2+ years as a Sales Manager at Judge or 3 years in external sales management with proven success in high individual production
Demonstrated ability to lead and develop a team of account executives
Experience acquiring and developing mid-market or national accounts
Strong cold-calling and business closing skills
Willingness to consistently travel for client meetings and events
Bachelor's degree preferred
Alignment with Judge's core values of perseverance and collaboration
Responsibilities
Research and target local market clients effectively
Prospect, cold call, and develop new strategic accounts
Conduct in-person meetings and presentations with key clients
Ensure timely updates in the Applicant Tracking System (ATS)
Facilitate regular check-ins with both clients and consultants
Coach and develop the sales team to achieve their goals
Collaborate with recruiting and back-office teams to resolve issues
Benefits
Opportunities for professional development and training
Team-driven environment focused on collaboration
Participation in client luncheons and events
Supportive company culture aligned with core values
Potential for internal mobility across departments
Full Job Description
Overview
Sales Director
Job Description: Responsible for breaking, managing, and growing target accounts within assigned market. Builds and maintains relationships with clients. Collaborates with recruiting and delivery teams to deliver expected results to the client. Manages a team of 4-6 account executives. Promotes One Judge culture of teamwork and collaboration between recruiting, sales, and back office teams. Accountable for individual production and sales direct report team production. Reports to the Branch Director or Managing Director of assigned market
Responsibilities
Sell Judge Staffing Services:
Research local market and create client target list
Create and maintain contact lists
Prospect and cold call potential clients
Break new, strategic accounts within market
Penetrate new business through in-person meetings/presentations with key client managers and senior executives
Assist in the completion of customer requests for bids and proposals
Complete candidate reference checks to generate leads
Generate leads; Review and qualify sales opportunities based on The Judge Group criteria and strategy
Attend and actively participate in daily, weekly, and monthly team meetings
Plan and facilitate events to build relationships and show appreciation for clients
Grow and maintain professional network
Build and maintain strong internal relationships with market recruiters, delivery teams, and back-office support teams
Manage and expand existing client and consult base:
Update Applicant Tracking System (ATS) and other systems with required documentation in a timely and accurate manner
Submit accurate and timely consultant and client information via ATS
Facilitate regular check-ins with clients
Conduct regular check-ins with consultants
Collaborate with other AEs and Directors in identifying opportunities for consultants
Re-market consultants to clients
Host client and consultant luncheons and events to build strong relationships and solicit leads
Proactively partner with recruiting and back office support teams to resolve consultant timecard and payroll issues
Proactively partner with back-office support teams on client billing issues
Proactively partner with Judge's AR team to ensure accounts receivable are in order
Support Market Sales Leader and/or Enterprise Account Manager with QBR preparatio
Process consultant terminations in a timely and accurate manner
Partner with other Judge lines of business to expand revenue
Serve as initial point of escalation for all client and candidate issues related to client account
Responsible for end-to-end client experience, monitoring performance ratios, SLAs, and ensuring overall quality
Team Hiring, Development, and Engagement
Support the hiring, onboarding, and assimilation of new hire account executives with the market team and Judge
Manage sales team performance in accordance with established sales expectations, metrics, and policies
Coach sales team to help them grow customer base, acquire new clients, and expand services at existing clients
Foster and model collaboration within the office, across lines of business, and with back office support teams
Identify team's learning needs and coordinate opportunities
Monitor sales team engagement and address issues
Qualifications
Competencies:
Sales Competencies:
Negotiations
Effective Presentations and Communications
Build and maintain client relationships
Persuades and influences others
Client (or Contractor) Oriented
Collaborative Partner
Leadership Competencies:
Leads and manages others
Develops others
Demonstrates emotional intelligence
Builds a high performing, engaged team
Experience Requirements:
2 years in a Judge Sales Manager role (or 3 years in external Sales Manager role) with proven success maintaining individual production of 10k/week and driving sales direct reports achievement of individual production goals based on role
Proven success leading a team of 2+ account executives who achieved and maintained individual goals
Proven success breaking and developing local mid-market and/or national accounts
Strong desire to make cold calls, prospect, qualify, and close business
Ability to travel extensively within territory and meet and entertain clients including Tradeshows/Conferences, etc.
Bachelor's degree preferred
Embodies Judge core values of perseverance, collaboration, empowerment, caring, and excellence
