Managing Director

Summary

The Managing Director will be responsible for building revenue and profit growth within the market segment they are assigned. He or she will contribute to meeting the revenue and profit goals of the Company by executing against the industry segment marketing, sales and service strategies. This individual will collaborate with the VP of Business Development to determine effective sales and marketing strategies to fit the assigned industry segment. This individual will also be responsible for leadership and management of sales team members (Sr Account Executives). He or she will work closely with Client Services team members to ensure smooth daily operations. KPIs will be determined by Skyline executive leadership (Skyline) and the Managing Director will be held accountable for their performance against these metrics. The successful candidate will promote and live by Skyline’s core values of integrity, people, innovation, and quality. Additionally, the individual must play a critical role in creating and fostering a corporate culture based on these shared core values. This position reports to the VP of Business Development.

Essential Duties/Responsibilities

• Fully engaged and is a strong contributor to the sales organization. Brings functional expertise/leadership, sound judgment and knowledge in helping to execute strategic direction, challenge plans/assumptions and lead a results-oriented culture at Skyline. Actively contributes to the achievement of the company’s goals, mission, and vision.
• Strong managerial presence to help with change management and execute the direction provided by the executive team at Skyline.
• Create a culture that promotes open communication, innovation, celebrating when people make a difference, rewarding people working together and achieving excellence. Creating an environment where people have a sense of pride, loyalty and belonging.
• Plans, leads and manages the sales team to ensure that capacity and requisite skills are aligned with functional initiatives, and company goals. Regularly conducts departmental meetings to review/discuss progress toward team goals/mission critical data/information/company direction and updates/cross-functional activities/insights and solicit input.
• Responsible for the performance and development of account executives. Acts as coach and mentor and leads by example to team members to facilitate/drive the achievement of individual/team business and growth objectives, which are results based. Recognizes and rewards team for excellent performance and results.
• Conduct annual performance reviews with staff following Skyline’s performance review process and merit review guidelines.
• In partnership with the VP of Business Development, develops annual sales plan for the industry segment. Communicate and roll-out annual sales targets and any critical metric determined by the company.
• As assigned, nurture key business partners/accounts to ensure continued growth and reinforcing the company’s commitment to service. Prepares action plans by individual as well as by team for effective search of sales leads and prospects.
• Conducts bi-weekly one-on-one reviews with all account executives to build more effective communication, to understand training and development needs and to provide insight for the improvement of account executive sales and activity performance.
• Conducts bi-weekly industry segment meetings with account executives to deliver performance metrics by segment, business updates and recent highlights.
• Provides timely feedback to senior management regarding performance.
• Assists account executives in preparation of proposals and presentations and coaches account executives on strategic/consultative sales process. Shares “best practice” approaches.
• Participate as needed with account executives in discovery meetings and IDC client visits, account penetration and new business development.
• Participates in sales forecasting activities and sets personal performance goals. Provides support and information to upper management in negotiations and conflict resolution.
• Other responsibilities may be assigned per the needs of the business.

Education/Certification

• Bachelor’s degree or equivalent related experience

Experience

• 5 years in a business-to-business sales environment
• Proven sales management (2 years)
• Successful sales/business development track record

Knowledge, Skills and Abilities

• Strong Skyline brand knowledge and/or general tradeshow knowledge
• Outstanding presentation skills
• Professional appearance and demeanor
• Communication: Capacity to listen effectively; respond clearly and directly, use vocabulary appropriate to the situation; prepare clear, concise reports and records; receive written or oral instructions; use appropriate style, grammar, and tone in informational and formal business communications
• Organizational Ability: Capability to plan, organize and monitor activities according to priorities; establish schedules, deadlines or quotas; coordinate resources toward fulfillment of desired objectives; organize work autonomously or as part of a team; control and/or adapt to interruptions, changes, disorder without losing efficiency or composure
• Decision-Making: Ability to recognize symptoms of problems; gather and analyze information; consider a broad range of issues or factors; grasp complexities and perceive relationships among problems and issues; select the best alternative; make timely, sound decisions even under conditions of risk and uncertainty; sought out by others for advice and solutions
• Customer Service Focus: Ability to build and maintain productive relationships with all customers; able to anticipate and respond quickly to customers’ requests; can ask for and act on customers’ feedback regarding service levels and needs
• Attention to detail/accuracy: Checks and verifies work; pays attention to details; follows up with others to ensure accuracy.
• Commitment to Quality: Able to emphasize the need to deliver quality services; can define standards for quality and evaluate processes and services against those standards

Typical/expected % of overnight travel: 25%

About Skyline

Headquartered in Eagan, Minnesota, Skyline is a leading vertically integrated provider of displays, exhibits, and related services for trade shows and large corporate events. In addition to trade show booth design and build services, Skyline’s solution offerings include installation and dismantle, asset management, exhibit storage, rental and show services. Skyline is a recognized leader in the industry, with an exceptional reputation for quality, design, and service. For more information, please visit www.skyline.com