Develop, implement and execute a sales strategy including specific stages and actions for pursuing, closing and maintaining large accounting firms on adoption of QuickBooks.
This includes creation of a Territory Plan for each BDM. The sales strategy includes helping accountants develop their own strategy for the Cloud utilizing Intuit products and the ProAdvisor Program
Ensure an awesome customer experience from original contact, through the sales process, onboarding and implementation and maintenance
Leverage customer and industry data from multiple sources (in and out of Intuit) in establishing and maintaining the strategy
Establish, monitor and report operational metrics needed to ensure success. Ensure team is delivering on metrics and taking corrective actions when applicable
Identify key skill sets needed for success and provide team with feedback and coaching to master the skills. Recruit, coach, retain and performance manage the team against these key skill sets
Maintain a high quality opportunity pipeline with accurate data on firms, volume potential, sales cycle stage and next actions.
Pipeline must provide confidence the team can exceed annual goals. Performance manage personnel not achieving goals
Establish and execute on Territory Business Reviews (TBRs) setting strategy and measuring progress for each sales territory
Establish and execute on formal Business Reviews with all Business Development Managers customers at least twice per year reporting progress with senior customer executives, establishing agreed upon go forward plans
Observe BDMs performing their craft on regular basis. Provide formal feedback, coaching and action plans on opportunity areas.
Execute monthly formal reviews with all sales people identifying and acting on personal and professional development areas
Partner with functional areas across Intuit (Product Management, Customer Support, Marketing, Sales Operations, etc.) to implement and execute on a communication process to report key defect and enhancement opportunities that will improve the customer experience and increase sales.
Demonstrate boundary-less leadership in your collaboration
Written and verbal communication skills
Observations, feedback and coaching
Customer empathy and customer experience
Presentation skills senior executives (customer and internal)
Collaborative work across cross functional units
Enterprise Sales Experience
Special consideration given to bilingual Portuguese / English communication skills (written & spoken)
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