Sales Management Director

Job Summary

In partnership with the Market or Line of Business leader, leads and drives implementation of the Sales Management operating model. Oversees business development process and strategy, identification and qualification of opportunities, the assignment of individuals to pursuit teams, broker debriefs, execution of business plans, and coordination of geographic and line of business sales efforts.

Partners with local, regional, and national geographic and line of business leaders including Sales Management leadership to attract, develop and retain a highly effective salesforce to achieve organic growth and market share gains.

Essential Duties And Responsibilities

• Develops strong relationships with regional Market Leaders and sales professionals to advance sales management principles and leverage best talent to optimize sales results.
• Ensures internal company sales guidelines and processes (Sales Management) are followed and Salesforce.com and other systems are fully utilized within region by auditing compliance and utilization.
• Works with Managing Directors to address non-compliance and maximize utilization.
• Utilizes tools such as Salesforce.com to manage metrics and reporting related to Sales Management initiatives including local sales and market activity, pursuit lists, pipelines, follow up reporting, and business plans.
• Drives the use of the Finishing First process for pursuits that meet or exceed a materiality threshold.
• PARTNERS WITH PEER GROUP AND LEADERSHIP TO ASSIST IN COORDINATION OF TARGETED VERTICAL PURSUIT STRATEGIES (E.G. MIDCAP, PRIVATE EQUITY, HEALTHCARE, NON PROFIT, LAW FIRM, CRITICAL ENVIRONMENTS, ETC.) WITHIN REGION.
• IDENTIFIES, DEVELOPS, SHARES AND IMPLEMENTS BEST PRACTICES RELATED TO SALES MANAGEMENT INCLUDING IDENTIFYING THE UNIVERSE OF PROSPECTS, ALIGNED BUSINESS PLANS, MEANINGFUL MARKET MEETINGS, HIGH QUALITY BROKER DEBRIEFS, PROSPECTING REPORTING, IMPLEMENTING PURSUIT PROTOCOLS, PROACTIVE TEAM FORMATION, IMPLEMENTING LOCAL SPOC PROCESSES, MANAGING INBOUND AND OUTBOUND REFERRALS, PURSUIT LISTS, FINISHING FIRST, PIPELINE REPORTING, USE OF SALESFORCE.COM (IF APPLICABLE) AND CROSS SELLING.
• IDENTIFIES OPPORTUNITIES AND INFLUENCES KEY IMPROVEMENTS IN SALES MANAGEMENT PRACTICES.
• IMPLEMENTS BEST PRACTICES RELATED TO EFFECTIVE RECRUITMENT, SELECTION, DEVELOPMENT AND PERFORMANCE MANAGEMENT OF LOCAL SALES ORGANIZATION.
• WORKS WITH NATIONAL LEADERSHIP TO PERFORM GAP ANALYSIS AND MAINTAIN OPTIMAL STAFFING LEVELS WITHIN THE LOCAL MARKET SALES ORGANIZATION.
• IMPLEMENTS NATIONAL TRAINING CURRICULUM; PARTNERS WITH REGIONAL TEAM TO DEVELOP AND IMPLEMENT LOCAL TRAINING CURRICULUM.
• PARTNERS WITH RESEARCH AND MARKETING AND IMPLEMENTS LOCAL CLIENT CARE PROGRAMS.
• HELPS TO DRIVE COLLABORATION ACROSS THE ENTERPRISE.
• PLANS, CONDUCTS AND COORDINATES TEAM MEETINGS REVIEWING STRATEGY, DIRECTION AND GOAL TRACKING.
• SERVES AS CONDUIT FOR ASSISTING LOCAL SALES TEAMS IN IDENTIFYING RESOURCES AND INFORMATION WITHIN A COMPLEX PLATFORM AND HIGHER MATRIXED WORK ENVIRONMENT.
• EVALUATES AND REPORTS ON NATIONAL AND LOCAL INDUSTRY AND BUSINESS TRENDS THAT IMPACT THE SALES ORGANIZATION.
• DEVELOPS AND MAINTAINS RELATIONSHIPS WITH INDUSTRY AND TRADE ASSOCIATIONS, VENDORS AND PROFESSIONAL ORGANIZATIONS.
• PERFORMS OTHER DUTIES AS ASSIGNED.

Supervisory Responsibilities

• Manages the planning, organization, and controls for a major functional area or department.
• MAY BE RESPONSIBLE FOR A MIX OF DIRECT AND MATRIX REPORTS.
• APPROVES SUBORDINATE'S RECOMMENDATIONS FOR STAFF RECRUITMENT, SELECTION, PROMOTION, ADVANCEMENT, CORRECTIVE ACTION AND TERMINATION.
• MONITORS APPROPRIATE STAFFING LEVELS AND REPORTS ON UTILIZATION AND DEPLOYMENT OF HUMAN RESOURCES.
• LEADS AND SUPPORTS STAFF IN AREAS OF STAFFING, SELECTION, TRAINING, DEVELOPMENT, COACHING, MENTORING, MEASURING, APPRAISING AND RETENTION.
• LEADS BY EXAMPLE AND MODELS BEHAVIORS THAT ARE CONSISTENT WITH THE COMPANY'S VALUES.