Director, Client Success & Sales

SUMMARY 
The Director, Field Sales and Retention is a results driven leader who excels at developing and guiding a high-performing team while fostering exceptional client experiences and driving account growth.  This role is responsible for overseeing a group of Team Leads, providing them with the tools, training and support needed to drive success in both sales and client service.   The Director, Field Sales and Retention focuses on leading the team to achieve all client growth and retention goals, while building strong client relationships ensuring a seamless experience for customers in our programs across all territories.  

As a leader, the Director, Field Sales and Retention is confident, dynamic, and deeply invested in both team and customer success.  They empower their team to act as trusted advisors, using their marketing expertise and consultative sales skills to anticipate client needs and effectively position the company’s comprehensive marketing solutions.  These solutions may include branding, content creation, and paid search.  By leveraging industry knowledge, client insights, and collaborative strategies, the Director, Field Sales drives the team to meet ambitious growth and engagement targets while ensuring long-term client satisfaction and growth.  

This role requires a dynamic leader who can motivate, coach, and guide a diverse team to exceed goals and drive meaningful impact.  Effectiveness in this role relies on the ability to adapt strategies to shifting market demands, ensuring execution is tailored to regional and industry-specific needs.  Beyond driving the plan forward, this individual should provide insights, recommendations, and customized solutions that optimize performance at both the individual and team levels.  

KEY OUTCOMES & RESPONSIBILITIES

Key Outcome: Drive Client Engagement Through Strategic Sales Leadership and Relationship-Driven Approaches
Key Responsibilities:

• Relationship Building and Client Engagement: Champion a relationship-first approach to client interaction. Empower the team to build and nurture lasting relationships with clients and stakeholders, ensuring personalized service and deep understanding of client needs to drive loyalty and long-term business growth.
• Client Engagement Strategy Development & Execution: Develop and implement comprehensive engagement and sales strategies that align with company objectives, integrating customer-centric approaches to achieve revenue growth and market penetration across multiple regions or business units.
• Leadership: Inspire, lead and mentor team to excel in their roles. Foster collaborative and relationship-driven culture that emphasizes trust, partnership, and shared success. Provide ongoing coaching, feedback, and professional development to build a high performing team.  
• Cross-Functional Collaboration: Work closely with other departments (marketing, product, customer success, etc.) to ensure alignment and effective execution of sales strategies, ensuring a seamless experience for clients and prospects.
• Talent Development & Coaching: Identify skill gaps and development needs within the team. Provide targeted coaching, training, and mentorship to team leads and account managers ensuring continuous growth and high team effectiveness.
• Recruitment & Talent Acquisition: Support the recruitment process for new team members, ensuring that talent acquisition aligns with team and business needs.

Key Outcome: Drive Sales Excellence, Efficiency, and Productivity Across Teams
Key Responsibilities:

• Sales Process Optimization: Continuously evaluate and improve sales processes to ensure maximum efficiency and effectiveness across all teams. Identify and implement best practices that streamline operations and increase sales productivity.
• Sales Enablement & Tools: Ensure the field team has the tools, resources, and technologies needed to succeed, including CRM systems, sales training materials, and data analytics platforms. Promote the adoption of these tools to improve team performance.
• Performance Metrics & Analytics: Develop and track key performance indicators for team, including new customer acquisition, and client retention. Provide regular feedback and reports to leadership, offering insights into team performance and areas for improvement.
• Team Motivation & Engagement: Foster a positive, collaborative culture within the field team organization. Encourage team cohesion, celebrate wins, and maintain high morale to motivate team members to exceed their targets.
• Sales Training & Development: Lead ongoing training programs to enhance the team's skills in areas such as negotiation, relationship building, and solution selling. Ensure Field Team Leads are up to date on product knowledge and market trends.
• Market Intelligence: Gather and analyze industry trends, competitor activities, and customer insights to inform sales strategies. Share relevant information with the team to ensure they are well-equipped to approach opportunities and challenges in the market.
• Sales Performance Oversight: Monitor and analyze the performance of direct reports and their respective teams. Ensure that KPIs such as revenue generation, lead conversion rates, customer engagement and customer retention are met. Provide strategic direction to optimize performance.

