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VP, Workforce Management Sales

Overview
The Vice President of Workforce Management (WFM) Sales is responsible for achieving the Monthly, Quarterly and Annual sales results for the ABILITY SMARTFORCE application and related services. This is a sales leadership role with direct responsibility for leading a team of outside Sales Representatives focused on Workforce Management customers and prospects in the Acute, Post-Acute and Ambulatory markets. The WFM Sales team is a matrixed component of, and will work in collaboration with, the leadership and sales representatives on our large ABILITY commercial team. Responsibilities include delivering expected sales results, hiring / interviewing, orchestrating on-boarding of WFM new hires, driving collaboration with the ABILITY direct sales team, sales and executive leadership teams, providing market feedback, developing and deploying ideas and processes to increase revenue, establishing and leading team operating mechanisms, preparing accurate forecasts and related reports, and acting as a player-coach to aggressively drive sales activities and revenue targets for the overall WFM team.
Responsibilities
Grow ABILITY's SMARTForce and related revenues by leading the WFM sales team and through the development and execution of successful sales initiatives in support of the company's annual and longer-term goals.
Demonstrate ownership, accountability and leadership for the WFM commercial business.
Build, lead and continuously develop a new team (5-6 FTEs) of WFM sales specialists. Assess and create development plans for existing team members.
Identify gaps and finalize the commercial integration process so that the WFM team operates as a fully integrated function within the ABILITY sales matrix.
Manage the day-to-day activities of the WFM Sales team. Ensure they have and use the tools, processes, resources and information needed to sell the ABILITY's products and services into the appropriate market segments.
Regularly review sales staff performance, productivity and develop action plans as necessary. Provide ongoing sales coaching and mentoring to the sales team.
Demonstrate expertise with sales process. Learn and adopt ABILITY's consultative sales process as a standard for the WFM team. Ensure WFM team sales process compliance, particularly with major opportunities and whenever matrix team sales occur. Create a library of, and consistently leverage, best-practices for customer communications (emails, sales tools, presentations, etc.).
Demonstrate operational acumen and rigor. Prepare accurate, granular (by team member, by application) monthly, quarterly and annual forecasts aligned with the ABILITY sales process and operating calendar. Identify risks and execute appropriate plans to address sales deficiencies in real-time.
Ensure WFM team documents and accurately reflects all activities and opportunity data in our CRM, Salesforce.com. Leverage Definitive, Salesforce and Marketo data to identify and target existing accounts for cross-sales of WFM applications.
Qualifications
Bachelor's degree in business, sales management or related field or equivalent experience
Minimum of 5+ years relevant sales leadership experience with emphasis on successful matrix leadership
Experience selling to key executives buyer personas for workforce management solutions
Proven track record achieving or exceeding quota
SaaS or subscription based software sales experience
Proficiency in strategic selling principles and tools
Experience building a sales team from the ground up
Significant experience with workforce management solutions (i.e. Kronos, Lawson, or similar) preferred
Ability to adapt well to change, a fast learner, team player and be motivated to succeed
Strong leadership skills with the ability to articulate ideas, delegate, direct, motivate and train staff
Excellent negotiation, leadership, management and presentation skills
Excellent communications skills
Excellent PC computer skills (Microsoft office suite)
Ability to work in a fast paced environment
Travel: 50%

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