Sales Team Lead - Vertical

Under general guidance from the VP of Verticals Program, the Vertical Team Leader is a Player/Coach that is responsible for the business development and sales growth for their assigned geographical market and accounts (Player), and international sales strategy, approach, and cross-organizational support to Account Executives pursuing large strategic opportunities in a nationwide Vertical (Coach). As a Player, the Vertical Team Leader is responsible for providing Diversified’s clients and prospects the highest possible level of quality in service to their accounts, ensuring client expectations are met by fulfilling client needs with a consultative approach. The Vertical Team Leader will be responsible for identifying, selling, and executing Diversified’s Workplace and Hybrid Solutions within their assigned market and accounts. As a Coach, the Vertical Team Leader is responsible for aligning 1 or 2 Account Executives in each Region with a common sales strategy, approach, and cross-organizational support (Pod) to identify, develop, and pursue tailored Workplace and Hybrid solutions for the Vertical. Account Executives outside the Pod that uncover large strategic opportunities can join and separate from the Pod as needed to leverage Pod resources and industry expertise in their pursuits. Account Executives aligned in the Pod do not report into the Vertical Team Leader – they are managed by Geo Team Leaders or Regional Directors within Regions. However, Account Executives aligned to the Pod commit significant time and effort to business development and sales in the Pod – following training, direction, and pursuit guidance from the Vertical Team Leader. The Verticals that we are focusing on are dynamic industries with a highly competitive supplier base - the possibilities are incredible and the sales process complex. Pods will use innovative and creative approaches for identifying needs and proposing Workplace and Hybrid Solutions to exceed our clients’ expectations and desired outcomes.  Responsibilities: Player: Meet or exceed bookings and profitability targets within an assigned market and account list.   Create account specific strategies with new and existing accounts that maximizes the business potential, aligning with Workplace Business Unit and Regional goals. Secure new sales opportunities in target markets/portfolios. Establishes strategic deals and leads with a consultative, solutions-based sales methodology. Ensure sales standards are met by building strong relationships within their client base and targeted prospects. Develop annual GTM sales plans for assigned Enterprise Accounts and Fast Track Enterprise Accounts. Reports and forecasts achievements to goals on a quarterly basis. Drive the entire sales cycle for Workplace and Hybrid Solutions opportunities that include services. Stay up to date on technological changes within the industry to identify areas of opportunity. Address client inquiries and issues that impact the sales cycle Function as the lead customer relationship manager for prospect pursuits and assigned accounts – working closely with internal partners and stakeholders for delivery of proposals, presentations, and contracts Function as the executive escalation point for customer dissatisfaction issues, ensure issue remediation owner follows through on root cause analysis, remedy, and appropriate communication, and verify that the customer is aware and satisfied with remediation Ability to understand and identify buyer motivations and requirements for Workplace and Hybrid Solutions. Travels to prospects and clients as needed to propose and review sales opportunities. Travels to project sites as required to ensure quality and cohesive client relations. Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths. Assist in managing the sales pipeline, tracking leads, and updating CRM systems with prospect and client selling information. Assist in working through invoicing, billing and receivables issues with finance team and customer coordination and communication. Assist in identifying and qualifying potential leads from marketing and inside sales.   Coach: Maintain a strong working knowledge of solution offerings and technology changes within the Workplace and Hybrid Solutions industry for the Vertical. Ability to understand buyer personas, motivations, requirements, and political landscape in the Vertical. Establish a common sales strategy, approach, and cross-organizational support to identify, develop, and pursue tailored Workplace and Hybrid solutions for the Vertical. Work closely with Account Executives, internal partners and stakeholders aligned in the Pod (A-Team) to help them uncover and pursue new business, progress the sales cycle, build new or stronger relationships, and deliver best in class proposals and solutions for prospects and clients. Coach, mentor, and train Account Executives in the Pod. As needed, assist Account Executives outside the Pod (international) with large strategic pursuits in the Vertical. Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths.   Professional Experience & Required Skills: 7-10 years of outside sales 3-5 years working within the Vertical 5 years of technology industry experience; AV and Workplace Solutions preferred Leadership mindset – can work cross functionally with different sales teams and internal partners to assemble the A-team for sales pursuits and solving client problems. Keen customer focus – always concerned and curious about how to make our clients successful and build stronger relationships. Consultative selling – capable of selling the problem that we are solving and orchestrating positive and memorable experiences throughout the sales cycle. Experience working with CRM/Sales support platforms – good working knowledge of MS Office, NetSuite, HubSpot, LinkedIn, and similar applications. Accurate short-term and long-term forecasting is critical for operational success. Excellent verbal and written communication skills – transparent, informative and results oriented with strong negotiation skills. Business acumen – Strong problem-solving ability, analytical, adaptable, entrepreneurial, highly accountable, performance driven with a high level of integrity.   Education Bachelor's degree preferred or equivalent professional experience

Salary : $106,600 - $162,800