Divisional Director, Sales

The Director, Sales leads a team of sellers who have an assigned book of business and individual sales quota expectations. As the leader of the team, the Director achieves results by guiding, mentoring, coaching and empowering the individual sellers and does not have their own book of business responsibilities.

Primary Accountabilities:

(60%) Leadership

• Engage with team members to develop account strategies and growth objectives that achieve revenue goals, meeting or exceeding business plans.
• Identify, analyze and implement coaching strategies to improve sales performance of team members within their assigned sales territory; guide sellers in the process of clarifying client needs and building a compelling sales strategy to present Inmar solutions.
• Guide team members on performing, or engaging with others to obtain, account and industry research and analytics to inform sales strategies.
• Serve as the point of escalation for issues or roadblocks encountered by team members; work to identify root cause issues or impediments; seek solutions for improvement, engaging with other internal teams when needed.
• Empower team members to take responsibility for their work; expect accountability and regular feedback.
• Effectively engage with Solution Experts and other internal resources to ensure team members remain current on the Inmar solutions they present to clients.
• Responsible for hiring and onboarding new sales associates and those transitioning from other areas; effectively utilize the services and support of internal departments such as HR, Sales Enablement, etc.
• Regularly engage with team members to assess their performance against goals, identify areas for needed growth and improvement, and provide them guidance on career progression.
• Assist sales leadership with developing budgets and plans; appropriately communicate results of personnel assessments and plans for development; be cognizant of internal policies with regards to managing compensation.

(20%) Strategic

• Use internal and external resources to provide solid industry, market and segment knowledge to team members
• Seek to maintain in-depth knowledge of clients' and prospects' business/industry as it pertains to their engagement with Inmar solutions; continuously build and grow network and relationships with various levels of client organizations.
• Shape account strategy to clearly and continually identify business issues and opportunities where Inmar can engage.
• Be the internal Voice of the Customer; capture and communicate competitive information and insights to Client Services, Marketing and Product Management that will help Inmar succeed.
• Operate with a growth mindset; proactively instruct and implement strategies to help the team remain current, nimble and positive.
• Ensure information received from top down regarding sales organization and product vision is not only communicated but is thoroughly understood by all team members; lead through transformative events, keeping the team focused and together.

(20%) Operational

• Assist with maintaining the sales database for customer and prospect opportunities; ensure all team members understand the importance of this as well.
• Promptly complete reporting requests from sales leadership or other internal departments when requested.
• Provide effective upward communication to inform sales leadership on client and personnel matters of importance to that level; proactively contribute to sales opportunities such as new business, renewals or expansions.
• Seek to achieve consistent execution of sales best practices; focus the team on the most logical path towards revenue growth; help them understand sales signals and how to assess pipeline health.
• Ensure the Implementation and execution of general company processes, policies and practices are followed (i.e. travel policy, expense reports, required training sessions, etc.).

Additional Responsibilities:

• Performs other duties as assigned
• Complies with all policies and standards

Required Qualifications:

• Bachelors Bachelor’s Degree in Business or a related field required 
• Minimum of 3-5 years leading managers or multi-level teams (e.g., directors, sales managers, or functional leaders)
• Or 5-8 years of experience in sales or marketing; or any equivalent combination of e