Sales Director

2 months ago

Los Angeles, United States The Judge Group Full time
Sales Director

Job Locations: US-CA-California

ID: 2024-2599

Category: Sales

Position Type: Regular Full-Time

Overview

Job Description: Responsible for breaking, managing, and growing target accounts within assigned market. Builds and maintains relationships with clients. Collaborates with recruiting and delivery teams to deliver expected results to the client. Manages a team of 4-6 account executives. Promotes One Judge culture of teamwork and collaboration between recruiting, sales, and back office teams. Accountable for individual production and sales direct report team production. Reports to the Branch Director or Managing Director of assigned market.

Responsibilities

Sell Judge Staffing Services:

  1. Research local market and create client target list
  2. Create and maintain contact lists
  3. Prospect and cold call potential clients
  4. Break new, strategic accounts within market
  5. Penetrate new business through in-person meetings/presentations with key client managers and senior executives
  6. Assist in the completion of customer requests for bids and proposals
  7. Complete candidate reference checks to generate leads
  8. Generate leads; Review and qualify sales opportunities based on The Judge Group criteria and strategy
  9. Attend and actively participate in daily, weekly, and monthly team meetings
  10. Plan and facilitate events to build relationships and show appreciation for clients
  11. Grow and maintain professional network
  12. Build and maintain strong internal relationships with market recruiters, delivery teams, and back-office support teams

Manage and expand existing client and consult base:

  1. Update Applicant Tracking System (ATS) and other systems with required documentation in a timely and accurate manner
  2. Submit accurate and timely consultant and client information via ATS
  3. Facilitate regular check-ins with clients
  4. Conduct regular check-ins with consultants
  5. Collaborate with other AEs and Directors in identifying opportunities for consultants
  6. Re-market consultants to clients
  7. Host client and consultant luncheons and events to build strong relationships and solicit leads
  8. Proactively partner with recruiting and back office support teams to resolve consultant timecard and payroll issues
  9. Proactively partner with back-office support teams on client billing issues
  10. Proactively partner with Judge's AR team to ensure accounts receivable are in order
  11. Support Market Sales Leader and/or Enterprise Account Manager with QBR preparation
  12. Process consultant terminations in a timely and accurate manner
  13. Partner with other Judge lines of business to expand revenue
  14. Serve as initial point of escalation for all client and candidate issues related to client account
  15. Responsible for end-to-end client experience, monitoring performance ratios, SLAs, and ensuring overall quality

Team Hiring, Development, and Engagement:

  1. Support the hiring, onboarding, and assimilation of new hire account executives with the market team and Judge
  2. Manage sales team performance in accordance with established sales expectations, metrics, and policies
  3. Coach sales team to help them grow customer base, acquire new clients, and expand services at existing clients
  4. Foster and model collaboration within the office, across lines of business, and with back office support teams
  5. Identify team's learning needs and coordinate opportunities
  6. Monitor sales team engagement and address issues
Qualifications

Competencies:

  1. Sales Competencies:
    1. Negotiations
    2. Effective Presentations and Communications
    3. Build and maintain client relationships
    4. Persuades and influences others
    5. Client (or Contractor) Oriented
    6. Collaborative Partner
  2. Leadership Competencies:
    1. Leads and manages others
    2. Develops others
    3. Demonstrates emotional intelligence
    4. Builds a high performing, engaged team

Experience Requirements:

  1. 2 years in a Judge Sales Manager role (or 3 years in external Sales Manager role) with proven success maintaining individual production of 10k/week and driving sales direct reports achievement of individual production goals based on role
  2. Proven success leading a team of 2+ account executives who achieved and maintained individual goals
  3. Proven success breaking and developing local mid-market and/or national accounts
  4. Strong desire to make cold calls, prospect, qualify, and close business
  5. Ability to travel extensively within territory and meet and entertain clients including Tradeshows/Conferences, etc.
  6. Bachelor's degree preferred
  7. Embodies Judge core values of perseverance, collaboration, empowerment, caring, and excellence
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