Director, Startup Business Sales

JOB SUMMARY/OVERVIEW

Director, Startup Business Sales (SBS) is responsible for delivering the sales plan for our virtual sales organization on a monthly basis. The Director, SBS influences the behavior; productivity and professionalism of the virtual sales department as well as, ensuring the sales consultants meet their sales quota. The Director, SBS is accountable for all frontline sales initiatives and production through independent and collaborative sales actions to ensure significant prospect to client results.

ESSENTIAL DUTIES/RESPONSIBILITIES

• Ensure all data is accurately recorded within CRM after each client interaction
• Focus their team on 2-5 WSEs clients in a primary vertical within a designated geographic territory.
• Execute on the tactical requirements of front-line leadership: daily huddles, daily spiffs and incentive-based competitions, on-call assistance and coaching within the sales cycle, pre-call tactical planning and post call follow up.
• Work with mid-level management to ensure quarterly sales quotas and tactical goals are achieved based upon the Victory Plan scoring system.
• Establish prospect calling plans to identify and contact significant prospective client opportunities, establish initial contacts and appointments, sell products and services and transform prospects into new clients.
• Ensure weekly coaching with consultants is customized to their goals and needs.
• Interact with Marketing and Sales Development to provide feedback on call campaigns and events, associations and other marketing investments.
• Provide follow-up with customers to ensure customer satisfaction with solutions.
• Manage and lead a direct sales team of 6-9 Sales Consultants.
• Use CRM tools to facilitate multiple aspects of the sales cycle.
• Ensure monthly sales targets are achieved.
• Assist with their team’s sales presentations to existing/prospective customers to determine solution needs.
• Communicate directly with clients, prospects and external provide and public organizations/individuals to establish effective networks, new clients and referral basis.
• Assist management with monthly forecast requirements
• Work with management to customize training for department
• Monitor daily and weekly Key Performance Indicators based on individual contributors and the team as a whole with a primary emphasis on daily activities via phone calls and emails, daily First Meetings Scheduled, and weekly First Meetings Complete and RFP’s submitted.

JOB REQUIREMENTS AND QUALIFICATIONS

Education: Bachelor’s degree in business, sales or marketing required.

Training Requirements (licenses, programs, or certificates): none

Experience:

• Experience in HR outsourcing and consulting desirable.
• PEO industry experience preferred.
• Minimum 3 years’ experience in sales management.

Other Knowledge, Skills and Abilities:

• Knowledge of HR needs of small businesses is preferred

• Ability to handle interpersonal issues within their staff group and diffuse conflict.
• Ability to keep the inside sales team on tract for establishing all sales goals and objectives.

• Achievement-oriented and believe in performance rewards for exceeding annual sales goals through strong collaboration with partners and internal stakeholders.
• Proficient in Microsoft Office Suite
• Excellent verbal and written communication skills
• Ability to adapt to a fast paced continually changing business and work environment while managing multiple priorities
• Ability to communicate with employees at all levels of the organization
• Strong knowledge and understanding of both state and federal employment laws
• Excellent interpersonal skills
• Excellent presentation and facilitation skills
• A demonstrated commitment to high professional ethical standards and a diverse workplace

WORK ENVIRONMENT/OTHER INFORMATION ( Travel required, physical requirements, on-call schedules, etc.)

• Work in clean, pleasant, and comfortable office setting
• Minimal travel required
• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.