Sales Director

Compensation

: $197,780.00 - $197,780.00 /year *

Employment Type

: Full-Time

Industry

: Sales



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The Role:

  • Candidates must have appropriate industry knowledge & experience in Financial Markets sales.
  • Achieve / exceed annual sales targets within assigned territory and accounts as part of the overall IPC global sales plan
  • Ensure customer objectives, issues and needs are understood and strategically approached
    • Manage and mentor a team of direct reports
    • Develop and implement account strategies with team members to sell and promote the IPC portfolio of products
    • Acquire, retain and recruit talent as needed
    • Act as point of escalation for both external and internal matters
    • Provide accurate weekly reporting to VP Sales via internal systems
  • Ensure client legal / internal contractual processes are followed

Essential Duties and Responsibilities

  • Provide direct reports the platform for success, helping them achieve individual quotas and assigned MBO s
  • Help the team develop new accounts/markets
  • Understand the competitive landscape and help team position IPC and its product and services against competitors
  • Establish new business contacts through a variety of networking activities as a point of lead generation for team.
  • Optimize margin where possible on deals and ensure deal guidelines and approval processes are adhered to
  • Domestic and international travel as necessary to build and enhance long-term customer relationships and expand customer base
    • Cross functional peers -
      • Support marketing efforts which promote new and existing products to maximize sales
      • Take leadership role in major customer agreements and sales opportunities
      • Co-ordinate account activity with colleague teams such as pre-sales engineering
    • Direct reports -
    • Establish high quality forecasting, planning and sales processes
    • Analyze and manage pipeline activity
    • Coach deal strategy
    • Provide guidance on finding creative, business-oriented solutions
    • Provide input to training requirements and development
    • Act as escalation point for commercial related disputes
    • Mentor professional growth setting team member objectives.
  • Understand and effectively communicate IPC value prop
    • IPC management and/or VP Sales
    • Provide reporting as required
    • Provide feedback on competitive information, required product(s), features, and new market opportunities
    • Provide accurate, quarterly forecasts in SFDC, including weekly updates
  • Create and maintain accurate account plans and reviews

Competencies:

Summary of competencies necessary to be successful in this position:


Intellectual

Market Knowledge

Candidates must have appropriate industry knowledge & experience in leading sales teams successfully in Financial Markets sales. Strong understanding of network sales including but not limited to MPLS, WAN, VPN, P2P, SD-WAN required.

Conceptual Ability

Thinking in abstract concepts; discerning the value and relevance of new concepts; developing new approaches or techniques; conceptualizing problems and possibilities; producing new ideas that can be tactically applied

Judgement/ Decision Making

Reactions when under time or other pressure; weighing conflicting goals and commitments and making decisions based on core values; wisdom in counsel; judge of character; reading client situations

Creativity

Finding innovative solutions to pressing problems; status as an idea person ; engaging in out-of-the-box thinking for client or sales campaign situations; brainstorming; creating \"mashups\" of content or techniques

Risk- Taking

Comfort with risk/reward activity; risk tolerance; understanding of the possible consequences; taking risk mitigation actions


Interpersonal

Leadership

Provide Leadership and direction to direct reports

Mentor

Provide constant mentoring to direct reports both live in-the-field and on a one-on-one basis.

Team Player

Builds bridges inside the corporate organization; allows others to take credit for his/her accomplishments; provides key contributions to group projects without reservation; elevates the efforts of others on the sales team

Values

Adhere to the IPC values


Motivational

Passion

Success-driven; enthusiasm and high spirits; advocacy for the corporate position; presenting material to prospects and customers


Opportunity Management

Building Business Cases

Ability to create a compelling business case, involve the customer/ prospect in the development of the case and imbed in your proposal for new or additional business. Focuses on making the business case about the customer s business and not just about positioning your product or service.

Problem Definition

Accurately defining a root problem for a customer or prospect through and outward in discovery approach. Focusing on the customer s business problems before trying to solve any problem with their products and or service.


Selling Skills

Active Listening

Capturing verbal queues; repeats back input; working with reluctant talkers; frequency of interruption; obtains (and documents) insight from verbal interactions with peers, superiors, and subordinates

Closing Ability

Concluding sales campaigns successfully after they have progressed past Needs Development; closing late stage deals; developing reasons for prospects to act

- provided by Dice
Associated topics: leader, manager, manager of sales, principal, regional sales manager, sales director, sales management, sales manager, supervisor, territory manager
Associated topics: administrative, director of sales, manager, manager of sales, regional sales manager, sales director, sales leader, sales management, shift lead, team leader * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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