Memo To: Gary Stevens, CEO Re:Career Development Plan/New Sales Team Date:July 27, 2009 As the newly promoted Regional Sales Manager for ITessentials, I have been given the responsibility of formulating a new sales team for our new office that is opening up in Nashville, TN in the next few months. In this memo I will discuss five job descriptions of the positions that will initially open up the office. I will be doing internal interviews to fill the positions first, and then external interviews if needed.
Also included will be the training program for new and current employees; methods for evaluating employees and a discipline process; benefit and incentive packages; and some strategies for managing career development. Job Descriptions and Qualifications After careful consideration I have come up with the five positions that will be opening up the new Nashville office. These positions are a Sales Manager, Account Executive, Recruiter, Level 1 help desk/pc tech support, and an office administrator. The job descriptions are list below: Sales Manager
The Sales Manager will be responsible distribution or movement of IT staffing services of the Nashville office. They will coordinate the sales distribution by establishing sales territories, quotas, goals, along with making sure the training programs for employees are carried out. The Sales Manager will also be responsible to help account executives grow their territories. Other responsibilities will be to help resolve customer complains regarding sales and service, and to determine pricing and discount rates. They will also be responsible to communicate to me daily and weekly branch activities.
The job qualification I am looking for are listed as followed: • 4-5 years IT sales experience with a good proven track record • Team player • Very competitive • Ability to speak and communicate clearly (orally and written) Account Executive The account executive will be responsible to grow their assigned territory by cold calling and going on client meeting to obtain open positions in the IT Department that need to be filled. Job qualifications for the account executive position are: • At least 1 year of business to business sales (preferable IT staffing sales) • Strong work ethic Loves a fast pace, competitive environment • Able to work on the phone as well as go on client visits • Must have a Bachelor’s degree Recruiter The responsibilities of the recruiter will be to aggressively recruit, qualify and market candidates to our clients; present suitable candidates for contract and contract-to-hire position in the timeframe requested by the client; qualify technical professionals for skill, proficiency and suitability; personally meet with candidates; and conduct the final paperwork for candidates that get hired to fill open positions.
The qualifications for this position are: • At least one year of sales/recruiting experience • Strong work ethic • Good communication skills • Bachelor’s degree Help Desk/PC Tech This position will require a person to diagnose hardware, software, printing, and network connectivity issues including the LAN/WAN, VPN, and Windows XP environment. Some of this will be done over the phone, because they will be supporting the new Nashville office as well as our Memphis office. Some other responsibilities will be to set up computers and passwords for new employees.
This is not a 24×7 environment, but at times there may be a need to be on call. The qualifications for this position are: • Minimum of 2 years experience of level 1 help desk experience both over the phone and onsite in person. • Experience with an incident tracking tool • Flexibility to work 1st or 2nd shift • Microsoft certification and A+ certification is a plus Office Administrator The office administrator will be in charge of answering the phones and doing the payroll for the Nashville branch.
This responsibility includes making sure all contractors working for the Nashville office have their hour in our tracking systems for the week. Every day administrative tasks are included in the description as well. Qualifications for this position are: • 1 year experience answering phones • Experience with payroll and varies administrative tasks • Strong communication skills I feel that these positions will give the new Nashville office a good base to get things moving in the right direction.
As the office grows I will look to expand the sales force and recruiters accordingly, but as for now I feel we have a good start. Training Program With regards to the training program, I have a vision of an ongoing program. There is no actual product to train on, but rather techniques on how to sell IT staffing solutions. As new employees hired in they will be assigned to a senior level account executive which will serve as a mentor. They will be there to answer questions and to role play sales situations to help get the new account executives ready for situations that may happen when out in the field.