Director of Sales

JOB SUMMARY: The Director of Sales is responsible for directing, coordinating, training and supervising all Creative Account Directors, Creative Account Managers, Program Coordinators and Administrative Assistants in all sales-related activities. He/she will secure and retain business for Blueprint Studios through professional, creative, consultative, proactive sales activities directed at decision makers and decision influencers at existing and new customer accounts. He/she is also responsible for generating new business to ensure that revenues meet or exceed budget targets. He/she will ensure that optimal organizational design, developmental structures, and processes are in place for all sales related functions (prospecting, creative proposal writing, contract negotiation, sales presentations, client services, revenue/profitability management, support of client relations) and position Blueprint Studios as a primary or preferred provider for special event décor, event rentals, scenic fabrication, and event graphics within our target market segments.

ESSENTIAL JOB FUNCTIONS:

At Minimum Duties & Responsibilities

• Supervise, administer and ensure timely completion of all activities of the Sales Department.
• Develop a full working knowledge of the operations of the company, including Field Operations, Warehouse Operations and all Design Studios.
• Develop a complete knowledge of company sales policies and SOP, as well as ensure knowledge of and adherence to those policies by the sales team.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed set revenue and job profitability goals.
• Operate the Sales Department within established sales expense budget.
• Work with cross-functional leaders to promote effective relationships at all levels to optimize and leverage the combined efforts of internal stakeholders, such as design studios and operations departments.
• Own and improve our sales methodology.
• Partner with client delivery and support teams to ensure an end to end customer engagement lifecycle.
• Continue to grow and evolve our strategic account management program.
• Drive a cadence of reporting and reviews in conjunction with sales management.
• Oversee and monitor the lead opportunity and business conversion statistics. Report on weekly findings back to ownership and leverage to help drive strategic changes for future.
• Oversee and monitor new strategic account review programs.
• Own and develop sales process tools and sales process training.
• Develop scalable and compelling training materials to drive sales process excellence.
• Collaborate with product marketing, delivery, and support organizations to build sales process tools and training programs.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within our market segments and ensure that the Sales Team is held accountable for those accounts within their respective market segments.
• Prepare all required reporting materials to ownership in a timely manner.
• Conduct weekly sales meetings with an established and purposeful agenda that drives the sales and services effort.
• Conduct daily Business Review meetings meeting with Sales Team.
• Motivate, coach, counsel and discipline all Sales Department personnel according to Blueprint Studios employment practices.
• Develop and maintain a fully engaged client feedback program (CRM Lifecycle) that includes consistent post-event (experience) follow-up.
• Conduct a professional, thorough site inspections with clients, exhibiting key features and benefits of the company and ensure that all Sales Managers conduct thorough site inspections.
• Write written and pictorial creative proposals that are reflective of company's style and positioning (and the client's needs) in various market segments. Develop standardized creative proposal formats for the team.
• Develop strategies to increase market share from competitors when revenue penetration goals are not being met.
• Become a key operator of the company's sales management systems (SIRIUS & SALESFORCE) to manage revenue and maximize profits, including (but not limited to) generating reports, entering business, blocking event elements, product lifecycle statistics and revenue management.
• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
• Coordinate preparation of the annual revenue budget.
• Coordinate preparation of the annual Marketing Plan.
• Coordinate and direct preparation of the monthly Sales revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
• Meet and greet client contacts in studio showroom and in the field during event installations.
• Develop networking opportunities through active participation in community and professional associations activities and events.
• Entertain clients.
• React to negative trends in the market place by implementing campaigns or promotions.
• Handle inquiries as part of your individual annual revenue quota.
• Maintain pre-established individual revenue quota.
• Perform other duties as requested by management.

QUALIFICATIONS:

At Minimum Training, Education & Experience

• At least 6 years of progressive sales experience
• A bachelor's degree from an accredited university with a focus in Business, Communications, or Hospitality. (Master's Degree in a related field is a plus)
• 4 years of Sales Management experience required.
• Must be proficient in all business technology software.
• Maintain a creative mindset, with the ability to understand and correctly represent different trends in the special events industry and able to recognize the esthetic of our customers.
• Exceptional influential and leadership skills with strong experience in successfully managing, coaching and developing a team of professionals.
• Ability to drive short-term and long-term results in a complex, developing organization.
• Experience developing and driving successful business plans.
• Proven ability to understand, synthesize, articulate and apply sales and marketing concepts in a diverse selling environment.
• Ability to quickly react to changes in the market place and adapt accordingly.
• Exceptional negotiation, analytical, problem solving, presentation and sales skills.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and genuine manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees & customers.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Attend all required meetings and trainings.
• Willingness and ability to work flexible hours when needed.
• Must be able to maintain confidentiality of information.
• Key Related Industries: Hospitality Management, Corporate Destination/Travel Management, Special Events Production, Rentals Industry, Design & Furnishings Industry.

PHYSICAL REQUIREMENTS:

Work Environment/ Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to ensure individuals with disabilities can perform the crucial functions.

• While performing the duties of this job, the employee is frequently required to sit, talk and hear.
• Prolonged periods sitting at a desk and working on a computer.
• The employee is required to stand, walk, and use hands to finger, handle, feel, reach with hands and arms, stoop, kneel, crouch, climb or crawl.
• The employee may need to lift and/or move up to 50 pounds.
• Specific vision abilities required by this job include close vision.
• The noise level in the work environment is usually minimal to moderate.
• The temperature will vary from hot to cold depending on the weather and/or inside temperature controls.

EMPLOYEE BENEFITS

Full-time employees are eligible for benefits the first of the month after 60 days of employment. In addition to paid holidays and up to 14 days of paid vacation your first year with us, we offer the following benefits:

• Health Insurance
• Dental Insurance
• Vision Insurance
• Pet Insurance
• Company-paid life insurance with additional insurance available
• Short & Long-term Disability Insurance
• Accidental and Critical Illness Insurance
• 401k Plan
• Employee Assistance Program (EAP)
• Employee Discounts
• A Great Team Environment!