Commercial Sales Director

Overview

The Commercial Sales Director is to work with their sales team to meet and exceed monthly and annual sales booking targets and maximize margin, wallet for all C Spire products and services with a focus on $2,000 MRR accounts and below.  The Director will work with the Sales VP to drive results through a digital presence, inside/tele sales and outside sales team of all C Spire products and services. The Director is responsible for monthly bookings forecasts and wins/loss reports that illustrate the team’s overall performance against quota(s). The Director helps their team create sales campaigns focused on nurturing relationships with customers, driving net new business, and cultivating existing client relationships to drive additional business for all C Spire products and services. Other duties include assisting the sales team with executing account planning, deal qualification, value propositions for clients, sales team enablement, conducting market analysis, and devising strategies for generating new business with our geography’s largest clients. 

Responsibilities

• • Works closely with the Marketing Team to promote Commercial products and services via the Web and Digital media. Works with the VP of Sales and product team to design and manage products that drive margin for the Commercial channel. 
  • Drive efficiencies of the Commercial sales channel. 
• Work with the sales team on a sales cadence to maximize net new logo bookings within their territory. Create & monitor team selling strategies for account penetration and sales campaign effectiveness. Time in front of customers helping to close the most strategic business opportunities and handling customer issues. 
• • Forecasting: monthly 1:1 session with each team member to review the sales funnel and discuss top opportunities and action plans. Create monthly and quarterly forecast report for the VP of Sales. Leads the effort for holistic pipeline management across services and sales stakeholders. 
  • Recruiting/Hiring: maintain a list of qualified candidates, conduct interviews, and work with partners for referrals. 
  • Conduct weekly sales meetings: Weekly sales meetings are held once per week to cover top wins, share sales information (promotions, updates, training schedules, etc.…), and discuss any concerns from the team. 
  • Acknowledge and celebrate sales accomplishments: Top wins are recognized weekly and top performers bi-annually. 
  • Manage performance & personnel issues: annual performance reviews. Personnel issues are handled on an “as needed” basis. Document serious incidents and/or multiple offenses. 
  • Coordinate training: work with the training team to ensure the successful completion of all training classes required for direct reports and managers. 
  • Conduct quarterly performance reviews: territory overview, activities review, funnel review, and sales strategy plan for key customers/targets. 
  • Provide coaching to the sales team members: observe their skills with customers and partners and provide feedback. 
  • Relationship Building: creating and maintaining strong management & executive relationships within our company and with our clients to drive business effectiveness. 
  • Collaborate with Engineering, M&CS & Presales Engineering leadership to prioritize and target team opportunities and determine appropriate resource allocation to deliver on commitments and drive results. 

Qualifications

• • Required 
    • Bachelor’s Degree or equivalent years of sales experience 
    • Proven sales leader with a minimum of 5 years experience in IT sales required 
    • Proven sales manager with experience in technical/IT sales and capable of driving complex execution to achieve an evolving business strategy 
    • Some travel required. 
    • Must work some evenings and Saturdays as needed 
    • Operates with the highest level of professionalism, personal integrity and accountability. 
  • Preferred
    • Sales Management Training is strongly preferred