Position Purpose

The Market Leader is responsible for hiring, developing, and coaching, a team of Account Executives and Partner Alliance Managers, ensuring their overall success and quota attainment. The Market Leader role will drive the achievement of global company revenue goals and/or in their regional marketplace; based on the level of experience and knowledge, the position may require leading a dedicated global team.

Key Responsibilities

• Work closely with the Global Sales Officer and develop strategies and execute day-to-day sales activities.
• In assigned markets, execute business plans and strategies for developing new business and expansion within existing customers accounts.
• Develop and nurture strategic partnerships to further company goals.
• Provide context and visibility on volume statistics, sales pipeline, conversation of sales opportunities and playbook effectiveness.
• Facilitate a weekly roll-up of monthly forecasts of targets. Enable team members to accurately forecast their own pipeline and apply judgment to the forecasts as it rolled up to Leadership.
• Intimate knowledge of active deals in pipeline, working with team members to move deals through the sales process.
• Enablement of team members in line with our chosen sales methodology and enforcement of this methodology through coaching and sales review.
• Participate in and guide your team through qualification of opportunities with prospective customers.
• Collaborating with other teams at Phocas, including Marketing, Customer and Growth Operations.
• Collaborate with People and Culture to maintain a positive culture and support successful talent management and performance.
• Build up and support the direct reports on your team with coaching, training, skill-building, encouragement, and genuine recognition.
• Keep up to date and understand competitive products and pricing strategies to ensure Phocas retains and grow market share.
• Stay current with Phocas software, system information, new features/enhancements and product offerings.
• Attend trade shows and other industry events to showcase Phocas products/ solutions.

Key responsibility for this role may include being a Business Process Owner (BPO):

• Managing end-to-end processes including the methods, tools and policies.
• Implementation, maintenance and improvement of this process.
• Help define, document and enforce a process to meet/ ensure compliance with company standards and applicable legislation.
• Knowledge/ experience working with data and systems that require regulatory compliance.