Enterprise Sales Director to work hybrid/remote with our dynamic Sales team based out of Atlanta, GA.
Our Enterprise Sales Directors are expected to disrupt customers' thinking, build consensus for our solutions, and secure deals. They're empowered to make their own decisions that grow their business, but they don't have to do it alone. They will have the support of an entire organization that's as hungry as they are and is equally passionate about using our technology to help our customers save the day.
We are looking for a like-minded leader who shares our passion for success and who loves to challenge the status quo. If you're excited about having a variety of large markets where you'll always have a challenge waiting, you're passionate about letting the data guide you, and you're not fan of lethargic processes or red tape, this role might be a good one for you.
Essential Duties and Responsibilities:- Design and implement sales strategies to ensure the company meets its revenue objectives by growing mostly new customers and working upsell/cross sell opportunities with existing customers.
- Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to IntelliTrans' solutions.
- Coach customer stakeholders and build consensus for IntelliTrans' solutions.
- Increase IntelliTrans' revenue and deal size through the sale of solutions, services, and systems.
- Proactively identify, pursue, forecast, and maintain a pipeline of potential targets that meet or exceed established goals via prospecting, networking, and referral activities.
- Independently and collaboratively strategize for solving deal-level challenges.
- Regularly update CRM system with the latest customer information and use customer intelligence for account planning purposes.
- Collaborate with Marketing to ensure consistent messaging to customers and help them gather voice of the customer information when needed.
- Develop the means to reliably anticipate and understand market trends, customers' business models, issues, and needs
- Willingness to travel up to 65% within North America
- Other business development related responsibilities as determined by the Director of Sales & Marketing
Education: - Bachelor's Degree in any discipline with a strong academic track record or equivalent work experience
Experience: - At least 8 years of commercial experience in any industry where you successfully drove significant growth through the value that you brought to customers & prospects.
- Proven track record in generating profitable revenue growth and retaining existing customers.
- Entrepreneurial attitude; highly competitive externally not internally.
Competencies- Strategic Thinking - Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
- Communication - Tailors communication to the customer's needs with authority; effectively delivers presentations and has strong verbal and written communication skills
- Interpersonal Influence - Uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations in their favor
- Networking - Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success
- Ownership - Goes out of their way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision
- Workflow Management - Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic timeframe
Desired Skills: - Must have strong problem-solving skills and the ability to anticipate and respond quickly to sales & service issues.
- Extraordinary value communication and presentation skills, both internal and external.
- Highly developed consultative selling skills (strong negotiating skills, persuasiveness, ability to close the deal).
- Develop and articulate an in-depth knowledge of the company's product and services.
- Possess the highest level of integrity and character, strong work ethic.
- Strong relationship builder, both inside and outside the company.
- Adaptable and flexible to maintain perspective and cope effectively while juggling multiple objectives, changing priorities, and issues successfully in a complex environment.
- Delivers on customer expectations and communicates good and bad news in a proactive manner.
- Intellectually curious and open minded including an interest in learning all aspects of the business, our industry, and the industries of our customers.
- Previous experience selling complex and robust solutions to enterprise level customers, preferably in supply chain/logistics industry.
