STRATEGIC RESPONSIBILITIES



5181600-60007500Director of Sales COMPANY:BedrocLOCATION:Franklin, TNSALARY/WAGE:Dependent on Qualifications; Base + Bonus; Excellent BenefitsSTATUS:Full Time EmployeeJOB CATEGORY:SALESOCCUPATION:Information TechnologyRELEVANT WORK EXPERIENCE:5+ Years Sales Management or Channel Management Experience. Minimum five plus years of B2B sales management experience, preferably with high tech products (hardware, hosted, managed and/or professional services) in companies with 250 – 2,000 employeesOTHER SKILLS:Experienced Manager. Ability to travel. Experience opening and building out new territories is a plusEDUCATION:Bachelor’s Degree or equivalent experienceCITIZENSHIP:U.S. Citizenship, EAD or Green Card REQUIRED POSITION DESCRIPTIONThe Director of Sales is an important leadership position vital to the achievement of the overall corporate strategy at Bedroc. The focus includes achieving aggressive sales goals on an individual, team, and companywide basis. Significant time will be spent coaching and developing account managers and sales reps, assisting them with client strategies and on site calls, motivation and team building, as well as conflict resolution. Expert knowledge and application of the entire sales process is necessary. Understanding and leveraging Bedroc value proposition to specific market segments is fundamental to success. The Director provides leadership by managing the P&L to achieve stated business objectives and creating client value. This individual works in close partnership with rest of the executive team to represent Bedroc corporate goals, missions and values.This position reports to the President & CEO.STRATEGIC RESPONSIBILITIESLead Bedroc Sales strategy Make C Level calls to top 25 accounts with and without sales repsManage leadership’s involvement in the top 25 accounts to ensure consistencyDevelop and implement strategies for selling:Unified CommunicationsNetwork ArchitectureData CenterSecure EnterpriseSlate Cloud and Managed ServiceMaintain Marketing StrategySocial Media (LinkedIn, Twitter, Bedroc Website Blog)Clearly defined sweet spot, value propositions, and heat mappingTarget prospect list by Region/BDDCompany-wide campaign planIndividual campaign templateStrengthen vendor relationships by meeting with key local management from select partners and through proactive participation on various vendor advisory councils, consortiums and local and national vendor networking opportunities. Articulate scope of Bedroc’s expertise to vendors.Work with VP of Technology on expansion of sales offerings by effectively leveraging targeted market research, manufacturer relations and effectively building a sales team to attack new markets.Works with Director of Professional Services on overall professional services strategy (growth, target practices, etc.)Review performance against objectives by determining priority markets, accounts, and cities for focus, and construct account development strategies. Prepare and review monthly reports; forecast and actual sales, summary of previous and current activities (meetings, demos, seminars, telemarketing) etc.Define territory plans, account plans, and offerings plans to meet the long-term sales objectives.Maintain a clearly defined recruiting process that aligns to growth needs.Maintain a clearly defined on-boarding process for new hires.Maintain an ongoing training plan for the entire sales organization.Train and measure the adoption of the Bedroc Sales Playbook within the sales team Maintain sales tools to assist with the sales process.Collateral (1 Page Sales Slicks, Testimonials, White papers, etc.)Standard proposal templates in PowerPointStandard RFP response content in Word formatCustomer reference listEvaluate competitive information, offerings and customer perspectives and provide feedback.OPERATIONAL RESPONSIBILITIESFormalize a meeting / communication plan for the sales teamSales call ride a longsOne on one meetings (account planning, funnel review, activity reports)Team meetings (daily touch points, weekly team WebEx, monthly in-person, quarterly in-person)Plan marketing activities and coordinate with marketing resourcesSeminars/Lunch and Learns, etc.Drive support and attendance of sessionsManage P&L to achieve stated business objectives and create client value that generates acceptable profits and market share for Bedroc Proactive margin management by controlling/monitoring discounting Demonstrate, coach and lead by example using a consultative sales approachCreate dashboard for each sales resourcePresent relevant pipeline information to manufactures on a weekly basisCreate and implement customer satisfaction survey programSKILLS/KNOWLEDGE/COMPETENCIESExperience developing and executing a sales and marketing strategy in the technology services industry for Commercial businesses (250 – 2,000 employees)Requires a solid business acumen with a comprehensive understanding of IT and business alignmentAbility to understand, articulate and present solutions encompassing ROI and TCO comparison and competitive analysisProven track record in positioning, presenting and winning managed, professional and “X”aaS (as a Service) solutions with all levels of managementExperience managing longer sales cycles and balancing and driving multiple simultaneous opportunities to closureExceptional customer facing/listening skills and the ability to coach the same Excellent verbal and written communication skills as well as strong presentation skillsComputer literate with a high level of proficiency in all Microsoft applicationsIdeal candidate will be assertive, high energy, independent, results-oriented and have a strong work ethic and “winning” attitudeACCOUNTABILITIES AND PERFORMANCE MEASURESAchieves assigned sales quota for invoiced gross margin and booked Services/Managed Services revenueProvide an updated territory plan by December for the following yearAudit and enforce the territory plan at least once per quarterProvide an updated staffing plan to meet annual and long term objectives by December for the following yearProvide an updated interview template for BDD and AM by December for the following yearProvide an updated on-boarding plan for BDD and AM by December for the following yearProvide testing results from on-boarding plan for each new hire on a weekly basisProvide sales team training plan by December for the following year, with monthly updatesProvide an updated version of the sales and marketing processes contained within “The Bedroc Way” by December for the following yearProvide an updated one on one meeting plan for BDDs by December for the following yearProvide an updated team meetings plan for sales by December for the following yearQuarterly presentation and high level overview of current sales tools to sales teamProvide annual marketing plan by December for the following yearTarget suspect list by Region/BDDCompany-wide campaign planIndividual campaign templateProvide monthly status report on marketing plan for current yearPerform annual performance reviews for all sales team members by SeptemberBuild and provide monthly updates on contacts with key personnel in 5 of top 25 customer accountsBuild and provide monthly updates on contacts with key vendor personnelProvide requested updates in exec team meetingsCOMPANY INFORMATIONBedroc is an IT value-added reseller founded in 2009 by experienced industry professionals. We’ve experienced rapid growth year-over-year, with 34 full-time staff members. We take a unique approach to client problem-solving and have superior intellectual capital among the management team.BENEFITSExtremely competitive compensation along with an outstanding incentive bonus structureComprehensive benefit package including health insurance, dental, vision, paid time off, matched 401k A dynamic, fast-paced and rewarding work environment that is friendly, casual and flexible. Opportunity to work for a company that invests in your success in a position that offers variety and opportunity for growthOpportunity to be part of an innovative organization with unlimited industry growth potential ................
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