Cherry Hill, NJ, United States
Executive, Manager, Sciences
We are North America\u2019s leading security services provider with over 200,000 phenomenal employees. At Allied Universal, we pride ourselves on fostering a promote from within culture. There are countless examples of individuals who began their career as Security Professionals and today hold positions on our senior leadership team. In fact, over 65% of our managerial positions are filled by internal candidates.
For all full-time positions, we offer medical, dental and vision coverage, life insurance, 401K, employee assistance programs, company discounts, perks and more! We also offer part-time and flexible schedules! Start your phenomenal career with Allied Universal today!
Primary Purpose and Function
Allied Universal is hiring a Director of Strategic Solutions (\DSS\) for the Mid-Atlantic Region. The DSS provides regional sales leadership, industry thought leadership, Sales Professional coaching, cross-selling expertise and account management guidance in order to increase sales. The DSS reports to the Vice President of Sales (\VP Sales\) for the systems integration division and has a dotted line relationship with the guard services Regional President in the Mid-Atlantic Region. The DSS has four primary areas of responsibility, which may change from time to time:
Proactive engagement of existing guard customers in order to facilitate cross-selling of systems integration;
Oversight of Securadyne's Account Management Methodology (AMM), including most notably the systematic development and execution of Account Development Plans (ADPs) for all newly acquired customers and for the top 25 systems integration accounts;
Leading the successful capture of large (>$lMM) competitive proposals as identified by the VP of Sales, EVP of Operations and/or President; and
Assisting Regional Presidents, Vice Presidents, Client Managers, Business Development
Managers and Sales Professionals with strategic sales opportunities as needed.
Facilitating systems integration cross-selling solutions to current and prospective guard customers is of utmost importance to the Company relative to future growth and competitive differentiation. The DSS will serve as one of the Company's primary facilitators of cross selling. In this capacity, the DSS will proactively engage internal Company representatives from both guard services and systems integration in order to analyze the customer base, prioritize targets for cross-selling and engage with those customers in order to generate demand for an end-to-end solution. As customer interest is created, the DSS will lead the systems integration proposal development process through multidisciplinary teams comprised of guard services Client Managers and Business Development Managers, and systems integration Sales Professionals, Solutions Architects and General Managers.
The DSS is well versed in corporate security best practices and understands end-user operational synergies that can be created through leveraging technology. The DSS also leads diverse teams in the pursuit of large, competitive and complex systems integration sales opportunities.
The DSS works collaboratively with the VP Sales to develop go-to-market strategies, competitive differentiation themes, demand generation initiatives and other strategic initiatives. The DSS works directly with Sales Professionals as needed to develop selling skills and tactics. The position carefully tracks and routinely reports on cross-selling initiatives, large sales opportunity pursuits, sale funnel development and other key performance indicators.
Essential Functions and Responsibilities
Provides strategic direction and tactical management to Sales and Sales Support organizations
Responsible for regional achievement of bookings and booked gross margin targets as established by the VP Sales
Conceives cross-selling solutions comprised of guard services and electronic security systems through the proactive engagement of internal and external resources
Provides oversight and compliance assurance for the Company's Account Management
Leads, oversees and/or assists multi-disciplinary capture teams in pursuit of large, competitive new business opportunities
Helps ensure institutionalized usage of, and compliance with the Company's CRM platform, workflow and policies
Provides sales training and professional development to General Managers and Sales
Engages with key customers as needed to ensure relationship viability, resiliency and profitability
Routinely compiles and analyzes market data in order to increase competitiveness
Knowledge and Skills
Deep, comprehensive understanding of corporate security best practices
Strong analytical decision-making capabilities
Complex business case development and analysis
Large capture management methodologies (i.e. Shipley, etc.)
Bachelor of Arts or Bachelor of Science degree
Self-motivated with the ability to motivate and influence others
Ability to travel (50-60%)
Electronic security systems sales management experience: 7 years
In-depth knowledge of security system design best practices and product applicability
Ability to lead diverse teams of business development professionals, technical designers and engineers
Ability to simultaneously manage multiple large, complex engagements
Excellent written and verbal communication skills; superb oral presentation skills
Allied Universal provides unparalleled service, systems and solutions to the people and business of our communities, and is North America\u2019s leading security services provider. With over 200,000 employees, Allied Universal delivers high-quality, tailored solutions, which allows clients to focus on their core business. For more information: www.AUS.com.
We proudly support the Veteran Jobs Mission, a group of over 200 companies that have committed to collectively hiring a total of one million military veterans. EOE/Minorities/Females/Vet/Disability Allied Universal Services is an Equal Opportunity Employer committed to hiring a diverse workforce.
Website : http://www.aus.com
Allied Universal is a leading facility services company, and the largest security services provider in North America. With over 140,000 well-trained employees, Allied Universal provides unparalleled security services and solutions to serve, secure and care for the people and businesses in our communities. Headquartered in Santa Ana, Calif., and Conshohocken, Pa., Allied Universal combines people and technology to deliver tailored solutions that allow clients to focus on their core business, achieve goals, seize opportunities and exceed stakeholder expectations. Allied Universal’s divisions include Security Services, Security Systems, Janitorial Services and Staffing Services. In all aspects of our business, relationships with our employees and clients are at the heart of everything we do, every day. Allied Universal was formed in August 2016, through the merger of AlliedBarton Security Services and Universal Services of America. This brought together two industry leaders, combining best practices, experience and expertise to provide even greater support to clients and employees.