Sales Director, Northeast Region

Role Overview

• Manage a team of 6–8 sales professionals, remotely located, to meet and exceed sales goals, including pipeline review, deal management, performance management, and development.
• Oversee all aspects of the sales process, including lead generation, qualification, evaluation, closing, and account care.
• Sell the value and ROI of Gordian’s solutions to the SLED and Healthcare market.
• Partner closely with the VP of Sales, organizational leadership, and other teams to undertake strategic, revenue-generating initiatives.
• Use market knowledge and client requirements to influence the product development roadmap and create high-growth market opportunities.
• Determine customer requirements and expectations to capture business intelligence, articulate Gordian’s value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders.
• Mentor and develop the team to deliver consistent performance to quota.
• Maintain accountability for sales efforts, including pipeline reporting, forecasting, and activity logs in the designated customer relationship management (CRM) system.
• Develop and maintain expert-level knowledge of company solutions and competition in the market.
• Manage the sales team and sales engagements through virtual tools.
• Use individual selling skills, when appropriate, to drive key revenue opportunities.
• Participate in ongoing training to increase professional growth and job effectiveness.
• Drive standardization of Gordian’s and Fortive’s business practices.

Requirements

• Bachelor’s degree and 5+ years of sales management experience.
• 10–12 years’ experience selling technology, information services, or business services solutions in the SLED and/or HealthCare market as an individual contributor or sales manager.
• Demonstrated ability to meet or exceed a sales quota as an individual contributor and sales manager, along with a consistent track record of developing new business and managing the sales cycle from lead generation through closing, is required.
• Excellent written and oral communication, organizational, and presentation skills, along with the ability to work across a matrixed organization, are essential.
• Experience in the State, Local, and Higher Ed (SLED) Government market and/or the HealthCare market. Experience calling on Finance/Procurement and/or Facilities within SLED and/or HealthCare is ideal.
• Knowledge of construction, construction processes, and/or facilities management is preferred.
• Ability to travel up to 50% of the time, when applicable.

Benefits

• medical, dental, vision, life and LTD insurance
• HSA
• 401(k) retirement plan