Sales Director

Job Description

FLSA Status: Exempt

Job Purpose

The Sales Director is responsible for driving profitable revenue growth across all GroundSystems branches. This position is responsible for the operations of the company's sales force, development and execution of the annual sales plan, monitoring performance of sales teams, and partnering with senior leadership to ensure business objectives are executed properly and on schedule. The role emphasizes disciplined pursuit of new business, strong renewal execution, pricing and margin integrity, and development of a high-performing sales organization.

Duties And Responsibilities

• Manage and coach a team of Business Development Managers across all branches to drive new maintenance and snow contract sales.
• Partner with Account Managers to define renewal strategies and ensure renewals are executed according to due dates.
• Assist Business Development Managers with opportunity planning and identifying future-year opportunities, ensuring work is queued for estimating ahead of RFP deadlines.
• Review and assist with strategy and pricing for proposals, particularly large or complex portfolio bids, to protect margin and win probability.
• Drive profitable growth through pricing discipline and value-based selling.
• Monitor proposals and sales funnel activity in all stages and work with the sales team to accelerate the sales cycle.
• Monitor the customer onboarding process (BDM to Account Manager), evaluate the customer experience, and implement improvements where necessary.
• Maintain marketing and promotional materials, including the sales deck; create new materials as required by opportunities.
• Make recommendations for updates to website content and ensure consistent corporate messaging across proposals and promotional materials.
• Work with senior leadership to develop analytics and dashboards to evaluate opportunity quality, sales productivity, and profitability of sold work.
• Conduct win/loss debriefs with the sales team, capturing market intelligence and applying lessons learned to future sales strategies.
• Facilitate monthly meetings with the Business Development team and weekly sales meetings with branch sales teams.
• Participate in production review processes to understand the profitability of new work sold and provide feedback to senior leadership to refine pricing strategies.
• Develop an annual calendar outlining how sales resources are allocated throughout the year.
• Manage day-to-day performance of Business Development Managers and conduct performance reviews.
• Partner with senior leadership to identify opportunities for sales process improvement and ensure a well-defined, efficient sales process is implemented.
• Work closely with senior leadership to define performance measurements and performance management programs; align reporting and training programs to support these priorities.
• Ensure sales reports and other relevant intelligence are provided to the sales team; develop new reporting tools as needed.
• Develop and manage sales and marketing budgets; analyze and control expenditures to meet budgetary requirements.
• Monitor competitor products, sales, and marketing activities.
• When necessary, meet with key clients and assist sales representatives with maintaining relationships and closing deals.
• Identify knowledge gaps within the sales and estimating teams and develop plans to address them.
• Establish training programs for new Business Development Managers and partner with Account Managers to ensure appropriate onboarding and training.
• Evaluate Design-Build opportunities to determine bid feasibility and track bids to completion to ensure deadlines are met.
• Attend industry and networking events and evaluate budget, impact, and return on investment.
  
  

Competencies

• Customer focused
• Excellent coaching skills: ability to observe, evaluate, and give meaningful feedback
• Strong written and verbal communication skills
• Analytical skills
• Strategic planning abilities
  
  

Qualifications

• Bachelor's Degree preferred; Associate degree or equivalent experience considered
• Five (5) or more years of related sales or sales leadership experience
• Adequate computer and information technology skills
• Valid driver's license and acceptable driving record
  
  

Working conditions

Physical Demands and Work Environment: The physical demands and work environment characteristics described here are representative of those that must be met by a team member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

Physical demands: While performing the duties of this job, the team member is required to sit; walk; stand for up to seven (7) hours at a time; use hands to handle objects; reach with hands and arms; balance, stoop, talk and hear. The team member must occasionally lift and/or move up to 20 pounds. Specific vision abilities required by the job include vision and ability to read documents and a computer screen. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work environment: This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, and filing cabinets. While performing the duties of this job, the team member is exposed to a noise level that is usually minimal to moderate.

Reports To

Reports to President.

AAP/EEO Statement

GroundSystems provides equal employment opportunity to all individuals regardless of their race, color, creed, religion, gender, age, sexual orientation, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law.

General Information

The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required of personnel so classified. GroundSystems reserves the right to change or modify the employee's job description whether orally or in writing, at any time during the employment relationship. GroundSystems may require an employee to perform duties outside his/her normal description.

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