Director of Sales

Director of Sales

Reports To: VP of Sales

Employment Type: Full Time, FLSA Status: Exempt, EEO Category: Executive/Senior Level Officials and Managers

The Impact you Will Have

You will be responsible for coaching, developing, and maximizing sales potential for sellers handling mid-market sales to increase the sales, profits, and market share for the organization. This includes helping to close leads generated by the business development team, manage opportunities in coordination with the team they support, and by conducting regular reviews of the sellers’ funnels. You will implement plans to meet organizational and regional revenue targets and business objectives effectively and profitably.

This hands-on management role requires engagement in the business development process, actively coaching and developing sales-focused talent, forecasting, administrative responsibilities and growing and selling the business.

Note: We are only considering candidates who live within the Northeast territory. Applicants must live in Maine, Vermont, New Hampshire, Massachusetts, Connecticut, Rhode Island, Pennsylvania, New York, or New Jersey.

What You’ll Do

• Build relationships with the dedicated group of Small to Mid-Market sellers assigned.
• Collaborate on activities from qualification through to closing of an opportunity, whether originating as a lead from Marketing, or an opportunity brought forward by the sellers.
• Demonstrate expertise in all the organization's product offerings, marketing messages, and customer facing assets in order to effectively build and present solutions and create the business case to help win new business opportunities.
• Coach sellers to leverage team selling — engaging internal subject matter experts — on complex or strategic opportunities.
• Develop and coach the sellers on specific opportunities during the sales process to increase sales and achieve target metrics.
• Serve as an exceptional player/coach and coordinate the team’s daily activities;
• Conduct all current/future hiring, onboarding, training, and development
• Manage leads and opportunities directly if, for any reason, the sellers are unable to continue work on a particular opportunity.
• In conjunction with the sellers, you will identify and understand customers’ decision-making processes, goals, objectives, strategies, competitive situations, buyers and influences to build direct relationships.
• Make recommendations during funnel reviews on tools and assets — including AI resources — the sellers could leverage to help create opportunities on their assigned accounts.
• Champion the adoption of AI tools and resources across the team to increase seller productivity and improve the quality of client interactions.
• Gain knowledge of sales training and consulting business through annual reports, vertical markets, competitor offerings, and business journals in order to develop a detailed understanding of sales effectiveness issues in business.
• Conduct strategic senior-level executive calls, modeling and coaching consultative selling techniques for engaging senior executives at client organizations.
• Accurately forecast sales revenue through the oversight of seller opportunities. Ensure that sales data remains up to date in order to provide accurate sales forecasts, bring visibility to top deals within your team and report on your execution of the company’s growth plan regarding new business and existing client growth
• Hold the team accountable for detailed, accurate, and up-to-date CRM hygiene in Salesforce to support reliable forecasting and pipeline visibility.
• Manage and achieve Business Metrics, such as the reduction of sales cycle length, new seller ramp up time and growth in average engagement size.
• Drive account growth by coaching sellers to identify and cross-sell additional Crucial Learning services and offerings within existing accounts.
• Champion the Value Selling sales methodology as the team's standard approach throughout the sales cycle, coaching sellers on its application in real deals.

What You’ll Need

• Bachelor’s degree required.
• 7+ years of business development experience, including 5+ years of sales management experience
• You have strong leadership and managerial skills that reflect a philosophy of “lead by example.”
• Previous experience managing sales professionals with a remote work location is strongly desired
• Ability to coach, mentor, lead and motivate others to meet high performance standards and expectations.
• Ability to build consensus, establish trust, communicate effectively and foster culture change.
• Strong understanding of business models in determining and delivering results with high impact to revenue and income goals.
• Strong comfort using Microsoft Office products, workplace technology, and AI-enabled sales tools is required. Previous experience managing pipeline and sales activity with Salesforce.com, including enforcing detailed CRM hygiene standards, is required
• Experience with the Value Selling sales methodology or a similar consultative sales framework, with the ability to coach others in its application.
• Demonstrate the ability to develop and implement process enhancements including technology and performance.
• You have superior written and verbal communication skills with the ability to foster and promote open exchange of ideas and knowledge.
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future

What You’ll Get

• Access to some of the richest professional development programs.
• A variety of benefits. Programs include health benefits, life insurance, income protection and retirement savings plan with employer contributions to assist with your health & financial security today and in the years ahead.
• Access to health benefits and wellness programs for employees and families.
• The ability to work in a flexible work environment.
• Professional development support as we want YOU to be successful in your career. Our team will work with you to establish the goals you are trying to achieve in your profession.

AAP

Crucial Learning provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Crucial Learning complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Crucial Learning expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Crucial Learning’s employees to perform their job duties may result in discipline up to and including discharge.

If you are vision-impaired or have some other disability under the Americans with Disabilities Act or a similar law, and you wish to discuss potential accommodations related to applying for employment at Crucial Learning, please contact our Recruitment department at [email protected].

ADA (American with Disabilities Act) Information

• Work is performed primarily in an office setting
• Operates standard office equipment to include a computer, calculator, copier, fax, telephone

The anticipated base salary range for this position is $150,000 - $175,000 annually, with a target total cash compensation opportunity of $225,000 - $255,000 through participation in the Company's variable incentive plan. Actual base salary and total cash compensation will depend on factors such as experience, skills, qualifications, location, and achievement under the Company's variable incentive plan.

Crucial Learning is an Equal Opportunity Employer – minorities, females, veterans, and individuals with disabilities are encouraged to apply.

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