Senior Director of Sales

THE PERSON Are you a visionary sales leader, ready to redefine success in a dynamic national roof and pavement consulting firm? If you're a strategic thinker who thrives on building meaningful relationships and fostering a culture of growth and transformation, this is your call to action We’re seeking a game-changer who can lead, inspire, and drive innovation. If this sounds like you, we invite you to apply and let’s explore how we can shape the future together Our ideal candidate is: Entrepreneurial. Exhibits a dynamic mindset, adept at identifying and seizing new opportunities. Resourceful and adaptable, with a willingness to take calculated risks. Proactive in their approach and skilled at navigating challenges with strategic foresight. Business Savvy. Displays a keen understanding of business operations and efficiency. Prioritizes tasks and resources effectively to optimize organizational performance. Innovative. Known for creative problem-solving and introducing fresh perspectives. Actively leads in developing new strategies to advance organizational goals beyond traditional methods. Considerate. Builds strong relationships based on respect, trust, and compassion. Recognized for a relational approach that fosters a positive and collaborative work environment. Strategic. Analyzes options to drive growth for the team and company. Uses a combination of insight and foresight to make decisions and predict outcomes that position the organization advantageously. Disciplined. Adheres to core values consistently, acting ethically and with integrity at all times. Demonstrates a strong moral compass in both professional and personal conduct. Intentional. Empowers and elevates others through wise delegation, valuing diversity and inclusion. Creates a culture of trust and generosity, celebrating differences and valuing each team member. Life-Long Learner. Embraces continuous learning and improvement, dedicated to organizational health. Enthusiastically seeks new knowledge and experiences to enhance personal and professional growth, and actively encourages and empowers team members to do so as well. RESPONSIBILITIES Strategic Relationships Articulate company value, gain access to and build relationships with key client contacts and decision-makers, and leverage industry/marketplace referrals. Maintain an awareness of competitive industry knowledge to stay ahead in the marketplace. Actively participate in industry organizations to foster Benchmark's presence and connections. Expand the company’s connections, alliances, industry resources, and referral pipelines through targeted networking strategies. Develop long-term consultative relationships, providing value and expertise throughout the sales process. Serve as an ambassador for Benchmark, confidently representing the company's values and goals. Coaching and Developing the Team Leadership, Management, and Accountability (LMA) of the Sales Team. Create and implement sales plans, actively engaging and coaching the team in executing the plan goals, strategies, and tactics. Lead a disciplined sales process, coaching the team through all stages from prospecting to closing, and making adjustments as needed. Provide training and development opportunities to enhance the team’s selling skills and address areas of improvement as needed. Proactively coach the team using performance metrics for accountability and make adjustments as needed. Periodically observe sales calls/meetings, offering feedback to team members and addressing performance issues, including making decisions about team structure and hiring. Manage sales compensation plans to incentivize desired behaviors and reinforce a culture of teamwork and ethical conduct. Oversee hiring and onboarding of team members, ensuring alignment with company values and culture, and facilitating quick integration and success in their roles. Planning and Accountability Develop comprehensive sales plans to generate new business and grow existing accounts. Regularly review and adjust these plans as needed. Provide accurate and timely sales forecasts and pipeline reports to leadership colleagues. Create and implement strategies for acquiring new clients and expanding business within existing accounts. Collaborative Leadership Collaborate effectively with others on the Leadership Team to align on goals, strategies, processes, and key decisions. Develop and communicate a clear sales vision that aligns with the company's overall objectives and with market demands. Quickly discern the effectiveness of sales strategies across the team, adjusting to capitalize on opportunities and improve overall performance. Provide strategic recommendations for new business development, focusing on big-picture growth through both new and referral business. Regularly update leadership colleagues on sales planning and execution progress, incorporating feedback for continuous improvement. Analyze and optimize current processes to identify and eliminate inefficiencies, creating effective workflows. Selling Value and Closing Business Continually lead, manage, and develop the team on how to effectively: Educate current and prospective clients about Benchmark solutions, addressing their specific needs and challenges. Build trust through informative, engaging interactions, using active listening to add value and relevance to each client conversation. Prioritize client needs throughout the sales process, guiding them to make well-informed decisions. Leverage market trends and intelligence to anticipate client needs. Successfully close sales by creating urgency, effectively addressing objections, and confidently asking for the sale. Driving Results Drive new revenue growth and increase profitability, leveraging the Entrepreneurial Operating System (EOS) and its Leadership, Management, and Accountability(LMA) framework. Implement proven lead generation strategies to uncover opportunities and engage with key stakeholders in order to generate meetings with prospective clients. Ensure the Sales Team builds and maintains strong relationships with key clients and decision-makers. Qualify opportunities that align with the company's criteria for ideal clients and projects, discerning when to walk away from non-profitable ventures. Ensure team members understand and are able to articulate Benchmark’s unique value proposition and competitive advantages to effectively differentiate, demonstrate, and sell solutions. Consistently forecast a sales pipeline with planned activities to achieve revenue goals and meet various scorecard metrics. KEY RELATIONSHIPS The Senior Director of Sales & Marketing, reporting directly to the President, is pivotal in driving sales performance. This role demands close collaboration with their colleagues on the Benchmark Leadership Team – including the Operations Leader, Shared Services Leader/CFO, and Chief Information Officer – ensuring alignment on sales strategies. Additionally, they will work synergistically with the HR Director, Safety Specialist, and Scheduler, fostering a cohesive approach to meeting company-wide sales objectives. QUALIFICATIONS Required At least 5 years of sales leadership experience. Proven track record of leading and managing sales teams to secure business. Demonstrated ability to consistently achieve and exceed sales team goals. Proven experience in implementing and executing successful sales processes. Excellent communication skills, both written and verbal. Strong client-centric mindset, anticipating and understanding client needs. Innovative problem-solving skills, with a creative solutions mindset. Proficient in negotiation tactics and leveraging a CRM. Able to travel for work (amount of travel time varies according to business needs). Preferred Bachelor’s degree in business and 7+ years related experience. Experience selling professional services. Experience in the construction, commercial roof, or pavement industries is a plus. Experience working with an ERP system. Experience with EOS (Entrepreneurial Operating System). WHY BENCHMARK? We offer an unmatched professional culture with a family feel and where community matters. We provide opportunity for professional and personal growth to all employees. We think and act according to our core values – they are at the very heart of everything we do: Be a strong team based on relationships and trust. Be really committed to being technically excellent. Be a benchmark. Benchmark offers a market-competitive salary plus a performance-based incentive. In addition, Benchmark employees enjoy a full suite of benefits including medical, dental, vision, life, AD&D, disability (short and long-term), supplemental insurances (accident and critical illness), employee assistance program, 401(k) with employer matching contributions, and paid vacation, holidays, and volunteer days.

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