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Sr. Director of Sales, Industrials

4 months ago

Portsmouth, United States Loftware Full time

About Loftware


Loftware, Inc.’s end-to-end cloud-based labeling platform helps businesses of all sizes manage labeling across their operations and supply chain, and our solutions are used to print over 51 billion labels every year. Offering the industry’s most comprehensive digital platform with SaaS, cloud-based and on-premise solutions, Loftware redefines how enterprises create, manage and print complex labeling and packaging artwork and scale across their operations. Loftware solutions integrate with SAP®, Oracle® and other enterprise applications to produce mission-critical barcode labels, documents, RFID smart tags and packaging artwork.


Our combined platform enables customers to uniquely meet regulatory mandates, mitigate risk, reduce complexity, ensure traceability, improve time to market and optimize costs as they meet customer-specific, brand, regional and regulatory requirements with unprecedented speed and agility. No matter what the challenge – digital transformation, time to market, or brand authenticity - Loftware is committed to helping companies make their mark.




Role Description: Sr. Director of Sales, Industrials


Loftware’s Sr. Director of Sales, Industrials manages a team of Sr. Level, Field Sales Reps, responsible for managing and growing Loftware’s enterprise level customer set in the Industrial Manufacturing market segments including Automotive, Electronics and Industrial Manufacturing in the Americas region. Additionally, the Sr. Director of Sales is also responsible for the management and mentoring of Inside Sales Reps in the Americas region. The Director provides industry and opportunity management guidance to others in sales, presales, services, marketing, and product management for Loftware’s prospect and customer set. In addition, they will provide industry trends, observations, and research to the executive team as input to the company’s strategy. Initiatives can include thought leadership, internet-based programs, industry, customer focused events and more.


This position provides a unique opportunity to influence and lead strategic initiatives across various functions within the company.



Position reports to: SVP, Sales Americas

Position requires you to manage other employees: Yes



Responsibilities:

  • Manage and expand a team of Sr. Level Account Executives in accordance with the approved hiring plan
  • Manage, train and mentor Inside Sales Representatives in accordance with the approved hiring plan
  • Facilitate new processes, tools, communications, training and methodologies to ensure Sales Representatives’ success in order to achieve the organization's goals and objectives
  • Mentor team and utilize solution and value based sales methodologies to close enterprise license revenue
  • Manage relationships and become a trusted advisor with existing customers in the region
  • Manage and support sales strategy and processes with select Strategic Partners
  • Achieve quarterly sales team quotas for sales revenue within a defined region and market
  • Collaborate with Marketing and Sales Development leadership to create programs that will dramatically increase awareness and generate leads
  • Represent Loftware with professionalism and confidence in all internal and external interactions
  • Set an example for all others relative to significant work ethic, teamwork throughout the organization and enthusiasm for Loftware’s continued success



Required qualifications:

  • 8-10 years’ experience and successful track record of significantly growing a sales team and increasing revenue within a short period of time
  • Supply chain related software solutions related experience
  • Experience working within ERP vendor’s eco systems selling third party supply chain solutions
  • Knowledge and experience selling in ERP and Supply Chain markets in Loftware’s primary verticals
  • Experience selling into the Oracle and/or SAP Supply Chain eco system
  • Knowledge of warehouse management and/or production control solutions
  • Proven track record of success in a high growth, mid-sized software organization
  • Proven success penetrating across multiple vertical markets including Food & Beverage, Manufacturing/CPG, Electronics, Retail and other large enterprise target accounts. Must have demonstrated success with expansion of major accounts through selling “deeper and wider”
  • Highly skilled selling to multiple roles and levels within the enterprise


Soft Skills:


  • Leadership, diplomatic and motivational skills including the ability to lead across multiple physical teams and physical regions.
  • Ability to work effectively and cooperatively with virtual teams including Marketing, Solution Engineers, and Services.
  • Excellent leadership, communication (written, verbal and presentation) and interpersonal skills.
  • Flexible with proven ability to conform to shifting priorities, demands and timelines.