Director of Strategic Sales

Our client is a leader in route-based services for various commercial and multi-residential properties: managed HOAs, smaller apartment complexes, eldercare/housing (assisted living/nursing homes, long-term care facilities), institutional landlords, vacation rentals, etc.

The candidate MUST be located in any of these metro areas:

Newark, NJ

Atlanta, GA

Boston, MA

Washington DC

They are seeking a Director of Strategic Sales. They will be a key member of the company’s leadership team, reporting to the Chief Revenue Officer. The Director of Strategic Sales is responsible for developing the overall strategy and driving the execution of the plan for the company’s multi-residential unit business. The Director of Strategic Sales will lead the cultivation of relationships with strategic clients that fit the company's target profile, including managed HOAs, smaller apartment complexes, eldercare/housing (assisted living/nursing homes, long-term care facilities), institutional landlords, and vacation rentals, etc. Accelerating sales growth with strategic clients is one of the most important growth priorities.

Specific Responsibilities:

Strategy

• In partnership with the CRO, ensure alignment around overall marketing messages and Company’s competitive positioning/value proposition
• Establish strategic, financial, and operational goals and targets for FY2024 and 2025 and create a general Business Case set of assumptions
• Identify top client prospects by customer segment, build pipeline, and prioritize prospects to target
• Develop current key account and prospect-specific sales strategies:
• Approach/how to navigate the networks
• Selling proposition & messaging
• Resources required (marketing support, budget for travel, etc.)
• Develop the longer-term business building strategy – the initial focus is on driving customer acquisition in core services; work with the CRO to identify potential future cross-sell/adjacencies strategy and/or opportunities (e.g., pest control, lawn treatment)

Process

• Re/define contract terms by type of account or business opportunity with an emphasis on pricing, ensuring renewals, capturing recurring revenue, and maximizing customer LTV
• Establish/enhance pipeline / CRM reporting to enable tracking of opportunities and allowing for visibility into progress (metrics, sales funnel management)
• Drive customer acquisition through active outreach, strategic relationship development (direct to client, indirect through “connectors”), attendance at trade conferences, targeted marketing programs

Leadership/Organization

• Act as the main point of contact with key accounts and represent the Company consistent with the overall “branding” and values of the Company
• Work collaboratively across the organization and leverage existing processes and resources as relevant to building out the business
• Determine sales organization structure and staffing and resourcing requirements
• Establish a compensation program: commissions, sales incentives, quotas, etc.
• Set budgets and performance metrics for the sales organization

Experience & Qualifications

• 10 year track record of success in driving new business opportunities in B2B services-focused companies
• Target route-based institutional residential services businesses (as opposed to single home)
• Brings relationships and access to networks in target market segment (e.g., HOAs)
• Experience in developing and executing key account strategies with demonstrated quantifiable success in driving revenue
• Experience in B2B services contracting from developing the terms and conditions, pricing, and working with operations/execution teams to ensure the Company is meeting client service quality, and other key requirements consistently
• Experience developing/enhancing/utilizing CRM systems and managing the ongoing upkeep of pipelines, sales funnel management and reporting

If you feel that you fit these qualifications we encourage you to apply with a recent resume.