Sales Director - IT Infrastructure
Our client, a leading nationwide Cisco Gold Partner, is seeking a Sales Director to join their teams in Ohio and Illinois. Need to have a background in the IT Infrastructure space and experience selling Cisco, Dell/EMC, VMware, Netapp, etc.
This individual?s primary responsibility is overseeing the development and performance of all sales activities in the market. He/She will staff and direct a sales team and provide leadership towards the achievement of maximum profitability and growth in line with company vision and values. The Sales Director needs to develop a successful team by having a focus in targeted recruitment and effective training and skill development. In addition, the Sales Director will strategically manage vendor relationships and sell effectively to meet individual and team sales objectives.
Principal Duties and Responsibilities:
Oversees the daily operations of the sales team to ensure goals and objectives are being met.
? Establish account lists and align sales territories.
? Ensures strategic account plans are developed and completed for top accounts in region.
? Monitors all sales activities within the team to ensure satisfactory account management performance is being consistently maintained and goals and objectives are being met.
? Reviews all current projects to include; invoicing, project milestones, and performance to ensure we are maximizing our sales efforts and meeting quarterly performance objectives.
? Achieves sales and marketing goals by working effectively with internal and external partners.
? Creates and maintains client relationships within the customer base to include; meetings with manufacturers, customers, and vendors to continue and enhance the business and make us the partner of choice.
? Provides RFP assistance and direction to sales and engineering team.
? Approve timecards and expense reports for direct reports in accordance with specified budgets and company policies and procedures.
? Interacts with vendors on a strategic level to plan, manage, and evaluate annual growth objectives for both sides.
? Routinely communicates to vendor partners to ensure plan objectives are being met and create go to market strategies.
? Fosters effective relationships with multiple vendors to increase effectiveness in business growth.
? Ensures sales team is trained on key partner solutions and maintains relevant certifications.
? Executes sales strategy by identifying customer needs and selling the appropriate services.
? Develops business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with vendors or manufactures.
? Maintains a targeted understanding of customers? business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.
? Ability to create a strategic plan with the customer?s executive staff to add value to the customer business and develop a sales plan to meet the customer?s and strategic need.
Meets or exceeds annual sales top line revenue and margin goals as defined by management.
? Manages individual sales objectives to include sales orders and billing activities to support quarterly goals.
? Manages on-going customer account maintenance to include, updating account information in internal systems and resolving customer satisfaction issues.
? Works with inside sales team to ensure that quotes are provided and order requests are processed accurately.
? Works with engineering team to accurately scope projects.
? Maintains relationships with all levels of customer contacts, but has a focus to maintain executive level (Director and above) relationships.
? Manager past due invoice resolution with accounting to ensure proper collections.
Human Resource Leadership & Development
? Ensure each staff member completes Career Development Plan and reviews quarterly at a minimum.
? Educates team on sales, technical, and business acumen to better support customer needs.
? Mentors and motivates sales team members to ensure satisfactory performance.
? Ensures training and development on reporting and metrics management, internal systems and processes to enhance the accuracy of sales forecasts and processes.
? Continuously drives recruiting efforts and leads interviewing efforts to ensure a continuous pool of candidates and to find and select the most qualified sales candidates.
? Manages and educates team on account mapping, marketing, planning, and execution to further enhance go to market strategies.
? Reviews and completes annual performance appraisals for direct reports in accordance to policy and procedures.
? Monitors staff development objectives to include, sales training and certifications to ensure and maintain a qualified sales staff.
Strategic Planning & Presentation
? Provides accurate weekly, monthly and quarterly sales forecasts and manages individual and team pipelines at all stages to ensure we are meeting goals and objectives.
? Understands market trends and trains internal and external partners on business opportunities.
? Conducts weekly sales commitment calls on both regional and corporate levels to ensure effective strategies are being deployed.
? Reviews company, territory, regional and individual progress updates with team members.
? Excellent oral and written communication skills
? Presentation and public speaking skills
? Mentoring/coaching skills
? Customer focused
? Knowledge of basic economic and accounting principles and practices.
? Knowledge of administration and management principles, specifically in; strategic planning, resource allocation, leadership technique, and coordination of people and resources.
? Knowledge of human resource principles and procedures to include; personnel recruitment, selection, training, and development.
? Ability to work closely and effectively with members across departments and at all levels of the organization.
? Bachelors degree or equivalent experience and/or military experience
? Minimum of Seven (7) years of experience in outside technology sales experiencerequired
? Five (5) years of experience in technology sales management is preferred
? Experience with compute, storage and networktechnologies in complex organizations
? Experience working with EMC and/or Cisco
? Proven leadership and ability to drive sales team