Sales Director

4 days ago

Reston, Virginia, United States The Judge Group Full time

Sales Director

Job Description: As a Sales Director at The Judge Group, you will be responsible for driving sales growth and managing a team of account executives. Your primary focus will be on breaking and developing new business opportunities within assigned markets. You will build and maintain strong relationships with clients, collaborate with recruiting and delivery teams to deliver expected results, and manage a team of 4-6 account executives. You will also promote a culture of teamwork and collaboration within the organization.

Sales Responsibilities:

  • Research local markets and create client target lists
  • Create and maintain contact lists
  • Prospect and cold call potential clients
  • Break new, strategic accounts within markets
  • Penetrate new business through in-person meetings/presentations with key client managers and senior executives
  • Assist in the completion of customer requests for bids and proposals
  • Complete candidate reference checks to generate leads
  • Generate leads; Review and qualify sales opportunities based on The Judge Group criteria and strategy
  • Attend and actively participate in daily, weekly, and monthly team meetings
  • Plan and facilitate events to build relationships and show appreciation for clients
  • Grow and maintain professional networks

Client Management:

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

Team Hiring, Development, and Engagement:

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

Competencies:

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

Experience Requirements:

  • 3 years in 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
  • Proven success leading a team of 2+ account executives who achieved and maintained individual goals
  • Proven success breaking and developing local mid-market and/or national accounts
  • Strong desire to make cold calls, prospect, qualify, and close business
  • Ability to travel extensively within territory and meet and entertain clients including Tradeshows/Conferences, etc.
  • Bachelor's degree preferred
  • Embodies Judge core values of perseverance, collaboration, empowerment, caring, and excellence

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