Director, Sales

Overview

Summary

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

• Consult, design, support, and manage sales activities involving all products and services offered by the company with primary focus in designated region
• Manage, train, advise, and motivate assigned team members to their full potential
• Develop and maintain strong relationships with key customers, presenting to customers in person or virtually
• Ensure strong, effective market share of the products and services by providing direction and information on the products and related services
• Develop and maintain technical competency in all products and services offered through C1
• Prepare sales forecasts, budgets, quotas, and other projections on a monthly basis
• Analyze sales records and trends in relation to objectives and competitive activities; recommend necessary corrective actions to the Regional Vice President (RVP)
• Develop a Business Plan for area of responsibility consistent with short‑range and long‑range company objectives
• Keep RVP informed of economic, customer/competition situations, customer business issues and interests, and generate a strategy that will achieve business objectives
• Use partnership programs, work with customers and their other product and service partners
• Manage Client Executives to succeed with all service offerings from all C1 business partners
• Maximize Client Executives' results through continuous and proactive feedback
• Expedite resolution of customer problems/complaints effectively
• Keep well informed on industry changes, participate where possible in organizations directly involved with C1's target markets, and continually improve sales techniques and sales knowledge
• Work independently and as a team member with various organizations and/or functions throughout the company to achieve company objectives
• Adhere to company policies, procedures, and objectives, and be ready to discuss these policies with NAMs and customers
• Create innovative solutions concepts
• Maintain strong customer relationships at an executive level
• Identify strengths and weaknesses within a team and work with extended teams to improve their skills
• Manage a multi‑vendor plan and vendor relationships (OEMs)
• Recognize talent and potential talent to develop a successor and bench
• Seek the right talent continuously (recruitment and retention)
• Execute both the art and science of selling using specific sales methodologies
• Determine important deals for customers worthy of pursuit, helping NAMs qualify deals
• Hold the team accountable to tactical execution
• Manage deals effectively and understand 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 customers 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 experience
• Must be a “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, including growth plans, staffing, coaching, to exceed quotas
• Strong skills in developing and maintaining customer relationships at an executive level
• Excellent coaching skills to strengthen the team
• Creative, innovative, resilient, and tenacious
• Strong internal relationship skills with mutual respect with extended team
• Executive presence

• 401(k) Plan (35% employer match per dollar up to 10%…