Remote - Managing Director I

Location: REMOTE in AR, AZ, CO, FL, GA, IA, MD, MO, NC, NE, NV, OH, PA, TN, TX, UT, VA, and WA.

About Arbinger:

The Arbinger Institute is a fast-growing leadership development and culture transformation organization. We help leaders, teams, and organizations create people-centric cultures that drive exceptional organizational results. Through an innovative process of training, coaching, and consulting, we help people adopt an outward mindset which is integral to accelerating performance, creating genuine inclusivity, and ensuring sustainable change. We work with thousands of organizations of all sizes across a broad spectrum of industries, including manufacturing, technology, non-profits, healthcare, law enforcement, finance, and the federal government.

The Arbinger Institute was founded over 40 years ago. Arbinger is an equal opportunity employer committed to diversity and inclusion in the workplace. Arbinger has been named a Top Workplace by the Salt Lake Tribune for three years running (2020-22) and is a 2022 and 2023 recipient of the HIRE Vets Medallion Award for our commitment to hire, develop, and retain our United States veterans.

The Position:

As a Managing Director, you'll play a pivotal role in guiding the actions of Arbinger's account executives and ensuring the optimal satisfaction of accounts within their designated practice area. Responsibilities encompass not only managing the seamless operation of these activities but also actively cultivating a positive client experience. This involves strategically constructing and sustaining a high-conversion sales pipeline, participating in sales meetings to offer detailed progress updates, and staying informed on dynamic industry trends. Additionally, you'll be expected to showcase a proactive approach by identifying fresh sales opportunities through effective networking initiatives and leveraging customer referrals.

Roles and Responsibilities:

• Perform regular self-assessments using Arbinger’s 3A assessment tool to gauge and enhance individual performance impact.
• Responsible for establishing and communicating the 3A expectations, creating job maps, and utilizing various Arbinger tools to enhance the impact of direct reports.
• Lead and manage a dynamic team of account executives, driving the attainment of ambitious sales objectives.
• Set and communicate reasonable sales quotas to guide and motivate the sales team towards achieving key performance metrics.
• Cultivate enduring relationships with new customers, fostering a client-centric approach to business development.
• Actively participate in recruitment, hiring, onboarding, and coaching processes for account executives, aligning efforts with practice targets.
• Strategically develop and implement account plans to retain and grow relationships with existing customers.
• Identify customer needs and articulate how our company's products and services effectively address those requirements.
• Craft compelling sales proposals that resonate with potential and existing customers, facilitating commitment to our products and services.
• Collect valuable customer feedback to pinpoint product and service areas for improvement and innovation.
• Perform additional related duties as assigned.

Required Capabilities:  

• Demonstrate superior negotiation and consultative sales capabilities, illustrating an adept ability to navigate complex business scenarios.
• Exhibit excellent leadership and management capabilities, guiding teams with a strategic vision while fostering a collaborative and empowering work environment.
• Proven ability to deliver exceptional customer service, ensuring that client satisfaction remains a primary focus in all interactions.
• Display established organizational proficiency, adeptly juggling multiple tasks, paying meticulous attention to detail, and consistently meeting deadlines.
• Strong communication capabilities, fostering effective and transparent dialogue within teams and across organizational levels.
• Possess a high level of emotional intelligence, showcasing a profound empathy for the well-being of teams and collaborative partners.
• Prioritize tasks effectively, collaborating seamlessly with multiple departments to drive cohesive and aligned efforts.
• Demonstrate the capability to delegate tasks and responsibilities judiciously, optimizing team efficiency and productivity.
• Proficiently utilize Microsoft Office Suite or related software to streamline workflows and enhance overall organizational effectiveness.

Preferred Capabilities:

• In-depth knowledge of The Arbinger Institute’s Intellectual Property and how it can be applied to the organizations in the practice they serve.
• Proficient in utilizing Project Management software such as Asana, Trello, Basecamp, etc.
• Well-versed in the use of customer relationship management tools, exemplified by expertise in SalesForce.

Education and Experience:

• Experience managing sales team to meet targets successfully for multiple years required.
• Bachelor's degree in marketing, communications, business administration or management, or equivalent work experience.
• 5 years of related experience required with demonstrated successful goal/quota attainment where account annual spend is in excess of $100k. 
• Experience working in or selling into the assigned practice area preferred.  

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.
• Travel up to 25% may be required.

Compensation: $250k On-Target-Earnings, with $150k base salary Variable Compensation with Uncapped earning opportunity.

Arbinger Benefits:

• Leadership Training
• DEIA Workshops
• Health Benefits
• Health Savings Account (HSA)
• 401K Plan
• Accident Coverage
• Critical Illness Coverage
• Disability Coverage
• Life Insurance
• Paid Time Off (PTO)
• Paid Parental Leave
• Discounted Gym Memberships
• Pet Insurance
• Comprehensive Employee Assistance Program
• Birthday and Anniversary celebrations 
• 11 Company Paid Holidays 
• Company Paid Veterans Day off for all Veterans 

*Note: the job description is not meant to cover all responsibilities but only provides an overview of the role.

** Arbinger is an equal-opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, protected veteran status, or any other basis protected by applicable federal, state or local law. 

Salary : $150,000