Sales Director
2 months ago
About the Role
Naylor Association Solutions is a dynamic, industry-leading organization dedicated to building stronger associations by delivering a combination of member engagement and revenue-generating solutions. Our integrated solutions span all major functional areas, including publishing and communications, trade shows and events, software and web development solutions, e-learning solutions, and association advising services.
Key Responsibilities
- Manage a team of sales professionals to achieve individual and team revenue goals, including setting annual performance and revenue targets, account list management, development and coaching, employee reward and recognition, accountability, and retention plans.
- Identify, set, and distribute annual job performance expectations and sales goals for sales professionals, reviewing and communicating sales performance reports on a regular basis to identify issues and address them.
- Work with sales professionals to ensure they are familiar with and follow all sales administration and other policies and procedures, monitoring calls and sales activity and providing timely and accurate reporting and feedback.
- Oversee territory management and inventory optimizations for all sales professionals on the team to maximize project performance and sales professional performance, making decisions in consultation with directors and project managers regarding team size and adding or removing sales professionals and project leaders.
- Develop and maintain an annual territory allocation plan for each individual sales professional, revisiting it regularly to ensure they have sufficient active territory to meet sales goals and understand how to maximize open territory and inventory.
- Collaborate with market group leaders to ensure sales deployment across all market groups supports maximum sales professional and project performance, providing sales leadership in market group meetings, weekly pump-up sessions, and other touch points with assigned sales teams.
- Forecast pipeline and expected revenue performance for the assigned sales team in partnership with revenue operations and leadership, participating in sales management meetings, territory meetings, and other meetings related to people, team, territory, or sales management.
Requirements
- Bachelor's degree in business or related field, with additional relevant experience substituting for a degree.
- 3+ years of previous sales management experience, with a successful track record of developing sales teams and meeting or exceeding annual sales revenue goals.
- Excellent problem-solving skills, ability to work independently while maintaining strong ties throughout the organization, and ability to work comfortably with all levels within the organization.
- Demonstrated written and verbal communication skills, proficiency with Windows-based programs and applications, and a track record of meeting or exceeding annual sales revenue goals.
Naylor Association Solutions is an equal opportunity employer and is committed to hiring a diverse workforce.
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