Job DescriptionThe
Senior Director, Virtual Sales is a strategic leadership role responsible for accelerating revenue growth, expanding market presence, and leading the organization's virtual selling capabilities. This role oversees a high-performing virtual sales team while driving business development initiatives that secure new clients, expand existing partnerships, and increase overall profitability. The incumbent will establish and execute a national virtual sales strategy, leverage technology-enabled selling solutions, and build strong relationships with customers, prospects, and internal stakeholders. This leader will serve as a key contributor to the organization's growth agenda through both customer development and new business acquisition.
ResponsibilitiesStrategic Leadership - Develop and execute national virtual sales and business development strategies that align with corporate growth objectives.
- Establish annual revenue, growth, client acquisition, and profitability targets for the virtual sales organization.
- Identify emerging market trends, customer needs, and growth opportunities to strengthen competitive positioning.
- Collaborate with executive leadership to support long-term sales and business expansion planning.
- Lead change management initiatives that enhance sales effectiveness, customer experience, and operational efficiency.
Virtual Sales Leadership - Implement best practices for remote selling, digital engagement, and virtual relationship management.
- Develop sales processes, performance metrics, and account management standards that drive consistent results.
- Leverage CRM systems, AI-enabled selling tools, analytics, and sales technologies to improve productivity and customer outcomes.
- Monitor sales performance and pipeline health, providing regular updates and recommendations to senior leadership.
Business Development & Revenue Growth- Develop and maintain a robust pipeline of new business opportunities across priority markets and customer segments.
- Identify, pursue, and secure strategic partnerships and new client engagements.
- Lead proposal development, contract negotiations, and sales presentations for prospective clients.
- Expand existing customer relationships by identifying opportunities for cross-selling and upselling services and solutions.
- Partner with commercial teams to execute lead generation and customer acquisition strategies.
- Represent the organization at industry events, conferences, and customer meetings to strengthen market presence and generate new business opportunities.
Customer & Partner Management - Build and maintain executive-level relationships with key customers, strategic partners, and prospects. 2. Serve as a trusted advisor by providing strategic insights and solutions that support customer business objectives.
- Ensure exceptional customer experience throughout the sales lifecycle and account development process.
- Address escalated customer issues and develop solutions that strengthen long term partnerships.
Qualifications- 15+ years of progressive sales leadership experience.
- 10+ years leading virtual, inside sales, or remote commercial teams.
- Proven success developing and executing business development strategies that drive revenue growth.
- Demonstrated experience acquiring new clients and expanding strategic customer relationships. Experience leading sales cycles, contract negotiations, and enterprise-level customer engagements. Experience managing sales pipelines and forecasting processes.
Knowledge, Skills & Competencies - Strategic sales leadership and business planning.
- Business development and new client acquisition expertise.
- Strong virtual selling and digital engagement capabilities.
- Exceptional presentation, negotiation, and influencing abilities.
- Financial acumen and experience managing revenue and profit objectives.
- CRM, sales analytics, and pipeline management expertise.
- Strong analytical, relationship-building, and decision-making skills.
Success Measures - Achievement of revenue and profitability targets.
- New client acquisition and business development results.
- Growth of strategic accounts and customer retention.
- Pipeline conversion and sales velocity metrics.
- Customer satisfaction and partnership growth.
Physical Requirements - Sit for extended periods (typically 6+ hours per day).
- Use a computer, including keyboard and mouse, for prolonged periods.
- Lift and carry light items (e.g., files, office supplies, laptops, typically 20+ pounds).
- Reach, bend, or stoop occasionally to access files or office materials.
- Maintain focus and attention for long periods of desk-based work.
- Follow clear directions.
- Perform repetitive motions (e.g., typing, clicking) consistently throughout the day.
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