Sales Director
1 month ago
The primary responsibility for this role is leading the day-to-day sales management and execution of the U.S. direct field sales teams who are responsible for growing revenue primarily through mid-market new logo acquisition.
Essential Duties and Responsibilities include the following: (Other duties may be assigned.):
Day to day execution of Fusion Connect company and sales strategy.
Build, lead and coach a sales team that meets or exceeds defined revenue, pipeline, and activity targets by originating, qualifying, proposing and closing opportunities with mid-market companies.
Coach and ensure teams adopt all tools as defined by sales leadership including SFDC.
Drive team pipeline in order to sell defined mix of Fusion Connect strategic product portfolio while complying with all products, pricing, and business rules.
Facilitate regular (as defined by leadership) large deal reviews.
Create cadence of communication with team to provide competitive analysis/feedback when available.
Inspect and validate all paperwork submitted is accurate and complies with Fusion Connect policies and procedures.
Ensure all revenue is reported accurately and responsibly as defined by Fusion Connect policies and procedures.
Understand and explain the Fusion Connect commission plan to existing staff and potential new hires. Review commission to ensure accuracy (submit disputes when necessary).
Collaborate with sales training and enablement to ensure learning program is in place and milestones are being met.
Maintain defined headcount targets and ensure team operates within budget.
Adhere to all Fusion Connect core competencies, policies, and procedures.
Contribute to a positive and respectful culture and conduct all sales activities with the highest regard for integrity and honest behavior.
Additional responsibility, as assigned from time to time may be required by your manager.
Objectives:
U.S. focused sales (territory assignment based on geographical area)
Oversee sales executives and achieve targets in the following areas:
Meet or exceed team quota (combined quota of individual contributors less 15%).
Ensure team meets or exceeds all pipeline & activity targets.
Attract, retain, and develop talent to meet headcount targets.
Daily inspection of SFDC adherence and accuracy.
Ensure forecast accuracy within 10%.
Team performance management.
Knowledge, Skills and Abilities Requirements:
· Ability to motivate, lead and manage a team of sales professionals to achieve performance goals.
· Ability to think strategically while managing day-to-day business demands.
· Effective engagement with C-level executives internally and at prospective clients
· Self-motivated, entrepreneurial, disciplined, and driven to succeed.
· Collaborative person able to work across various business units.
· Proven track record of impacting the performance of others through mentoring and leadership required.
· Must be strong in sales training, coaching and personnel development.
Education and/or Experience Requirements:
10+ years of B2B sales experience preferred.
5+ years of B2B sales management experience required.
Experience in an advanced technology selling environment is required.
Industry specific (UCaaS/CCaaS) is highly desirable.
Proven success in driving revenue and attaining company defined quota/targets
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