Director of Sales, Fleet Solutions

Role Overview

• Provide leadership and guidance to a team of remote sales professionals in regional markets in the U.S.
• Responsible for achieving established sales team goals
• Focus on new business growth for the organization
• Manage the entire life cycle of the sales process including pipeline management and development, product presentations and demonstrations, proposal development and submission, negotiations and contracting
• Lead and mentor a team of sales professionals in identifying, qualifying, developing, and closing net new business opportunities for software products and services
• Oversee team’s sales activity and ensures a full pipeline of activity is consistently maintained for the region
• Develop and execute a business plan and sales strategy for the sales team that ensures tactical penetration and attainment of sales quotas for new business
• Manage tight, organized sales processes with quality forecasting and operational performance
• Develop compelling value propositions based on ROI cost/benefit analysis
• Coordinate and qualify “Proof of Concept” studies for prospects through the Solutions Engineering Team
• Execute against the major milestones of the sales process
• Serve as a main point of contact for the escalation of customer service issues and maintain high levels of customer satisfaction and loyalty with customers
• Manage account and contact information through the entire sales lifecycle process using Salesforce.com; ensure that the sales team maintains detailed account profiles and prepares sales and activity reports as required
• Remains highly knowledgeable of company’s products and target industries to facilitate sales efforts
• Promote, market, speak, and highlight company’s success in the market through market experience
• Interact with cross-functional business leadership teams including Finance, Contracts, Product Management, Customer Service, and Engineering.

Requirements

• Minimum of 10 years’ experience selling Total Value of Ownership at the C-level or to business owners
• Minimum of 5 years’ experience managing a field sales team selling enterprise level solutions
• Experience in Transportation/Supply Chain with established relationships (preferred, not required)
• Knowledge of business software applications industry and/or business-to-business background
• Understanding of supply chain management, logistics, transportation, or wholesale distribution industries (preferred, not required)
• Proven sales leadership, self-starter, driven mentality, determination and a verifiable track record of increasing sales, revenue, and profitability within a sales organization
• Strong leadership skills with an entrepreneurial spirit
• Proven track record in hiring, training, setting, and tracking goals, and making a sales team independently productive
• Excellent consultative and competitive sales skills that leverage both strong metrics driven processes and relationship-driven techniques
• Track record and success in selling high value, long lead time enterprise solutions software or high value services
• Proven track record of meeting and exceeding sales quota
• Outstanding presentation, facilitation, communication, and negotiation skills
• Outstanding customer-focused account management skills
• Mature sales execution capabilities and experience.

Tech Stack

• SFDC

Benefits

• 50% travel required