breaks down complex issues into manageable components identifying root cause.
 Prioritizes activities to sustain and advance growth and profitability.
 Creatively generate effective business solutions to meet our customers’ needs.
 Establishes action plans to address customer needs and concerns.

Responsibilities • Operations
 Lead the creation of the strategic plan for OPTA sales.
 Translate the strategic plan into a plan of execution.
 Lead internal management for all prospect and account proposals, including leading the RFP process, and required presentations.

• Leadership
 Lead and champion change in a sales and customer satisfaction focused organization.
 Mentor, inspire and challenge sales team and others to meet their full potential.
 Help individuals within customer companies to succeed by building strong personal relationships
 Maintain strong relationship with OPTA Operations; working collaboratively for company’s success.
 Maintain strong relationship with all Opta strategic business units, recognizing the differing market approaches of each.

• Financial Management:
 Responsible for creation and delivery of the annual national sales budget to meet the strategic goals and objectives of the company.
 Ensure business targets and financial success are tracked and targeted against the business plan.
 Analyze and control expenditures within budget.

• Sales and Client Interaction:
 Build and execute strategic account penetration plans.
 Ensure customer relationship management by establishing ongoing communication, customer satisfaction and face-to-face interaction.
 Use consultative problem solving to create and customize solutions for clients.
 Create strategy to service, maintain and increase volume of business currently being received from existing clients.
 Perform regular account reviews with sales team with a continuous improvement mindset, identify trends initiating creative strategies to improve service to the customer.
 Proactively identify and sell new products and multi-line opportunities.
 Initiate both client meetings and prospect client meeting as required.
 Ensure all sales act
Accountabilities [and to whom] • Operational effectiveness and efficiency – President
• Profit and Loss (operations) - President
• Customer Service: offering “best-in-class” experience/services to our customers.
• Quality: Providing timely and quality responses to customers.
• Market: Understand competitive offerings.
• Build a personal relationship with clients and understand their needs.
Date Added 1/24/2013
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