Area Sales Director

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The primary objective of the Sales Director is to provide to front-line sales managers and driving consistent results and performance across their sales teams. They oversee a group of sales managers who manage quota bearing reps. They often provide executive presence primarily to their teams in order to drive the execution of the strategy across the segments they are responsible for.

The Sales Director has limited interaction with buyers but in instances where these interactions do occur, it will be at higher altitude levels in the account and will likely be of a strategic nature.

Working at NTT

Sales strategy

The Sales Director works with the regional Sales Leadership and decision makers to compile a sales strategy that will deliver the strategic objectives as outlined in the global and regional organisational strategy.  They use their business acumen and strategic planning skills in conjunction with the information received from business development activities to define the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed. Sales Directors are accountable for creating turn-around solutions to ensure that sales plans are met irrespective of current situation.   They drive a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards. The Sales Director is a critical link between sales strategy and execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.

Operational management

As a leader of the sales team, they are responsible for operational management of the team which includes setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums. The Sales Director takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods. They execute the sales strategy by making decisions that influence people, process and technology. They measure progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client’s reality.

Sales targets and process

The Sales Director co-ordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and co-ordinated way. They are responsible for the co-ordination of the activities of their sales teams, setting and measuring performance targets, account allocation and enforcing the execution of the client account plans.  They also take responsibility for pipeline management and accurate forecasting.  The Sales Director acts as the final point of escalation and resolves internal and external sales related issues. He or she engages with vendors and partners to create go-to-market strategies with their sales teams. The Sales Director takes ownership of the full sales process and contributes to the pre-sales process as required. They set sales targets and goals whilst making it easier for clients to buy, listening to client concerns, collecting reality based evidence and enforcing standardised but flexible processes and methods across their teams.

Client engagement

The Sales Director displays exceptional client engagement skills and is able to support his/her sales teams in complex engagements, by generating demand by assisting clients to identify current needs (turning client’s implied needs into explicit needs), and then effectively articulate how Dimension Data can add value through our services and solutions.  They leverage their relationship skills and knowledge of the client environment to assist and influence the client at every stage of the buying criteria.  In this regard, they lead their team by example, and continuously drive for client satisfaction by ensuring that their sales teams display the appropriate level of client engagement. These individuals scrutinise and optimise the value contribution of people, process and technology along the buyer’s journey over the course of the relationship. They are involved in the details of sales kick-off planning to ensure that the kick-off focuses on celebrating buyer success and improving business acumen and buyer empathy across sales, support, consulting and services teams. The Sales Director develops and maintains more strategic relationships with internal and external partners to the benefit of their clients.

During the commercial management process the Sales Director uses his or her superior negotiation skills to look at innovative ways to position Dimension Data’s offering, in a complex environment, to identify the ideal business out