Director of Sales Job Opening

Director of Sales - PromoCentric

The Director of Sales is responsible for planning implementing, and overseeing all sales programs, both short and long-term, targeted toward existing and new markets. Your expertise will help us improve upon and build new strategies and processes. As a strategic member leading our sales team, you’ll help drive strategy and execution from lead generation to sales hand-off to customer retention.

Generally speaking, we are looking for an individual that possesses the following qualities:

• Highly motivated to take initiative/driven to get things done
• Innovative thinker - great ideas to take it to the next level
• Really good motivator, inspiring them to achieve results
• Tireless - extremely hard working
• Family and people oriented - fits culture, personality fit with President, direct communicator
• Persuasive, lively and enthusiastic
• 5-Tool player
• Some marketing
• National account management & strategy
• Rainmaking
• Local presence & network
• Some experience in a smaller business
• No assistants required
• Come in with conviction and confidence and get things done; take action
• Organized & competent

The major responsibilities for this role are as follows but not limited to:

Team staffing, development and sales training:

Managing the sales department, you’ll hire, onboard, and coach team members to produce their best work, set annual goals, and meet sales quotas. Creating an incentivized culture, you’ll provide training to sales team by refining phone skills, role playing, order writing and more.

• Targeting and onboarding new representatives
• Ensure sales goals are met. Rookies must meet minimum sales after 1 year of $350-420k. Annual goals by rep are broken down monthly, stretch goals by rep are broken down monthly and BHAG goals by rep are broken down monthly.
• Provide sales training as needed. Training includes: phone skills, role-playing and real-life calls, recording calls, teaching processes and procedures, writing orders and more.
• Coaching sales members through real-time interactions by providing constant engagement and motivational advice.
• Motivating sales teams by creating sales contests, speaking to reps on the phone, creating friendly competitions based on: Most opportunities, largest opportunity, pipeline conversions, number of orders, most qualified prospects, number of scheduled appointments and more.

Leading and attending sales meetings:

As a team leader, you’ll schedule, lead and attend all sales meetings, staff meetings, lunch and learns, 1-on-1 meetings with individual team members and stay on top of sales and professional progress.

• For rookies: Weekly and bi-weekly meetings. Ensure sales activity metrics are met (calls, conversations, qualified prospects, opportunities, virtual samples, spec samples, top challenges to overcome, top things to happen now, sales quotes). Develop performance improvement plans and a follow-up for team members who do not meet objectives.
• For veterans: Monthly or bi-weekly one-on-one meetings
• All: Regular ?Frequency? group meetings

Meeting growth goals and business development goals:

Overall, in this role, you’ll help identify and pursue business opportunities with strategic targets, key clients and cultivate relationships with existing and new clients.

• Fulfill growth goal of 20% YoY
• Fulfill new business development strategy goal of 30-35% (2018 was 34%)
• Formulate account-specific strategies for all top accounts
• For rookies: Draw on campaigns that drives the sales team.
• For veterans: Draw on campaigns that target new and grow existing large accounts.
• Strive for 75% green.
• Ensure Introductions campaign is being utilized with delivered orders and positive survey responses, etc.
• Ensure reps host lunch and learns with 10 fully-qualified prospects. Send a kit with a complementary pizza gift card. Ask referrers to bring in other leads within the organization.

Targeting prospects and converting prospects into clients:

You’ll work with Marketing to execute a strategy that nurtures the sales funnel from awareness, and consideration to purchase and retention.

• Execute suspect-to-prospect touchpoint campaigns that include: direct mail, email, social media, phone, networking events, visits, letters and brochures, self-promo kits and more.
• Execute prospect-to-client touchpoint campaigns that include: opportunity, proposals, virtual samples, spec samples and closing techniques.

Leading and executing our business retention strategy:

You’ll execute smart campaigns that enable customer retention and upsell existing customers. You’ll also maintain a strong knowledge of the industry, trends, technology, competitive offerings, and customer requirements, and provide informed feedback to the company.

• Fulfill our goal for 90-100% (2018 was 69%).
• Strive for 95% green Drop ship clients
• Transfer red or inactive clients to someone else (attrition). Transfer those who have not bought in 12-24 months.
• Personally call our top 50+ clients and survey them on satisfaction levels and what we could be doing better.
• Create campaign touchpoints based on gain/loss monthly reports to: increase spend per buyer, increase penetration, introduce print to non-subscribers
• When ship confirmations are received, send a thank you email in V2. Create a reminder to follow up, find out if they received their shipments, if they were satisfied, how they used the products and upsell where possible.

Growing adoption and usage of V2 & @ease:

You’ll qualify, research, track and develop leads in our platforms into viable business opportunities.

• Ensure reps are using tools in V2. Implement 5-minute Fridays to clean up all opportunities, scan opportunities to make sure of their status, mark follow-up dates and missed follow-up dates on red calendar.
• Encourage use of 360 program and using reports to direct targeting efforts (e.g gain versus loss)
• Encourage use of marketing features: thank you emails, prospecting, TSC, seasonal themes, rep’s personal pages
• Become fluent in @ease in order to train and coach reps to the maximum potential.

SUMMARY

The focus of this job is making connections with people, motivating and inspiring them to achieve results. Poise and an engaging, empathetic communication style based on natural warmth and enthusiasm is the key to achieving the goals of this job. The work involves driving toward results by enrolling the commitment and buy-in of others. While the job requires strong initiative and self-direction, results are only achieved with and through people. A sincere appreciation for people and how they are each uniquely motivated is the foundation for designing and implementing interactive communication and decision-making processes. Knowledge and skill in how to successfully inuence and persuade others by understanding how their individual needs and motivations link to goals is essential. The job requires a high degree of “selling”, whether of ideas and policies within the organization, or products or services in the marketplace. The job environment is fast paced and results oriented. While there is urgency to goal achievement, responsibility for the achievement of results needs to be shared and effectively delegated when necessary. Initiating projects and processes beyond established organization practices will often require training and developing others, and enlisting their support by using a “selling” rather “telling” communication style. A self-condent, extroverted style that can enliven, engage and positively impact individuals and groups is essential. The job has variety of tasks and is dynamic and changing. Because goals and desired results can quickly change, the job requires regularly meeting and pro-actively establishing relationships with new groups. The ability to understand, quickly react and motivate others to adapt to the changing organization environment is a critical key to success. In general, the core of this position requires a motivated and motivating team builder and organization developer.

JOB CHARACTERISTICS

• Variety of activities, Multiple projects occurring simultaneously, Multi-tasking, Sense of urgency for goal achievement, Fast-paced environment
• People/relationships focus, Team building Inspire, motivate others, and engage their commitment
• Involve others in decision-making process, Cooperative, collaborative decision-making, Must assume responsibility for risk
• Extroverted, warm, enthusiastic, empathetic. Stimulating communicator, Persuasive “selling” style Collaborative approach
• Leadership based on ability to motivate others
• Strong commitment to results
• Delegate authority readily

Job Type: Full-time

Salary: $75,000.00 to $200,000.00 /year

Experience:

• relevant: 4 years (Preferred)
• Sales: 4 years (Preferred)

Additional Compensation:

• Bonuses

Work Location:

• One location

Management:

• Key Leader

Schedule:

• Monday to Friday