Director, Sales

General Summary:

The Director of Sales is responsible for leading a team of entry level to experienced professionals focused on closing new business in a manner that aligns to the Go-To-Market Strategy (GTMS) as well as designing and executing sales processes, achieving sales targets, and empowering the organization to close all go to market opportunities. This role supports the Sales team to create and execute strategies to drive demand and maximize the conversion of leads to contracts.

Essential Duties and Responsibilities:

• Sets goals and objectives for team members for achievement of operational results
• Typically manages a department or small unit that includes multiple teams
• Influences others to accept practices and approaches • Communicates and influences executive leadership
• Owns short to mid-term execution of functional strategy and the operational direction of the Sales team
• Leads and prioritizes the daily activities of the team
• Manages, mentors, and coaches to develop a collaborative and dynamic team
• Coordinates cross-functional communication to align on initiatives and strategies to drive efficiency
• Establishes sales objectives by forecasting and developing annual sales quotas for department
• Maintains professional and technical knowledge by attending tradeshows, reviewing professional publications, establishing personal networks, and participating in professional associations
• Meets with key clients and mentors sales representatives to maintain relationships and negotiate and close deals
• Helps identify and sets annual business unit and territory plans by developing strategy, tactics, sales plans, and profit targets
• Identifies key trends in the market and discusses impact on GTMS with the Leadership team
• Projects expected sales volume and profit for existing and new products • Creates strategies and tactics and works with the Sales team to maximize the conversion of leads to contracts
• Manages the efficiency and effectiveness of sales processes, including proposal generation and contract creation and processing
• Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
• Monitors and makes suggestions regarding selling prices by analyzing costs, competition, and supply and demand
• Maximizes new business development opportunities

Knowledge, Skills, and/or Abilities Required:

• Exceptional leadership and customer service skills
• Ability to address complex problems that often require extensive investigation and analysis
• Willingness to work in a team environment
• Strong organizational skills to give the team direction
• Professional presence suitable for interaction in meetings, in-person, or via email, as well as at internal and external facing events
• Excellent presentation and communication skills
• Proven ability to articulate the distinct aspects of services and products
• Ability to effectively present key materials, negotiate with partners, and build strong interpersonal relationships
• Strong ability to interact positively and effectively with peers, subordinates, management, and external business contacts
• Ability to work effectively across multiple business units and target markets to drive results
• Ability to select, coach, and, when necessary, dismiss staff

Educational/Vocational/Previous Experience Recommendations:

• Bachelor’s degree in related field or equivalent business experience 
• 8+ years of relevant experience
• 5+ years of managerial experience
• Experience coordinating trade and customer events

Working Conditions:

• Onsite/Hybrid depending on location 
• 0-10% travel may be required