Vice President of Market Development, Managed Technical Services and Document Management - GBS Corp

Since 1971, GBS has been a leading information solutions provider, partnering with some of the world's most established brand names as well as smaller forward-thinking organizations.

Our team understands the value of identifying and investing in new technologies that improve the way our customers do business. From developing feature-rich software solutions to deploying advanced print and marketing services, we're always engaged in the newest technology because we know how high-tech can translate to high productivity.

We are a 100% employee-owned company, and our culture is one that values people, their commitment to meeting customers' needs and the expertise that enables them to successfully do so.

We're committed to promoting an inclusive and sustainable environment through awareness, education and achievement as a corporate citizen of the world. From organizational integrity to customer centricity, we are dedicated to trustworthy corporate citizenship - and to you.

This position may be filled in North Canton or Youngstown, OH.

Position Summary

VP, Market Development is responsible for new account prospecting and business development through consultative sales focused on creating value through effective discovery of customer needs. This person will develop strategic partnerships designed to grow sales, expand account base and geographic footprint. This position maintains fiscal responsibility for the verticals including, the preparation of Operating plans, Budgets, and Strategic Planning for MTS and overseeing Document Management. The individual must manage day-to-day operations and ensure the company exceeds customer expectations by providing innovative and effective solutions through the continual improvement of GBS business processes, products and services.

Supervisory Responsibilities:

• Manages senior leaders who are responsible for sales and operations.
• Facilitates integrated/cross selling strategies across the company.
• Recruits and hires sales and conducts performance evaluations on senior leaders.
• Coordinates training programs for new staff and identifies training needs for current staff.
• Handles discipline and termination of employees as needed and in accordance with company policy.

Essential Duties/Responsibilities:

• Conduct research on targeted accounts to develop a prospect list using available databases, online research, cold calls, webinars, tradeshows and marketing support
• Work with marketing programs to develop timely follow-up campaigns to advance opportunities through the sales process
• Develop strategic partnerships designed to grow sales, expand and diversify account base and geographic footprint. This includes potential expansion of product offerings within and/or complimentary to the current operational scope.
• Maintain opportunity and account tracking and reporting in NetSuite CRM
• Develop sales plans for top customers and prospects
• Leverage value added solution-based sales approach to position all GBS products and services
• Develop a thorough understanding and the relevance of GBS products and services to the market
• Manage time and resources effectively to meet sales objectives, including mentoring and assigning sales opportunities to new sales reps as the sales team grows.
• Close new business opportunities to meet sales revenue objectives
• Leverage sales opportunities through effective use of team sales concept
• Maintain close interaction with key clients during all phases of business development and implementation processes
• Minimize attrition by adding more net new clients and at a similar or greater value than those lost through attrition
• Work with Executive Management, SVP's to develop strategies to engage on large accounts/key client opportunities
  • A large account is a client valued at $100K or more which includes pre-calling, presentations, negotiations and closings
• Maintain a solid understanding of market trends and direction, so as to be able to effectively map out go-forward strategies that align with the market
  • Maintain a thorough understanding of the relevance of GBS products and services to the market and help to ensure this knowledge is well represented across the entire sales team
  • Manage time and resources effectively to meet sales objectives through the GBS product offerings
• Meet with direct reports to monitor, review and evaluate financial performance against Budgets and ensure key business objectives outlined in the annual Operating Plans are achieved.
• Ensure that the support and operations team exceed customer expectations by providing innovative and effective solutions through the continual improvement of our business processes, products and services.

Required Skills and Abilities

• Strong communication skills including verbal, written, interpersonal, listening & conflict resolution.
• Strong organizational, analytical, decision making and project management skills
• Ability to coach, motivate, mentor and train others to meet or exceed company objectives.
• Basic problem-solving skills including the ability to analyze various data and information.
• Ability to work as part of a team and be able to positively interact with others at all levels of the organization.
• Previous Management/Supervisory and Client Service experience.
• Skilled in utilizing the PC and the Internet for presentation, business software, project management and all forms of communication.

Education and Experience:

• Bachelor's degree in Business Administration, Marketing, Finance or equivalent business experience
• Minimum of 7 years proven sales success and 5 years in a senior leadership position
• Thorough understanding of sales and operations business processes
• Ability to communicate and present business solutions across the organization
• Experience managing operations in software and technology related service companies.
• Demonstrate success in meeting sales objectives
• Demonstrate success in meeting operational objectives
• Demonstrate success in developing and securing new business through a predefined process
• Experience in Microsoft Office.

Physical Requirements:

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
• Must be able to travel including overnight.
• This position is considered safety sensitive.

GBS Corp is an equal opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, sexual orientation, veteran or military status, or any other legally protected characteristics. GBS Corp is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process.