Key Outcome: Achieve Revenue Targets and Drive Sustainable Growth
Key Responsibilities:

• Revenue Target Management: Ensure that the team is on track to meet or exceed growth targets. Work closely with Team Leads to set realistic and achievable sales goals, while maintaining focus on long-term client growth.
• Account Penetration & Expansion: Support Team Leads in identifying and pursuing new business opportunities, including upselling and cross-selling existing clients to expand the scope of business relationships.
• Strategic Account Management: Oversee the management of strategic accounts, ensuring that Team Leads are focused on long-term relationship-building and account growth. Ensure successful contract renewals, pricing negotiations, and overall client satisfaction.
• Customer Retention Strategies: Collaborate with Field Team Leads to implement strategies that improve customer retention rates. Support the team in addressing client needs and providing exceptional service to maintain long-term business relationships.
• Forecasting & Strategic Adjustments: Lead the team in accurate forecasting and pipeline management. Make necessary strategic adjustments based on performance data and market conditions to ensure targets are consistently achieved.

Key Outcome:   Engage, retain and enable performance of talent
Key Responsibilities: 

• Develop and proactively manage a talent plan for the account talent within the portfolio.  Assess, hire, onboard, and grow role-appropriate talent to meet client needs within an optimal team structure.
• Provide effective feedback that enables employees to improve and work towards goals while seeking feedback from the team to enable inclusion and continuous improvement.
• Remove barriers to enable team outcomes.
• Provides opportunities for growth and development.  Tailor coaching with specific business outcomes in mind.
• Mentor and inspire employees to unlock their full potential.

Other Responsibilities: 

• Drive the readiness of the team for the annual enrollment period by incorporating timely training, ensuring they are equipped with necessary tools, resources, and up-to-date information to maximize enrollment success.
• Other responsibilities may be required due to business needs and scope of work.
• Some travel to marketing events hosted by BT or clients is required.

QUALIFICATIONS  

Required

• 7 years of experience in Sales Management.
•  4 years of experience in end-to-end sales solutions.•    
• Solution-focused sales experience with a strong understanding of consultative selling and sales strategies.
• Proven track record in account management with cross-selling expertise.
• Excellent communication and presentation skills.
• Exceptional negotiation and closing skills.
• Self-motivated, results-oriented, and able to thrive in a fast-paced environment.

Preferred

• Bachelor’s degree in Sales, Marketing, or Communication preferred - A combination of education and experience will be considered.
• 5 years’ experience with CRM software.
• Sales leadership in marketing and advertising
• Experience marketing at larger scale events such as trade shows exhibiting a plus.
• Outside sales experience a plus
• Experience with marketing products; branding and digital marketing a plus

CORE COMPETENCIES 

• CUSTOMER FOCUS/CLIENT INTIMACY: seeking to understand client business challenges/needs and delivering continuous value to our clients.
• COLLABORATIVE: working with teams and across the organization with ease  
• OWNER AGILITY: able to continuously learn and quickly adapt to changing circumstances.
• RESULTS DRIVEN: accepts accountability to deliver business outcomes, even under changing circumstances. Delivers on commitments  
• DISCIPLINED: Thinks, plans, and prioritizes work on an ongoing basis, plans and aligns with key team members before acting

WORK ENVIORNMENT & PHYSICAL DEMANDS
The work environment and physical demands characteristics described here are representative of those an employee encounters while performing the essential functions of this job, typically in an office setting or in a home office. An employee in this role may be in a stationary position, often standing or sitting for prolonged periods and using office equipment and computers. The noise level in the office environment is usually moderate. (I.e., business office with computers and printers, light foot traffic, etc.). Reasonable accommodation may be requested to enable individuals to perform the essential functions. 
 
COMMITMENT TO DIVERSITY, EQUITY, INCLUSION AND BELONGING
Our dedication to Diversity, Equity, Inclusion, and Belonging (DEIB) is a cornerstone of our culture. We believe that the diversity and inclusivity of our workforce are sources of strength. As you become part of our community, you'll discover that we are dedicated to creating a positive impact, not only for our clients but also for the communities where we live and work.
 
EEO DISCLAIMER
Butler/Till is an Equal Opportunity Employer to all employees and applicants and prohibits discrimination and harassment of any kind without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
 
COMPENSATION
Butler/Till is committed to providing pay transparency of our compensation philosophy and ensuring equitable pay practices for our employee owners. The compensation range for this position is $90,000- $126,000 and represents the annual salary range in Rochester, NY. Base pay offered may vary depending on multiple individualized factors, including location, skills, and experience. 
 
This is just one component of Butler/Till’s total compensation package for employee owners. The total compensation package for this position may also include other elements, including ESOP (employee stock ownership plan), an annual bonus, in addition to a full benefits package, and paid time off benefits, including 100% paid parental leave. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

Salary : $90,000 - $126,000