Director, Sales

Role Summary: Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
Responsibilities & Requirements:
- Leadership and Direction: Identify and communicate the actions needed to implement the function's strategy and business plan within the business area or department; explain the relationship to the broader organization's mission, vision and values; motivate people to commit to these and to doing extraordinary things to achieve local business goals.
- Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
- Sales Opportunities Creation: Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation.
- Sell Customer Propositions: Lead a cross-functional internal team (for example, technical, commercial, and legal) to configure a complex tailored or bespoke product and services solution and associated contractual terms that meet the customer's mid- to long-term needs at a national/key operating unit level. Negotiate agreement with the customer and internally with commercial colleagues to ensure that customer requirements are met at an acceptable level of profitability and cash flow. OR Review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate.
- Promoting Customer Focus: Develop internal marketing plans and work collaboratively with other departments to improve internal relationships in a large organization and to build strong external customer relationships.
- Customer Relationship Management (CRM) Data: Oversee the implementation and maintenance of the customer relationship management system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
- Organizational Capability Building: Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities. Implement the organization's formal development frameworks within the area of responsibility. Coach and mentor others to support the development of the organization's talent pool.
- Functional Strategy Formation: Lead the development and implementation of strategy for an important area of responsibility within a function, anticipating complex issues, challenges, and opportunities, and ensuring integration with wider functional strategy.
- Business Planning: Contribute to the development of annual and longer-term business plans; forecast performance against business Key Performance Indicators (KPIs); develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets.
- Budgeting: Develop and/or deliver budget plans with guidance from senior colleagues.
- Manages Complexity: Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex, ambiguous situations.
- Communicates Effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, tailors communication content and style to the needs of others. Pays attention to others' input and perspectives, asks questions, and summarizes to confirm understanding.
- Customer Focus: Builds strong customer relationships and delivers customer-centric solutions. For example, uses customer feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible customer experience.
- Plans and Aligns: Plans and prioritizes work to meet commitments aligned with organizational goals. For example, stays focused on plans and improvises in response to changes, including risks and contingencies. Aligns own team's work with other workgroups'. Looks ahead to determine and obtain needed resources to complete plans.
- Financial Acumen: Interprets and applies key financial indicators to make better business decisions. For example, fosters accountability for making good financial decisions; provides guidance to help the team make astute decisions. Summarizes financial performance data and explains implications for the organization.
- Instills Trust: Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, is consistently honest and straightforward; shares uncomfortable information in a clear and helpful manner. Maintains high ethical standards and professional codes of conduct.
- Interpersonal Savvy: Relates openly and comfortably with diverse groups of people. For example, picks up on group interpersonal dynamics and finds ways to work effectively within these parameters; resolves difficult interpersonal situations within the team; works to build greater group harmony. Coaches team members on interpersonal skills.
- Optimizes Work Processes: Knows the most effective and efficient processes to get things done, with a focus on continuous improvement. For example, pays close attention to a variety of metrics and benchmarks; determines both major and subtle ways to optimize processes. Swiftly resolves process breakdowns; takes steps to ensure that problems do not recur.
- Organizational Savvy: Maneuvers comfortably through complex policy, process, and people-related organizational dynamics. For example, builds support for ideas among key decision makers and stakeholders. Anticipates political difficulties and identifies ways to overcome any resistance.
- Collaborates: Builds partnerships and works collaboratively with others to meet shared objectives. For example, encourages coworkers and external partners to work together as a team, and makes sure they get credit for doing so. Encourages people to share their honest views, responds in a non-defensive way when they do.
- Builds Networks: Effectively builds formal and informal relationship networks inside and outside the organization. For example, makes connections to help people build their own networks; offers insights about internal and external contacts. Leverages networks to remain aware of industry developments and widen own sphere of influence.
- Directs Work: Provides direction, delegating, and removing obstacles to get work done. For example, delegates tasks, providing generally clear expectations to staff. Coordinates and integrates the team's work, reducing duplication. Measures team progress using the right indicators; recognizes when problems or shortfalls occur.
- Builds Effective Teams: Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals. For example, connects with others on team projects and leverages their strengths and knowledge to deliver the best possible results. Champions the decisions of the team and operates in a way that builds team spirit.
- Other duties as assigned

Preferred Experience / Skills:
- Adaptive Mindset: Works at an advanced level to shift into and out of a mental mindsets associated with assessing the facts and circumstances of the current situation and/or environment and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically works independently and provides guidance. Adapts existing tools and techniques to existing situation, Adapts to changing goals / objectives, Entrepreneurial spirit, Focuses on simplicity when addressing the customer
- Builds Rapport: Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and effectively establish trust within the buying centers in the client's organization. Shows interest in buyer needs, Shows empathy with buyer's circumstances, Respects the client's time, Incorporates client's point of view, Provides relevant context, Confirms understanding, Reinforces professional capability
- Commercial Acumen: Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others.
- Customer-Focused Approach: Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the seller's organization around delivering to the key needs of their customers. Keeps customer at center of sale, Collaborates with customers, Elevates partner insights, Uses common terminology
- Understands Buying Influencer Needs: Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and accurately define the needs of the key buying influencers. Seeks to understand buyer needs, Determines the root of buyer needs, uncovers buyer's goals, seeks buyer need priorities, assesses channel relationship needs and expectations
- Understands Issues/Motivations: Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges. Adapts to changing goals/objectives, Maintains focus on win-win goal, Identifies key interests, Recognizes key negotiation points, Shares goals and recognizes value
- Negotiates Strategically/Tactically: Uses comprehensive knowledge and skills to act independently while guiding and training others to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. Maximizes the opportunity, Determines when to cease deal, Negotiates on value, Understands evolving objectives, Indicates progress with partnership
- BS or BA Degree in relevant field and 10+ years relevant experience