Director, Sales

Overview

The Director, Sales is responsible for managing National Account Managers to ensure the profitability, sales revenue growth, and the overall strategy is executed. This position must meet their assigned Gross Profit (GP) target consistently while searching for growth opportunities with existing customers and new logos. This role manages, mentors, and develops a team.

• Consults, designs, supports, and manages sales of customer activity involving all products and services offered by the company with primary focus in designated region
• Manages, trains, advises, and motivates assigned team members to their full potential
• Develops and maintains strong relationships with key customers, ability to present to customer in‑person or virtually
• Ensures strong, effective market share of the products and services by providing direction and information on the products and related services
• Develops and maintains technical competency in all products and services offered through C1
• Prepares sales forecasts, budgets, quotas, and other projections on a monthly basis
• Analyzes sales records and trends in relation to objectives and competitive activities; takes or recommends necessary corrective action to Regional Vice President (RVP)
• Develops a Business Plan for area of responsibility that is consistent with short‑range and long‑range company objectives
• Keeps RVP informed of economic, customer/competition situations, customer's business issues and interests, and generates a strategy that will achieve business objectives
• Uses partnership programs, works with customers and their other product and service partners
• Manages Client Executives to be successful with all service offerings from all C1's business partners
• Maximizes Client Executives' results through continuous and proactive feedback
• Expedites the resolution of customer problems/complaints effectively
• Keeps well informed on industry changes, participates where possible in organizations directly involved with C1's target markets, and continually works to improve sales techniques and sales knowledge
• Works independently and as a team member with various organizations and/or functions throughout the company to achieve company objectives
• Adheres to company policies, procedures, and objectives, and is always prepared to accurately discuss these policies with NAMs as well as our customers
• Creates innovative solutions concepts
• Maintains strong customer relationships at an executive level
• Identifies strength and weaknesses within a team and works with extended teams to improve their skills
• Manages a multi‑vendor plan and relationships (OEMs)
• Recognizes talent and potential talent to develop a successor and bench
• Seeks the right talent on a continuous basis (i.e., recruitment and retention)
• Executes both, the art and sciences, selling and uses specific sales methodologies
• Determines what is important and what isn't by helping NAMs to qualify deals for customers worthy of pursuit
• Holds team accountable to tactical execution
• Manages deals effectively and understands the process flow

• 7+ years of prior successful direct selling experience
• 3+ years in a Services/Sales Support management role or related experience
• 5+ years of supervisory experience
• Proven ability to maintain partnership programs with customer and their other service providers
• Knowledge of collaboration technology, including Cloud, Cybersecurity, Enterprise Networking, Data Center, and/or Unified Communications solutions
• 4-year college degree in Business or equivalent in experience
• Must be "total" team player and look at the constant "big" picture for success
• Strong problem solving, decision‑making, and negotiation skills
• Strong presentation, verbal and communication skills
• Demonstrated sales ability and technical aptitude
• Proficient with Microsoft Word, Excel and Outlook
• Previous experience working in a telecommunications industry
• Strong territory management background to include, growth plans, staffing, coaching, to exceed quotas
• Strong skills in developing and maintaining customer relationships at an executive level
• Excellent coaching skills to enable strengthening team
• Creative, innovative, resilient and…