|EEO Statement||CenturyLink is proud to be an Equal Opportunity Employer. We value diversity and maintain a drug-free workplace. Any offer of employment is contingent upon the results of a pre-employment drug test and background check.|
|Title||SR LEAD SALES EFFECTIVENESS CONSULTANT|
PA,KING OF PRUSSIA
|Business Unit||Business & Consumer – Business Solutions|
|Job Description||CenturyLink is the third largest telecommunications company in the United States and is recognized as a leader in the network services market by technology industry analyst firms. The company is a global leader in cloud infrastructure and hosted IT solutions for enterprise customers. CenturyLink provides data, voice and managed services in local, national and select international markets through its high-quality advanced fiber-optic network and multiple data centers for businesses and consumers. CenturyLink is an S&P 500 company and is included among the Fortune 500 list of America’s largest corporations.
Savvis, is a CenturyLink company, and is a global leader in cloud infrastructure and hosted IT solutions for enterprises. Nearly 2,500 unique clients, including more than 30 of the top 100 companies in the Fortune 500, use Savvis to reduce capital expense, improve service levels and harness the latest advances in cloud computing. By outsourcing to Savvis and CenturyLink, enterprises can focus on their core business while we ensure the quality of their IT infrastructure automation.
The primary role of the Sales Effectiveness Consultant is to coach managers, directors and executives through a cultural change, which will lead to improved performance for sales teams. Included in this more consultative approach is specific, targeted coaching at the rep, manager, director, VP and Executive VP levels, which will lead to better management rigor in all phases of the sales process. Relying heavily on a consultative approach, the Sales Effectiveness Consultant will act as a change agent and will take learning to a higher level. Essentially, sales effectiveness consultants will focus on advancing sales skills and knowledge transfer through coaching and development skills. In parallel, consultants will teach managers how to become effective sales coaches. The Sales Effectiveness Consultants will advise sales managers, directors, VPs and the EVP on effective coaching strategies, skills/techniques and tactics targeted at individuals, teams and large sales organizations.
Provide counsel and actionable recommendations to sales leaders in the field: The SEC will advise sales leaders (VP, Sales Director, Sales Support Director, Sales Manager, SE Manager) using a mix varying and regularly scheduled interactions. Areas of concentration include strategies, skills, analysis techniques, critical thinking, questioning and tactics focused on increasing sales effectiveness through an increased level of discipline in the execution of the steps in the sales process.
During these consultations, the SEC will draw upon data gathered in their assessment and measurement duties. The SEC will also be available to consult on sales effectiveness-related ad hoc projects as determined by the sales leaders they support.
As a consultant, the SEC will focus on improving sales results by increasing the level of discipline sales teams demonstrate in the execution of the five steps of the sales process: Target, Prospect, Qualify, Manage the Opportunity, and Close the Sale. This is consistent with BMG’s goal to balance the “Science” and “Art” of selling.
Coach sales leaders in the field: The SEC will be responsible for coaching sales leaders through a transition strategy to a more rigorous approach to sales leadership. This will involve honing sales leaders’ skills associated with identifying, prioritizing, assessing, and coaching to key job-related competencies of direct-reports. While this position framework addresses all levels of sales management, particular emphasis goes to coaching Sales Managers to become masters of sales process excellence. Once sales leaders reach the desired level, the SEC will work with them to maintain their individual proficiency.
The SEC must be able to overcome these hurdles and exert influence without formal authority SECs will demonstrate myriad skills, including professionalism, discretion, persuasion, and self-assurance.
The SECs’ ability to apply their subject matter expertise in EMG’s sales methodologies, tools, and business drivers during coaching engagements in dynamic environments will be crucial This position framework will also provide for a post-call assessment and creation of a coaching plan for further development.
Assess the sales environment: The SEC assesses the CenturyLink sales environment for the purpose of business process improvement.
The SEC will use situational analysis methods such as Critical Success Factors, Root Cause Analysis, and Benchmarking to develop insight and understanding about the state of sales environment.
The output of the assessment activities will include written and oral communication that effectively summarizes findings, provides appropriate detail to substantiate conclusions, and supports fact-based recommendations. The SEC provides this information to sales leaders during consulting engagements.
Measure progress toward objectives: The SEC will measure the EMG sales teams’ progress toward a more disciplined approach to the sales process and, ultimately, the resultant revenue through using innovative approaches identifying leading indicators for predictive measurements to identify problem.
|Job Requirements||Basic Qualifications:
• BA/BS in a business-related field or 10 year’s equivalent work experience, MBA is desired.
• Minimum 5+ years experience consulting with “C Level” sales executives regarding sales effectiveness.
• Minimum 10+ years experience in telecommunications.
• Minimum10+ years combined sales and sales management experience including transactional selling as well as strategic/value selling.
• Minimum 5+ years experience in facilitating sales/sales management training in the classroom and online in webinars.
• Strong Proven Business Acumen.
• Ability to assess complex environments in real time.
• Ability to develop recommendations based on best practices and defend them during executive consultations.
• Ability to work independently without direct supervision as well as in a team.
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