OBJECTIVE/PURPOSE
The Director of Sales is a strategic leader responsible for driving revenue growth by managing and motivating a team of sales representatives. This role involves developing and executing sales strategies, managing sales operations, and fostering a high-performance culture. The Director of Sales will collaborate with cross-functional teams to support business objectives, expand market share, and ensure customer satisfaction.
MAJOR RESPONSIBILITIES AND FUNCTIONS
Sales Leadership & Team Development
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Lead, coach, and develop a team of 6-12 sales professionals to consistently meet or exceed annual sales targets.
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Design, implement, and manage ongoing sales training programs to elevate skillsets, product knowledge, and selling effectiveness.
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Manage the recruitment, training, and onboarding of new sales staff.
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Establish territory plans and sales quotas based on annual sales budget.
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Drive accountability with performance expectations, company policies, procedures, and ethical standards.
Sales Strategy & Operations
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Design and implement effective sales strategies to deliver established revenue goals and profitable growth from existing and prospective customers.
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Optimize Salesforce CRM to increase visibility of key performance indicators (KPIs) to measure sales effectiveness, productivity, and pipeline health.
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Develop and manage accurate sales forecasts with product-level details for Product Management and Operations.
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Prepare and manage accurate expense budgets and sales reports for senior management.
Business Development
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Plan and lead curriculum adoptions with state agencies from submission and evaluation through selection and implementation at the school district level.
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Build a scalable capture process and system that can respond to the increase in bids, RFPs, and quotes that leads to a higher win rate.
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Work with VP-Curriculum to assist in market trends and competitive landscape analysis to identify new opportunities.
Client Relations
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Build and maintain strong relationships with key customers, partners, and stakeholders to drive customer satisfaction and loyalty.
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Oversee the nurturing of customer relationships across all territories leveraging Salesforce CRM and Territory Plans.
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Establish and monitor customer relationship metrics to improve loyalty and boost future retention or acquisition.
Cross-Functional Collaboration & Representation
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Collaborate with marketing, product, and operations teams to optimize the customer experience.
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Represent the sales department in cross-functional initiatives and leadership meetings.
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Support planning of state and national conferences and other events and attend as needed.
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Compliance & Standards
Other duties as assigned.
EDUCATION AND EXPERIENCE
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Bachelor’s degree in Business Administration, Marketing or related field, MBA a plus.
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Minimum of 10 years of sales experience, with at least 3 years in a leadership role.
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Must have experience in selling a complex sales cycle greater 12-24 months. State/Local government sales experience is helpful.
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Must be willing to travel 50% of the time in year 1 with a reduction to 30-40% in year 2.
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Proven track record of managing sales teams and achieving sales targets.
Specialized Training/Skills:
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Excellent written and verbal communication skills
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Interpersonal and negotiation aptitude
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Leadership and team-building expertise to foster a collaborative environment
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Strong analytical, organization, and problem-solving skills
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Minimum 5 years experience in Salesforce CRM platforms and budget management
