Description
The Director Sales Position reports to the CEO
The Director Sales is responsible for managing all aspects of the sales department and lead generation process. Major duties include: achieving sales goals, providing management communications to the Sales department; training & coaching Account Executives; monitoring & reporting on sales metrics; managing marketing communication, and managing the sales administration process.
Responsibilities include:
- Build and maintain a solid sales/lead generation team that exceeds sales goals
- Direct management and oversite of worldwide supplier relationships
- Ensure the sales pipeline remains full with qualified leads & prospects
- Put strategic plans in place on how to grow accounts as well as better ways to prospect.
- Monitor employee productivity and motivate team to reach daily, weekly, monthly and yearly goals
- Coordinate department activities and projects to meet project timelines
- Evaluate and improve sales and sales administration processes
- Large proposal review and approval
- Manage team in accordance with company policies & procedures
- Provide coaching for existing Account Executives, and training for new reps
- Work with the President to determine appropriate staffing levels
- Conduct employee interviews, orientations, and hire/fire staff
- Create employee developmental plans and manage performance/salary reviews
- Resolve interpersonal issues within department and escalate if required
- Schedule and lead department staff meetings, workshops and functions
- Report to the President on sales metrics, opportunities, and threats
- Suggest improvements that can be made to increase value of collateral sales material
- Ensure accurate and complete information is captured in saleforce.com system - provide weekly data quality checks
- Attend industry conferences to exhibit, network, and develop industry expertise
Knowledge, Experience, Skills
- University degree in business or a related field desired
- 6+ years sales experience
- 4+ years work experience in a business-to-business (B2B) sales management environment
- Demonstrable success (i.e. attainment of goals) with managing a sales team
- Familiarity with and demonstrated use of sales process
- Exceptional written and verbal communication skills
- Experience reporting to a senior management team
- Outwardly enthusiastic with the ability to maintain an upbeat and positive attitude at all times
- Ability to work in self-directed, fast-paced entrepreneurial environment
- Highly proficient computer skills including email, MS Word, Excel, PowerPoint, salesforce.com
- Knowledge of marketing automation solutions
Attributes
- Excellent listening skills
- Self-motivated
- Works well on own and with others
- Works well under pressure and meets deadlines
- Problem solving
- Strong interpersonal and communications skills
- Trustworthy
- Ability to persuade and influence
Measures of Success
- Attainment of quota for each sales group
- Acquisition of new customers/logos
- Maintain high percent of customer renewals
- Effective reporting and communications of sales results
- Accuracy of data in CRM
- Quarterly/Annual quota attainment
- Pipeline balance
