Only "A" Players Need Apply...: 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