Director Of National Sales

Job Title: Director of National Sales

Company Overview:

The NIRO Companies, LLC is an Integrated Facility Services Management company with headquarters in Connecticut, servicing commercial properties throughout the Northeast and nationally. The NIRO Companies, LLC was established in 2012. NIRO began as an industry leading outdoor service company specializing in landscape design & installation, grounds maintenance, and commercial snow removal & maintenance. In 2019 NIRO’s in-house focus transitioned to mainly snow and ice maintenance and removal. Today, NIRO continues to service its customers Integrated facility maintenance needs.

Our mission here at The NIRO Companies is to provide superior integrated facility management services exceeding industry standards through advanced technology, proactive management, skilled self-performing professionals, with constant safety awareness and top of the line customer service.

“The NIRO Way” is who we are and what we do. It encompasses our core values, principles, practices, morals and ethics which make up our culture in its entirety. It clarifies how we treat one another, our customers and our service partners. Our core values: Respect, Excellence, Collaboration, Commitment, Loyalty, Teamwork, Innovation, Creativity, Honesty, Leadership, Passion and Integrity.

Job Summary:

The Director of National Sales works to improve The Niro Companies market position and achieve financial growth in a national customer portfolio platform. The Director of National Sales leads

The Director of National Sales works to improve The NIRO Companies market position and achieve financial growth in a national customer portfolio platform. The Director of National Sales leads in the development of nationally directed strategic goals, builds key customer relationship, identifies business opportunities, negotiates, and closes business deals and maintains extensive knowledge of current market conditions.

The Director of National Sales position is a vitally important position within The NIRO Companies. It is their job to work closely with the National Operations teams, internal solution development team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for The NIRO Companies. To achieve this, the Director of National Sales must find potential new customers, present to them, ultimately convert them into clients, and continue to grow business. You will call on prospects and/or clients, often being required to make presentations on solutions and services that meet or predict the clients' future needs. The Director of National Sales may be involved in an element of non-financial management of existing clients to ensure client satisfaction.

Essential Duties:

The primary role of the Director of National Sales is to prospect for new clients by networking, cold calling, marketing or other means of generating interest from potential clients. They must then plan persuasive approaches and presentations that will convince potential clients to do business with The NIRO Companies. They must develop a relationship with new clients, set targets for sales and provide support that will continually improve the relationship.

The Director of National Saleswill work with mid and senior level operations management, marketing, and technical staff and will have a primary role in managing the activities of others responsible for developing solutions and responses for RFPs for the company. Strategic planning is a key part of this job description, since it is the responsibility of The Director of National sales to develop the pipeline of new business coming into the company.

This requires a thorough knowledge of the market, the solutions/services The NIRO Companies can provide, and of The NIRO Companies’ competitors. There is an additional requirement to grow and help retain existing accounts by presenting new solutions and services to existing clients.

Responsibilities of The Director of National Salesat The NIRO Companies will vary from time-to-time, market-to-market and be regionally dependent; however, the main duties of The Director of National Salescan be summarized as follows:

New Business Development

·Prospect for potential new clients and turn this into net new business opportunities.

·Prospect and network for national portfolio opportunities to build a robust pipeline.

·Meet potential clients by growing, maintaining, and leveraging your network.

·Identify potential clients, and the decision makers within the varied client organizations.

·Research and build relationships with new clients.

·Set up meetings between client decision makers and The NIRO Companies business (Operations) leaders and Subject Matter Experts.

·Work with team to develop proposals that speak to the client’s needs, concerns, and objectives as outlined in issued RFPs or as discovered in meeting and working with clients or prospective clients.

·Drive and lead client solution development initiatives.

·Lead the pricing solution process.

·Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

·Present an image that mirrors that of the client.

Client Retention

·Present new solutions and services and enhance existing relationships.

·Work with Operations, FMS or other internal colleagues to meet customer needs.

·Arrange and participate in internal and external client debriefs.

·Participate in key client account governance activities.

Business Development Planning

·Attending industry functions, such as association events, conferences and trade shows, and provide feedback and information on market and creative trends.

·Actively participates in identified network groups and memberships.

·Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market.

·Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net new business for The NIRO Companies.

·Using knowledge of the market and competitors, identify and develop The NIRO Companies unique selling propositions and differentiators.

Management and Research

·Maintain data in The NIRO Companies CRM and ensure data is accurate.

·Forecast sales targets.

·Track and record activity on accounts and help to close deals to meet these targets.

·Ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.

·Ensure all team members represent The NIRO Companies in the best light.

·Research and develop a thorough understanding of The NIRO Companies people and capabilities.

·Build best in class National sales team to meet/exceed budgeted growth projections.

·Hold team accountable for internal team KRA and KPI expectations.

Knowledge and Skills:

• Comfortable with MS Office Suite, especially MS PowerPoint, Word, and Excel.
• Must be a strong communicator.
• Skilled in influential and persuasive conversations and messaging.
• Can get up to speed quickly with The NIRO Companies business model and product lines.
• Able to function in an organizational EOS (Entrepreneurial Operating System) platform.
• Knowledgeable in business tactics, offer, and strategic value.
• Must be sales trained in reading and understanding client needs and articulating solutions for current and future client pain points.
• Must be familiar with integrated facilities management, both regional and national in scope.
• Impeccable credentials of the highest level of integrity, ethics, and honesty.
• Must be able to develop and maintain professional relationships with internal and external clients.
• Familiar with CRM tools and resources (specific experience with Salesforce/Sales CRM preferred but not required).

Education and work Experience:

·Bachelor’s degree or equivalent field experience in a comparable position.

·3-5 years of Commercial Interior/Exterior Integrated Facilities Services sales.

·5-8 years of sales experience in a like field.

·Demonstrated success in selling single service, multiple service or bundled service solutions to organizations with multiple locations within the prescribed geographic market.

·Champions diversity and creates an environment of inclusion.

·Possesses a growth mindset and leads with positive intent.

·Promotes continuous improvement, embraces change and is a change agent.

·Commitment to interpersonal communications.