JPC -1457 - Director, Sales & Marketing

Overview

Our client is looking for a Director of Sales and Marketing to join their team.

Reporting to the President, the Director of Sales and Marketing, will lead and manage the Sales and Marketing team. The candidate is responsible for (i) establishing and maintaining strategic relationships with key client executives and contacts; (ii) managing the members of the assigned sales and marketing Team, (iii) assisting Team members with attaining their individual Annual Sales Quota, and (iv) ensuring that the Annual Sales Quotas of the Team are reached.

The Director of Sales and Marketing will also be responsible for overall account management of all existing customers, supporting the sales team as they sell our products and services. This includes day-to-day oversight and support of all sales team employees as they follow up with existing accounts in the region, providing direction as it relates to our company, products, and pricing. The ideal candidate will create strong value propositions through solution selling to win sales from both new and existing customers. They will also have strong negotiation and closing skills, along with the ability to manage and motivate the sales team

Responsibilities:

• Develop and execute sales and marketing strategies with the Sales and Marketing Team. Ensure alignment of strategies with Product Management, R&D, Professional Services, and Support Teams to achieve Company strategic objectives.
• Establish sales targets and commission plan and work with the Team to ensure targets and key performance indicators are achieved, providing coaching and performance management as necessary
• Maintain a clean and accurate pipeline in CRM that provides management with detailed forecasts on a monthly, quarterly, and annual basis that will demonstrate how you will meet your sales objectives.
• Work with the Team to provide tailored presentations that showcase product differentiators and meet the specific key drivers required to win the business and successfully close sales.
• Establish strategic and professional relationships with key decision makers. Build Relationships in order to gain trust and position products as a solution sale that meets the customer/prospect’s determined strategic needs and goals.
• Maintain existing client relationships by offering continued guidance, recommendations, and best practices based on Industry expertise.
• Demonstrate knowledge of account management, and the processes and procedures specific to each managing existing customer accounts: identification of strategic objectives for each account, areas of concern, business drivers, etc.
• Identify business opportunities and threats through industry/account research. Monitor market/industry trends and advise on customer perspectives, key drivers, etc.
• Analyze competitors and ensure competitive strategies are in place for new and existing products and services
• Review sales processes, identify gaps, and implement improvements to increase efficiencies. Create diligence around sales processes, practices, and reporting
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks
• Present on behalf of the organization at conferences, trade shows, client engagements, etc.
• Complete required training and development objectives within the assigned time frame.

Qualifications:

• Has 8+ years of experience in progressive roles within a sales environment and 4+ years of experience in leadership, with experience building and leading a high-performing sales team and delivering stellar revenue growth results in a similar software environment
• Can demonstrate success managing sales organizations within a rapidly evolving, fast-paced environment
• You have a data-driven mindset and the ability to use the information to shape recommendations and practices.
• You've built strategic plans, using a data-driven approach and focused on metrics.
• Proficiency in strategic selling principles and tools; prior experience conducting sales training
• Has an excellent understanding of CRM tools and can easily report and leverage such systems to build sales funnels and analyze data
• Strategic selling skills and business planning.
• Proven track record of hitting or exceeding annual quota along with the ability to train others
• Solution selling experience preferred, with strong leadership skills
• Experience within complex selling environments.