Global Sales Leader

FORTNA partners with the world’s leading brands to transform omnichannel and parcel distribution operations. Known world-wide for enabling companies to keep pace with digital disruption and growth objectives, we design and deliver solutions, powered by intelligent software, to optimize fast, accurate and cost-effective order fulfillment and last mile delivery. Our people, innovative approach and proprietary algorithms and tools ensure optimal operations design and material and information flow. We deliver exceptional value every day to our customers with comprehensive services and products including network strategy, distribution center operational design and implementation, material handling automated equipment, robotics and a comprehensive suite of lifecycle services. POSITION OVERVIEW As a senior member of the executive leadership team, the Global Sales Leader is the key leader and supporter of the company’s business development function. The individual is key leader in the organization holding responsibility will own additional responsibility for marketing, sales operations, and executive relations. The Global Sales Leader is responsible for meeting corporate sales goals, developing scalable practices, resilient long-term relationships with clients, nurture future business development leaders, and build scalable practices. The Global Sales Leader works closely with all members of the Business Development and executive leadership teams to develop, communicate, execute and sustain business development initiatives that align with the company’s vision and values. The leader recognizes that relationships matter and that the key to any relationship is to truly understand the customer’s perspective. The leader will ensure the focus is understanding the needs of the customers and will be instrumental in making this happen. This role will entail driving business development and marketing activities to increase market share by developing successful partnerships with new and existing FORTNA customers. As a key collaborator, the Global Sales Leader will build relationships across the business, including with our marketing team and other internal resources. This role gathers initial customer needs and collaborates with FORTNA engineering and solution development teams to provide the best solution to the customer. PRIMARY RESPONSIBILITIES Direct and oversee the company Commercial business development strategy to identify, develop and sign new customers for products and services. Work with business development, finance, marketing, and operations leaders to develop multi-year growth and profit plans for the product portfolio Develop a sales and marketing team focused on results, collaboration, and a diversified customer base Establish relationships with key customer contacts at the operating and executive levels Develop and deploy a commercial strategy focused on pipeline growth, backlog expansion, and solution sales Oversees the identification and implementation of marketing activities (advertising, shows, digital, etc.) in support of the sales objectives and in line with the global strategy Collaborate directly with internal executive & operational leaders to scale the global business Build strategic plans to improve value-driven relationships with key customers Plan annual goals and objectives tied to corporate goals Create a culture of continuous improvement & development, while fostering a hunting mindset. Create a succession plan focused on building a deeper business development bench Developing and implementing a cohesive marketing plan to increase brand awareness and overall customer experience. Partner with marketing to ensure strategy and results are effective and results oriented ADDITIONAL RESPONSIBILITIES Ensure alignment of FORTNA activities with the organizational strategy and reports regularly on goals progress and key business metrics to FORTNA business leadership and peers Develop goals and metrics to drive execution of business development Drive continuous improvement to maximize organizational capabilities and realize financial gains Manage risks and take aggressive measures to avoid incurring costs that typically have substantial financial impact Serve as primary interface to identify problems, devise innovative solutions, negotiate, and reach mutually satisfactory agreement CORE COMPETENCIES Story Telling – Ability to articulate FORTNA’ value proposition issues and projects into a logical, understandable framework that influences, teaches and inspires Analysis & Insights – Capability to perform appropriate analysis, which includes a data-driven approach to diving into relevant details while also being able to “pull-up” to the big picture and “connect-the-dots” for senior executives with key insights Communications – Competence to present complex concepts/ideas in concise, easy-to-understand terms. Has the ability to communicate in clear and concise manner, as well as has appropriate executive level presence Partnership & Influence – Partners effectively with key stakeholders, becoming a trusted advisor. Develops trust of key senior and mid-level leaders not just by presenting compelling data and logical analysis, but also through empathy and active listening to others. Flexibility to adjust his/her style for a particular situation or person. Integrity - Strong level of ethics, reliability and honesty Energy - Brings enthusiasm, energy, and strong work ethic to business Industry experience is highly preferred PREFERRED QUALIFICATIONS The candidate selected for this position will be a creative, out-of-the-box thinker. This person will also need to be a self-motivated, high-energy individual who can easily function in a high demand, performance-driven environment. He/she must be accustomed to working on multiple tasks in parallel. This professional must demonstrate strong leadership skills, best demonstrated by the individual’s ability to gain credibility with team members and senior management. The