Description
How You’ll Contribute:
Reporting to the SVP of Sales, the Director of Sales is responsible for the territory sales strategy, approach, and local cross-organizational support to help his or her sales team achieve their targets and goals.
What You’ll Do:
- Maintain a strong working knowledge of solution offerings and technology changes within the Workplace and Hybrid Solutions industry.
- Collaborate with the sales team to understand prospect and client needs, requirements, and priorities.
- Support the sales team in creating and delivering sales presentations and proposals, ensuring that all sales-related documentation and contracts are accurate, complete, and compliant with company policies and regulations.
- Establish a common sales strategy, approach, and local cross-organizational support to identify, develop, and pursue Workplace and Hybrid solutions opportunities in a territory.
- Work closely with Account Executives to help them uncover and pursue new business, progress the sales cycle, build new or stronger relationships, and deliver best in class proposals and solutions for prospects and clients.
- Coach, mentor, and train Account Executives in consultative selling.
- Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths in a territory.
- Listen, empathize, and manage behavior of Account Executives, and address their issues and needs.
- Inspect, measure, and track key performance indicators of Account Executives, and help them achieve their targets and goals.
- Collaborate with the marketing team to develop and distribute sales collateral and promotional materials in the territory.
- Streamline administrative tasks to optimize the efficiency of the sales team.
What You’ll Bring:
Required Skills/Qualifications:
- 7+ years of outside sales experience
- 5+ years working within AV, Workplace Solutions, and Hybrid Solutions Industry
- 2+ years of sales team management experience is preferred
- Leadership mindset – can work cross functionally with internal partners to assist Account Executives with sales pursuits and solving client problems.
- Keen customer focus – always concerned and curious about how to make our clients successful and build stronger relationships.
- Technical selling – Ability to understand buyer personas, motivations, and political landscape in the AV and Workplace Solutions.
- Consultative selling – capable of selling the problem that we are solving and orchestrating positive and memorable experiences throughout the sales cycle.
- Experience working with CRM/Sales support platforms – good working knowledge of MS Office, NetSuite, HubSpot, LinkedIn, and similar applications. Accurate short-term and long-term forecasting is critical for operational success.
- Excellent verbal and written communication skills – transparent, informative and results oriented with strong negotiation skills.
- Business acumen – Strong problem-solving ability, analytical, adaptable, highly accountable, performance driven with a high level of integrity.
Education & Certifications:
- Bachelor’s degree preferred or Technical Associate’s degree inclusive of industry sales experience or equivalent professional experience.