Job Description – Custom Sales Director

Department: Sales

Reports To: Owners

Seniority Level: Senior – Company Leadership Team

Employment Type: Full-time

SUMMARY

We are a growing provider of branded and promotional products to organizations.

The Sales Director supports and administers the selling of our products which include screen printing, embroidery, and promotionals(ASI) It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, monitoring, and evaluating any direct sales team members. The fundamental role of the Sales Director is to manage and administer a selling program that effectively contributes to the organization's growth and client retention goals. Under the direction and with the support of the President and Vice President, the Sales Director will be included in the deciding how many salespeople to employ, selecting and onboarding them, what sort of compensation and incentives to use to motivate them, what type of presentations they should make, and how the sales function should be structured for maximum contact with customers.

The primary role of the Sales Director is to be responsible for the new business development and performance of all sales activities in the custom market. Staffs and directs the sales team and provides leadership towards the achievement of maximum profitability and growth in line with company goal, vision and values. Establishes plans and strategies to expand the customer base in the market and contributes to the development of training and educational programs for clients, and direct sales team members.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Including the following. Other duties may be assigned.

Sales Leadership:

• Meet pre-determined revenue growth goals as provided in the current Compensation Plan through the activities of Sales Reps and sales support.
• Responsible for obtaining profitable results through the Sales Rep team by developing the team through motivation, counselling, skills development and product knowledge development.
• Responsible for managing the Sales rep team, developing a business plan covering sales, revenue, and expense controls, meeting agreed targets, and promoting the organization’s presence.
• Lead and schedule weekly and/or monthly and/or quarterly sales team meetings with sales team and leadership.
• Embody company culture and maintain high sales employee engagement.
• Provide direct selling and co-selling service and support for key accounts.
• Provide quote and proposal development support for complex projects to Sales Reps and sales support, and educate Sales Reps and support on creating similar proposal or quotes in the future.
• Ensure correct usage of CRM and other sales tools applications.
• Follow, train and ensure adherence to all sale, pricing, and customer service processes and policies.
• Review, Rectify, and report to accounting salespeople’s commissions after the end of each month.

Client Retention:

• Present new products and services and enhance existing customer relationships.

• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs

New Business Development:

• Prospect for potential new key or strategic accounts and convert these into increased business.
• Make regular outside sales calls as appropriate to help develop markets with Sales Reps in geographic or target verticals to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential key clients, and the decision makers within the client organization.
• Research and build relationships with key clients.
• Support meetings between client decision makers and Sales Reps.
• Plan and execute approaches and pitches and share best practice with Sales Reps.
• Work with Sales Reps to develop proposals that speak to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion.
• Use a variety of styles to negotiate appropriately.
• Present an image that mirrors that of the client.

Business Development Planning:

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with senior level management on business trends with a view to developing new products and services in industry category and subcategories.
• Identify new opportunities that will lead to an increase in sales.
• Using knowledge of the market and competitors, deliver the company’s unique selling propositions and differentiators defined in the VTO.

Personnel:

• Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each Sales Rep team member, set individual sales targets and administer the commission plan.
• Personally observe the performance of Sales Reps in the field on a regular basis.
• Responsible for the planning, recruitment, direction, organization and control of sales representatives to accomplish specific objectives.
• Provide high standards of ongoing training for the sales representatives so that they possess sufficient technical knowledge to present information on the company’s products in an accurate and balanced manner.
• Onboard new salespeople to ensure success.
• Coach and develop direct reports.

Administration:

• Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
• Responsible for monitoring the performance of the sales team by establishing a system of CRM and Order Management system reports and communications involving sales reports, weekly sales meetings, and marketing feedback on lead follow-up performance.
• Assign sales rep category and subcategory responsibilities for the market, set sales goals, and establish training programs for the organization’s sales representatives.
• Track sales team metrics and report data to leadership on a regular basis.
• Implement performance plans according to company procedure.

Planning:

• Assist in the development of the annual sales plan, specifically advising on realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force and sales promotion program plans.
• Analyze sales statistics to determine sales potential and inventory requirements and to monitor customers' preferences.

QUALIFICATIONS AND REQUIREMENTS

• Bachelor’s degree preferred.

• Minimum of 6 years’ sales management experience in successful sales and/or customer service roles is highly desirable.

• Meeting Company Sales Goals
• Strong communication (verbal and written) relationship, and negotiation skills.
• Organization and time management skills.
• Providing Motivation for Sales Team
• Can Be an Effective Coach for Sales Team Members
• Strong Sales Planner and Strategic Thinker
• Attentive to required forecasting and business reporting responsibilities.

• Proficiency with MS Office (Word, Excel, PowerPoint, Outlook) is required.
• Proficiency in CRM management is a must.
• Managing Processes and Conducting An EOS L-10 Sales Meeting Each Week.
• Knowledgeable in developing dept budgets.
• Successful Track Record in Hiring and Retaining Sales Talent

Compensation and Benefits

We will offer a base salary commission package with no cap, and unlimited earning potential.

Benefits include health coverage and paid vacation.