Description:
As a Sales Leader at SoftwareOne, you will be responsible for leading and managing our sales team, driving revenue growth, and fostering strong relationships with clients. This role requires a strategic thinker with a proven track record of success in technology sales, excellent leadership skills, and a passion for driving business growth.
The Area Sales Director is responsible for leading a team of Corporate Account Managers within a designated territory. The ASD will grow SoftwareOne’s business by driving sales across a broad range of publisher products and services. The ultimate measure of success will be meeting or exceeding GP and EBITDA targets.
This role requires a strategic thinker with a proven track record of success in technology sales, excellent leadership skills, and a passion for driving business growth.
The Area Sales Director, must reside in Canada.
Role & Responsibilities
Leadership and Team Management
- Lead, coach, and mentor the sales team to achieve and exceed sales targets.
- Provide guidance, support, and feedback to team members to optimize their performance and professional development.
- Foster a collaborative and high-performance culture within the sales team.
Sales Strategy and Planning
- Develop and implement strategic sales plans to drive revenue growth and expand market share.
- Analyze market trends, customer needs, and competitor activities to identify new opportunities and challenges.
- Set ambitious but achievable sales targets and objectives aligned with company goals.
Client Relationship Management
- Build and maintain strong relationships with key clients and stakeholders.
- Understand client needs and objectives to provide tailored solutions and ensure customer satisfaction.
- Act as a trusted advisor to clients, offering insights, guidance, and support to help them achieve their business objectives.
Sales Performance and Reporting
- Monitor sales performance metrics, KPIs (Key Performance Indicators), and key trends to track progress and identify areas for improvement.
- Prepare regular sales reports and presentations for senior management, providing insights and recommendations for strategic decision-making.
- Utilize CRM (Customer Relationship Management) software to manage sales pipelines, track leads, and forecast sales projections accurately.
Collaboration and Cross-Functional Alignment
- Collaborate closely with marketing, product development, and other cross-functional teams to align sales strategies with overall business objectives.
- Communicate effectively with internal stakeholders to ensure a coordinated approach to client engagement and business development efforts.
- Proactively communicate SoftwareOne’s strategy, value proposition, and competitive positioning to the team, customers, partners, and prospects.
- Demonstrate a solution selling approach utilizing SoftwareOne differentiators.
Success Criteria
- Meet/exceed assigned GP, EBITDA, and Margin as Sold (MaS) targets
- Ensure min 70% average quota attainment for AMs (Account Managers) for your assigned territory
- Maintain minimum CSAT (Customer Sat)
- Accurate monthly and quarterly forecasting of revenue within 10%
Organizational Alignment
- Reports to a Vice President of Sales and has AMs as direct reports.
- Work closely with Operations, Presales, and other departments to ensure customer satisfaction and problem resolution.