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Job Description Job Description
The Commercial Director, Consulting & Advisory Services is responsible for sales and gross margin realization by promoting and expanding ZRG’s Consulting Division globally. The role requires an aggressive new business development mindset selling and delivering consulting and advisory services to achieve on-target performance. It will be essential to stay ahead of the curve by keeping abreast of trends and market conditions on key issues like culture, strategic alignment, career coaching, and go-to-market solutions.
More specifically, the Commercial Director will:
- Be a commercially minded thought partner to develop the business growth strategy and underlying tactics for achievement.
- Drive sales performance to meet annual objectives for sales growth and gross margin performance.
- Deploy a value proposition that accurately aligns product capabilities/benefits with customer needs.
- Deploy a customer targeting strategy that allows the company to pursue the right set of customers.
- Drive the company’s compelling story and value proposition within the market.
- Actively participate in CRM system and ensure value is realized.
- Create and implement a model for key account development to enhance customer performance and move away from a purely relationship sale.
Remote position based out of Washington DC, Atlanta, GA, or New York.
CANDIDATE PROFILE:
Candidates should have a background in consultative selling with a consistent track record of above-target results delivery. Key experiences include selling and delivering consulting and advisory services through a creative value selling approach, developing a market-level strategy, and driving execution with supporting metrics.
Candidates should also have experience utilizing technology to drive sales processes and rolling out unique value propositions to customers. A “hands-on” mentality and action orientation are critical.
PROFESSIONAL QUALIFICATIONS :
- Five or more years sales experience in the consulting and advisory services focusing on key issues like culture, strategic alignment, career coaching, and sales optimization.
- Remote position based out of Washington DC, Atlanta, GA, or New York.
- Proven background in sales and marketing and a consistent track record of above target results delivery.
- In-depth understanding of market research methods and analysis.
- Solid knowledge of performance reporting and financial/budgeting processes.
- Commercial awareness partnered with a strategic mindset.
- Excellent organizational and influencing skills.
- Outstanding communication and interpersonal abilities.
- BS/BA in business administration, finance, or relevant field; MS/MA is a plus.
Candidates for Commercial Director will bring the additional capabilities below to the role:
RESULTS FOCUS:
- Ability to develop clear goals and plans and enable deliver against them.
- Ability to think on feet and stay calm under pressure while remaining responsive and action-oriented.
- A willingness to go beyond expectations by thinking proactively and delivering more than has been agreed upon.
Client Focus:
- Seeks to delight clients and create win-win opportunities for growth.
- Measures client service relentlessly and continuously identifies areas of improvement.
- Has the pulse of the client and fosters connections between client needs and the rest of the organization.
STRATEGIC/TRANSFORMATION ACUMEN:
- Ability to see the bigger picture, identifying opportunities to add value beyond immediate requirements.
- Ability to think through second order impact of key decisions on channel conflict and long-term sales potential while simultaneously taking the right risks.
- Ability to translate strategy into clear sales objectives to execute on in-year.
- Ability to create sales discipline and infrastructure to facilitate growth and profitability.
- Experience developing, designing, and leading the execution of account plans to drive growth and profitability.
PERSONAL CHARACTERISTICS:
- Tenacious, resilient, and results-oriented approach.
- Strong relationship builder; personable
- Ability to effectively balance short-term results with long-term vision.
- Entrepreneurial and visionary leadership.
- Ability to work at pace and multi-task in a pressured environment.
- High level of personal ownership; willing to “roll up” their sleeves.
- Views the “status quo” with a healthy balance of respect while believing that there are always opportunities for continuous improvement.