successful candidate will: Hold a Bachelor's degree in business, engineering, or related subject or equivalent, Master's degree a plus 10 years of business development or solution selling Demonstrated success at developing and implementing integrated strategies and programs which deliver results in alignment with overall business objectives. Experience in attracting and retaining customers by developing highly creative marketing outreach strategies Be modest in nature, recognizing the accomplishments of the team before the individual Demonstrable experience designing and implementing successful marketing campaigns Express high level of motivation and possess vision and enthusiasm Communicate in an open and honest way that quickly builds trust and respect Possess an entrepreneurial spirit Showcase flexibility, comfort, influence and agility in delivering presentations Possess a solid operational background and proven track record of accomplishments Experience working in an organization with complex infrastructure, applications, and procedures in a cross-functional team environment In-depth knowledge of interdependencies and relationships between business systems Robust computer skills using MS Outlook, Excel, Word, PowerPoint, and familiarity with specialty applications for project and resource collaboration Sound strategic thinking and creative problem-solving skills Solid communication skills for presenting ideas and technological concepts, negotiation, and persuasion Ability to showcase learning agility and ability to digest a large amount of information quickly and figure out what is most important Previous leadership experience developing high functioning teams Proven experience in a role entailing accountability and budget and fiscal responsibilities KEY ACCOUNTABILITIES COMMERCIAL Meet or exceed yearly, quarterly and monthly sales goals Identify, design, develop, and implement strategies to achieve Business Development goals, company goals, and the company’s mission Lead the marketing organization to increase the company’s revenues and client base Identify potential strategic partners, alliances, and relationships Influence services or suggest new services to fulfill clients and potential clients’ needs Develop and maintain high-profile external relationships with clients Identify and communicate sales team goals and objectives to the Business Development team Increase client base and add to existing client profitability Monitor Business Development team performance, quotas, and activity Introduce efficiencies, automation, optimization of processes and introducing new processes OPERATIONAL EXCELLENCE Drive improvements to help meet or exceed financial targets Create and manage structure, metrics and cadence, and management tools to ensure transformation projects are delivered on time and on budget Drive process standardization and discipline, tailored where needed Drive enhancements through identification and resolution of challenges and trends Develop metrics to enable enhanced visibility into economics, performance vs. estimates, and understanding of root causes of under- or outperformance STRATEGY Partner with other executives to evaluate challenges and impact Implement and enhance dashboards to help control costs, improve quality and identify important industry trends. Establish quantitative and qualitative metrics to determine success, evaluate status, foresee risks, and assess productivity and quality Collaborate, build, and share processes, methods and systems that could be globally extended in consultation with other business leaders EXECUTIVE PARTNERSHIP Actively showcase the energy and drive to get the job done Support corporate efforts to expand into adjacent spaces Cultivate an understanding of company strategy and contribute to its development Exercise emotional intelligence and self-awareness by seeking out constructive criticism and feedback from clients and internal employees RELATIONSHIPS Establish self as leader and trusted advisor within FORTNA Resolve complicated challenges in a manner that builds trust and maintains FORTNA’ long-term health Enhance and implement documented processes and systems that enable repeatable and scalable execution VISION AND CULTURE Demonstrate and spread the mission, vision, and values of FORTNA Project FORTNA mission, vision, and values to understand the needs and expectations of internal partners Ensure project team members reflect the mission, vision, and values of the organization This job description describes the general nature and level of work expected of a person assigned to this position. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. Employees may be required to perform any other job-related duties as requested by their supervisor. It is the policy of FORTNA and its affiliated companies to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, pregnancy or pregnancy-related condition, status with regard to public assistance, veteran status, citizenship status (if authorized to work in the U.S.), or any other characteristic protected by federal, state or local law. In addition, FORTNA will provide reasonable accommodations for qualified individuals with disabilities. FORTNA partners with the world’s leading brands to transform omnichannel and parcel distribution operations. Known world-wide for enabling companies to keep pace with digital disruption and growth objectives, we design and deliver solutions, powered by intelligent software, to optimize fast, accurate and cost-effective order fulfillment and last mile delivery. Our people, innovative approach and proprietary algorithms and tools ensure optimal operations design and material and information flow. We deliver exceptional value every day to our customers with comprehensive services and products including network strategy, distribution center operational design and implementation, material handling automated equipment, robotics and a comprehensive suite of lifecycle services. Visit www.fortna.com.