The Opportunity
The role of the Sales Director is to define and deliver the sales and retention strategy, by managing and coaching the wider Sales team.
The Sales Director is responsible for the health of overall revenue and margin customer contributions and for achieving (or exceeding) quarterly and annual quotas.
Responsible for ensuring the Infotrust Way is delivered by all Sales team members.
Responsible for hiring and retention of talent, through helping to implement career development training and mentorship, resulting in a stable and high performing team culture.
Responsibilities
- Hiring, On-Boarding and Retention
- Identifying and maintaining relationships with preferred recruitment suppliers
- Identification of potential candidates through networking and social media.
- Conducting interviews
- Building and maintaining a pipeline of future candidates
- Key stakeholder in building and revising the on-boarding framework for new candidates
- On-boarding and overseeing the integration of new candidates in to the team
- Implementing training career development and retention strategy for each team member
- Reinforcing and embodying the Infotrust core values to the wider Sales team
- Working with the People and Culture team, performance management, including conducting PIP’s
- Divisional Management of Sales Team
- The Sales Director directly supports the delivery of Divisional objectives and supports the success of company goals
- Manage the overall operational, budgetary and financial responsibilities and activities of the division
- Working with the Leadership Team to refine and execute on the GTM strategy
- Responsible for clearly defining Tier 1 product messaging and the communication strategies to ensure its clarity to the Sales team
- Be accountable for making business decisions that are financially responsible and in line with company policies and procedures
- Assess and improve efficiency and business processes and procedures as required to enhance quality and time to successful output.
- Coaching and Development
- Design and implement Tier 1 products/services training and enablement
- Conduct a regular cadence of team 1:1’s
- Manage the individual performance of each team member
- Facilitate career development plans for each team member
- Devise Reward and Recognition incentives for Sales team members
- Solutions focused approach to manager and employee problem solving
- Customer and Prospect Engagement
- Executive alignment to key customers and prospects.
- Client and prospect visits with each team member, as required
- Build and maintain executive relationships with key vendor partners
- Management engagement with churn risk clients
- Accurate and Timely Forecasts
- Review and report on divisional performance data that monitors and measures departmental productivity, goal achievement and overall effectiveness
- Owns Sales forecast for both new business and client retention/churn
- Delivery accurate forecasts to Leadership Team on a weekly basis, that is +/- 10% of anticipated quarterly outcome.
- Hold individual Sales team members accountable for forecasting hygiene
- Ensure Salesforce.com reflects clean data and accurate forecasts at all times
- Virtual Team Engagement
- Responsible for liaising with Delivery and Marketing divisions to maximise the effectiveness of the sales strategy
- Ongoing cadence with Virtual Team leaders to continually improve process
- Work with vendor partners to align resources to Sales team where required
- Identification of new revenue streams – utilizing either internal or external Virtual Team members
- Networking and Industry Events
- Evangelist for Infotrust and business SME for Tier 1 products and services
- Regular attendance at industry events and conferences
- Act as Infotrust public spokesperson to present at industry events and conferences
- Identification of new networking and event opportunities
- Perform other duties and responsibilities as required.
Measurables
- Revenues – maintaining and growing revenue in line with company objectives
- Margins – achieving new business margins in line with current margin levels
- Team KPIs – setting team KPIs and holding team accountable for their achievement
- Customer retention – maintaining customer retention levels, in line with company objectives
- Attracting and retaining employee talent
- Accurate forecasting
Key Competencies
- Excellent communication skills at all levels
- A personable/approachable style
- A self-starter who is able to manage multiple tasks effectively within time constraints
- An analytical ability
- The ability to remain resilient
- A courageous approach to be able to influence and negotiate
- An ability to develop priorities
- Excellent problem solving and decision-making skills
Leadership Competencies
- Strategic Divisional Leadership and agility
- Coaching and mentoring capability
- Decision making competency
- Strong business acumen
- Performance management
- Be Personally accountable
Skills and Attitudes
- A minimum of 10 years’ experience in IT (with a strong preference for Cyber Security)
- A minimum of 5 years’ experience building and managing teams
- Prior experience as a senior stakeholder in a Leadership Team
- Ability to work in a multi-facetted, fast-paced environment
- Experience both in SaaS and services/consulting organisations, highly desired
- Track record of strong achievement and over-performance of quotas
- Enterprise level experience selling complex solutions, strongly desired
- Demonstrated experience in public speaking
- Align and embody our core business values
HOW TO APPLY
Please send resumes to: ffrances.lawes@infotrust.com.au
