Reference #: SALES008752
DescriptionPresidio, Where Teamwork and Innovation Shape the Future
AtPresidio, we're at the forefront of a global technology revolution, transforming industries throughcutting-edge digital solutions and next-generation AI. We empower businesses-and their customers-to achieve more through innovation, automation, and intelligent insights.
The Role
At Presidio, the Sales Director owns their territory and is responsible for the management of sales reps, acquisition of new customers, and management/growth of existing customers. You are expected to recruit, retain, and develop world-class sales reps; achieve quarterly revenue targets against an annual quota; and grow revenue in new and existing accounts.
Travel Requirements: This position requires regular local travel and occasional national travel. It will be based in Western Pennsylvania. Approx 30%
Responsibilities Include:
As a Sales Director, this individual's primary responsibility is overseeing the development and performance of all sales activities in the market. He/She will staff and direct a sales team and provide leadership towards the achievement of maximum profitability and growth in line with company vision and values. The Sales Director needs to develop a successful team by having a focus in targeted recruitment and effective training and skill development. In addition, the Sales Director will strategically manage vendor relationships and sell effectively to meet individual and team sales objective.
Principal Duties and Responsibilities:
Oversee the daily operations of the sales team to ensure goals and objectives are being met and exceeded.
Establish account lists and align sales territories.
Ensure strategic account plans are developed and completed for top accounts in region.
Monitor all sales activities within the team to ensure satisfactory account management performance is being consistently maintained and goals and objectives are being met.
Review all current projects to include invoicing, project milestones, and performance to ensure we are maximizing our sales efforts and meeting quarterly performance objectives.
Achieve sales and marketing goals by working effectively with internal and external partners.
Create and maintain client relationships within the customer base to include meetings with manufacturers, customers, and vendors to continue and enhance the Presidio business and make us the partner of choice.
Provide RFP assistance and direction to sales and engineering team.
Effectively manage and approve expense reports for direct reports in accordance with specified budgets and company policies and procedures.
Vendor Management:
Interact with vendors on a strategic level to plan, manage, and evaluate annual growth objectives for both sides.
Routinely communicate to vendor partners to ensure plan objectives are being met and create go to market strategies.
Foster effective relationships with multiple vendors to increase effectiveness in business growth.
Ensure sales team is trained on key partner solutions and maintains relevant certifications.
Sales Execution:
Execute sales strategy by identifying customer needs and mapping the appropriate Presidio solutions and services.
Develop business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with vendors or manufactures.
Maintain a targeted understanding of customers' business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.
Ability to create a strategic plan with the customer's executive staff to add value to the customer business and develop a sales plan to meet the customer's and Presidio's strategic need.
Account Management:
Meet or exceeds annual sales top line revenue and margin goals as defined by management.
Manage individual sales objectives to include sales orders and billing activities to support quarterly goals.
Manage on-going customer account maintenance to include, updating account information in internal systems and resolving customer satisfaction issues.
Work with inside sales team to ensure that quotes are provided and order requests are processed accurately.
Work with engineering team to accurately scope projects.
Maintain relationships with all levels of customer contacts, but has a focus to maintain executive level (Director and above) relationships.
Manage past due invoice resolution with accounting to ensure proper collections.
Leadership & Development:
Ensure each staff member completes Career Development Plan and reviews quarterly at a minimum.
Educate team on sales, technical, and business acumen to better support customer needs.
Mentor and motivates sales team members to ensure satisfactory performance.
Ensure training and development on reporting and metrics management, internal systems and processes to enhance the accuracy of sales forecasts and processes.
Continuously drive recruiting efforts and leads interviewing efforts to ensure a continuous pool of candidates and to find and select the most qualified sales candidates.
Manage and educates team on account mapping, marketing, planning, and execution to further enhance go to market strategies.
Review and completes annual performance appraisals for direct reports in accordance to policy and procedures.
Monitor staff development objectives to include, sales training and certifications to ensure Presidio maintains a qualified sales staff.
Strategic Planning & Presentation:
Provide accurate weekly, monthly and quarterly sales forecasts and manages individual and team pipelines at all stages to ensure we are meeting goals and objectives.
Understand market trends and trains internal and external partners on business opportunities.
Conduct weekly 1:1 calls with Account Managers to ensure effective strategies are being deployed.
Review company, territory, regional and individual progress updates with team members.
Required Skills and Professional Experience
Experience leading, coaching, and developing sales teams
A solid understanding of how customers are utilizing technologies to drive business outcomes.
8+ years' sales experience, ideally with 2+ years' experience selling consulting services
Demonstrated ability to present and influence credibly and effectively at all levels of the organization, including executive and C-level.
The credibility, technical knowledge, and maturity necessary to give high-quality input and presentations is a must.
The successful candidate MUST be located in Western Pennsylvania
Preferred Skills and Professional Experience:
Excellent oral and written communication skills
Presentation and public speaking skills
Mentoring/coaching skills
Knowledge of basic economic and accounting principles and practices
Knowledge of administration and management principles, specifically in; strategic planning, resource allocation, leadership technique, and coordination of people and resources
Knowledge of human resource principles and procedures to include: personnel recruitment, selection, training, and development
Ability to work closely and effectively with members across departments and at all levels of the organization
Experience with Salesforce.com.
Formal sales training, i.e. Sandler, SPIN, Challenger Seller, etc. is a plus.
Bachelor's degree or equivalent experience and/or military experience
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