Director, Sales Client Development

Our client is the world’s leading provider of on-demand Employee Spend Management services.  We are searching for a Director of Client Development.  This position can be seated anywhere in the United States.

Job Overview:

Responsible for meeting and/or exceeding the Company’s annual revenue and booking quota for assigned segment. Responsible for hiring, training, developing and managing a successful team of Sales Executives that consistently exceeds annual revenue quota for the assigned region. Responsible for regional sales and assisting with account management and customer satisfaction.

Responsibilities:

Directs the activities of Regional Sales Executives within assigned region to ensure that company revenue goals and objectives are exceeded.

• Establishes department measurements to manage and report progress toward revenue plan goals.
• Regularly participates in sales and coaching calls.
• Coaches and mentors assigned Regional Sales Executives to develop their skill and knowledge of software products and sales techniques.
• Establishes and maintains processes that generate strong customer satisfaction.
• Consistently negotiates and closes new business.
• Develops and maintains a business, sales and marketing plan for assigned region.
• Accurately and consistently forecasts monthly, quarterly, and annual revenue numbers for assigned region.
• Documents all sales contacts and activities using sales tools and systems.
• Effectively demonstrates and presents the software solution.
• Develops sales strategies that link prospect’s business driver to the software solution.
• Establishes feedback mechanisms from customers, prospects, and partners to the marketing department.
• Develops and maintains strong alliance partnerships within the assigned region.
• Provides constant feedback to Sales management on the territory environment.
• Shares input with other departments in preparing sales materials and technical publications.
• Responsible for the overall direction of Client Development Sales Executives in assigned territory.
• Selects, manages, trains and coaches departmental personnel.
• Identifies and supports opportunities for the training and professional development of department personne
• Conducts performance appraisals in accordance with corporate guidelines.
• Operates under little supervision.
  

Education, Experience & Training required:

• BA/BS in a business or a technical related field of study or equivalent work experience.
• Five plus (5+) years of successful experience selling software products.
• Three plus (3+) years of successful experience managing a sales team.

Job Specific Specialized Knowledge & Skills:

• Demonstrated ability to consistently generate revenue and exceed quota by identifying, qualifying, and closing new business.
• Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
• Demonstrated knowledge and ability to implement a successful sales process that generates revenue.
• Demonstrated knowledge of software direct and re-seller sales channels.
• Strong ability to create sales presentations messages, position statements, and other sales collateral.
• Demonstrated ability to accurately forecast revenue monthly, quarterly, and annually.
• Proven ability to successfully manage a regional budget.
• Demonstrated ability to successfully negotiate complex contracts.
• Demonstrated ability to establish and maintain an effective follow up system to ensure timely and accurate handling of information requests.
• Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented.
• Excellent communication skills, both verbal and written.
• Demonstrated ability to read, analyze, and interpret complex contracts, proposals, and other sales related documents. Successful experience creating and presenting sales programs to a diverse audience.
• Ability to perform in a dynamic and fast-paced environment.

Critical Performance Competencies:

• Leads by example
• Develops employees into positions in which they can succeed
• Build and maintain strong cross functional relationships.
• Provides a strong and positive role model and sets an example for employees
• Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
• Builds and maintains trusting relationships with associates and customers
• Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support
• Listens with objectivity and checks for understanding
• Competitive, high achiever
• Holds self accountable for results
• Conveys a sense of urgency and drives issues to closure
  

Value Competencies:

• Displays passion for & responsibility to the customer
• Hires, develops & rewards great peopl
• Displays leadership through innovation in everything you do
• Displays a passion for what you do and a drive to improve
• Displays a relentless commitment to win
• Displays personal & corporate integrity

Please send resumes to cheryl@pullmanblaine.com