Director of Sales

The Director of Sales is accountable for leading, developing and mentoring the growing sales team toward full understanding of the Walker brand and services.  The Director of Sales will help provide the Sales team with the ability to sell the unique value of Walker solutions and services across all practice areas.

Responsibilities

  • Manage  the Sales team and ensure they meet their targets and KPI’s
  • Track and report activity, sales and gross margin for all team members
  • Manage sales compensation plans
  • Work with sales team and sales operations to ensure appropriate and accurate account of GM, Activities, and all sales related activities in CRM and ERP systems
  • Work with sales engineers and professional services to ensure Subject Matter Expert coverage in pre-sales opportunities
  • Manage integrity of sales process from opportunity to close including opportunity probability, discounts, close dates and sales rep credit
  • Devise professional development plans for sales and assist with training of new team members and those with performance gaps
  • Ensure that appropriate opportunities for networking and exposure to prospective clients happens with all team members
  • Ensure sales team coverage across vertical industries
  • Design ongoing training with the help of Practice Area Managers
  • Work closely with Professional Services to ensure smooth transition from sales to service delivery
  • Work with CEO and management team on identifying market trends, establishing campaigns, and promoting Walker brand image
  • Represent Walker at networking events and partner meetings
  • Contact all canceling clients to understand reasons for lost business and opportunities for improvement and report findings on a monthly or quarterly basis
  • Forecast and drive market innovation opportunities
  • Deliver regular status to Executive team or Walker steering on sales performance and forecasting
  • Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties responsibilities and activities may change at any time with or without notice.

 Qualifications

  • Bachelors’ Degree in Business or equivalent experience
  • 10+ years’ experience of direct selling
  • 3+ years’ experience in a sales management role, including a successful track record in IT service sales
  • Knowledge of strategic and conceptual sales
  • Proven success in value selling or solution selling approaches
  • Proven success in instilling consistent and productive sales methodologies
  • Strong presentation, verbal and communication skills
  • Knowledge and track record of sales team management including recruitment, selection and development
  • Experience with team integration with operations and executive communication/collaboration
  • Strategic market planning with consideration of competitive intelligence

Work Environment/Physical Demands/Travel

Working conditions are normal for an office environment.  Work may require occasional weekend and/or evening work.  Less than 50% local travel required with personal vehicle.