Director of Sales

3 days ago

Cleveland, United States ABM Industries Full time

Overview

This position requires the Regional Director of Sales, reporting to the Vice President of Sales, to be an experienced sales professional and possess exceptional presentation skills. Must be able to manage, coach, and motivate a sales team and have a proven history of navigating in a complex selling environment.  This position will provide ongoing support, guidance, and direction to the local sales team in the development, implementation, and achievement of sales targets and building advanced financial strategies for their clients that overcome the constraints of funding projects without tax increases. This role will work collaboratively with the local sales and operational team members to support ABM in its efforts to achieve branch and regional revenue goals in the Great Lakes Territory. 

Essential Functions:


  • Manage the sales staff to exceed sales/booking requirements

  • Coach & motivate a sales team to execute the sales process to cultivate and manage long-term relationships and sell large, complex programs.

  • Maintain the integrity of the sales process.

  • Direct, recruit, and lead the team with focus on continuous improvement. Select and develop a team of professionals.

  • Influence and support functional strategy; determine, evaluate, and modify goals and the allocation of resources to ensure departmental and organizational goals are met.

  • Develop, establish, and execute sales plans and targets for short- and long-term objectives for an established region.

  • Manage company products, services, features, and benefits knowledge.

  • Inform direct reports on competitive services, promotional matters, sales techniques, pricing, and marketing policies.

  • Analyze account profitability and determine necessary sales techniques, advertising, and market penetration with sales representatives.

  • Develop, present, and sell value proposition; Gather and format data and submit responses to RFPs.

  • Define and implement regional sales plans, author presentations, reports and price quotations and support contract negotiations.

  • Manage significant opportunity pipeline to guarantee success and regional growth.

  • Forecast monthly, quarterly, and annual sales goals by having a strong understanding of regional market trends.

  • Provide support and guidance to local sales leaders related to lead generation, sales conversion, and sales processes / programs to further develop professional selling skills.

  • Present and participate in client meetings, presentations, and events.

  • Understand regional competitive activities and overall marketplace and inform senior executives and local sales team of these activities

  • Special projects and other duties as assigned.

Required Qualifications:


Education:


  • Bachelor’s degree or equivalent experience.

Experience:


  • 7 to 10 years of experience, including management of sales staff.

Other:


  • Ability to effectively lead a staff of direct reports and an organization from a strategic level, while managing concurrently details on multiple concurrent tasks while meeting various deadlines.

  • Proven track record as an effective manager in a high-performance organization, success as a builder of collaborative, high-performance teams whose management style is characterized as results orientation.

  • A passion for serving others and helping others to succeed with an ability to motivate a high performance sales team.

  • Ability to measure and analyse KPIs and ROI.

  • High level of business acumen.

  • Excellent communication skills, both written and verbal.

  • High level of organizational detail.

  • High level presentation and client relationship building skills (or something that speaks to the need to be in front of clients and not behind a desk).

  • Demonstrated track record of exceeding sales goals through a dispersed sales team.

  • Thorough knowledge of Microsoft Office and CRM programs with an aptitude to quickly learn relevant program and technologies.

  • Background in B2B, outsourcing, and service sales with a focus on the Manufacturing and Distribution.

Benefit Information: ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2024 Employee Benefits | Staff & Management

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