Director of Sales

THE ROLE

Major Goals of Role:

  • Contribute to growth and profitability, consistently meeting or exceeding sales goals by:
    * Managing and optimizing the sales performance of existing Account
    Executives
    * Hiring and developing top-performing sales talent
    * Mentoring and growing sales team members to achieve their career goalsEducate sales team sales techniques, pricing strategies, and other tools that will help them achieve their individual sales goals

 

ABOUT US

Blue Street Capital has been in business for 18 years and is a financing company specializing in funding technology-based transactions. We focus on working with IT providers to facilitate and manage, technology transactions. Our customers are leading providers of technology, software, telecommunications equipment and cloud computing equipment. We serve as their partner by delivering high quality, convenience based, financing options to their customers.

If you are interested please send your resume along with the reason why we should give you the chance to interview and the value you would be bringing to the Blue Street Team. 

Job Functions:

Sales Leadership

  • Embody the company’s values in word and deed
  • Clearly define and communicate sales expectations to individual sales team members
  • Work with sales team members to continuously follow up on the qualifying aspect of sales to ensure a steady stream of new accounts
  • Help the sales team members on a transactional basis to help them get deals done, get responses to program questions, facilitate communication with other departments to get what they need to be successful
  • Responsible for continuously looking for innovative ways to add massive value to our end users and then bringing ideas forward for discussion and development
  • Encourage sales team members to listen for opportunities for new product needs within the end user community
  • Educate and train sales team members on new products to better serve end users
  • Continually monitor competitive landscape to identify new opportunities to differentiate from competitors
  • Set, communicate and monitor performance goals (i.e.: call counts for sales activities, sales volume and/or net new client acquisitions). Take appropriate action when necessary
  • Coach, provide feedback and develop sales team members
  • Design, plan and implement motivational ways to help team members achieve sales results through sales promotional activities, sales contests and sales awards
  • Annually review sales compensation plan and prepare to discuss with Senior Leaders to ensure appropriate to retain profitability and top talent
  • Responsible for sales budget and monthly revenue accountability
  • Clearly convey ideal customer criteria to all sales team members to ensure they can make the best use of their time calling on the right customers
  • Represent the highest industry standards and unyielding dedication to the customer
  • Ability to maintain helpful, professional demeanor in all team member and client interactions
  • Handle escalated client service issues and provide resolution
  • Resolve complex issues, establish work priorities and make decisions within established guidelines and authority
  • Participate in on-site client visits and off-site client events as needed
  • Collaborate with internal departments to ensure sales goals are met and client satisfaction levels are high
  • Look for ways to improve quality and consistency of the sales experience

Sales Reporting and Monitoring

  • Train and rigorously support use of salesforce
  • Convey importance of salesforce usage on a consistent basis, “If it’s not in salesforce, it doesn’t count”
  • Monitor activity documented within Salesforce and conduct appropriate follow up
  • Continually monitor call activity to ensure proper accounts meeting ideal customer criteria are being called upon vs time spent on accounts that don’t align with our unique services
  • Actively manage Salesforce and further leverage its capabilities to be an even more valuable tool to the company and sales team. This may include but not limited to:
  • Data clean up
  • Management Reports to help drive sales opportunities and account optimization
  • Additional fields to capture to help market opportunities

Recruiting, Hiring and Development

  • Work with Human Resources to identify the qualifiers for success in the Account Executive role, interview and assess sales talent and successful onboard new hires
  • Create a pipeline of qualified talent to recruit from as positions become available (maintain an “always be recruiting” mindset)
  • Provide sales training to ensure knowledge and skills of sales team members are fully supported. This may include, but is not limited to:
  • New hire orientation and training
  • Presentations and best practice sharing of product offerings
  • Demonstrating, coaching and mentoring sales hunting for appropriate net new opportunities
  • Train, coach, mentor and continuously follow up on the qualifying aspect of sales to ensure a steady stream of new accounts
  • Scheduled field time going on appointments with sales team members
  • Correctly utilizing company systems (i.e.: Salesforce)
  • Conduct regularly scheduled sales meetings to include on-going training
  • Mentor/coach and be a role model for the sales team so they have the capacity to work and produce results at sales quota or greater
  • Professionally and timely address any inappropriate business behavior
  • When necessary, provide appropriate performance feedback for improvement and take appropriate action when results are not obtained

Job Functions (cont.):

Operations

  • Work with Marketing team to decide marketing plan and implement to reach sales goals
  • Work with Marketing to ensure routine email blasts, blog posts and support materials remain consistent
  • Identify ways to improve department processes and procedures by continuously looking for ways to make the sales process more efficient and ways to improve processes affecting the sales team
  • Review proposals and project pricing
  • Maintain accurate sales forecasts
  • Utilize long-term planning and decision making when dealing with daily issues to ensure they do not create an issue further in the sales or delivery cycle (Learn from today to plan for tomorrow)
  • Exercise effective, positive interdepartmental communications
  • Follow Company policies and procedures
  • Keep senior leaders abreast of issues including but not limited to:
  • Personnel
  • Competition
  • Local events affecting sales territories
  • Maintain and support healthy communication and interaction among sales staff and other departments (i.e.: credit)
  • Prepare reports as identified by leadership
  • Acquire and maintain detailed working knowledge of both finance industry and the industries we serve including:
  • Competition and their product line
  • Extensive computer knowledge
  • Knowledge of industry trends
  • Salesforce and Google Suite of Products

COMPENSATION

  • Job Type: Full-time
  • Pay: Up to $100,000 per year

Our Ideal Candidate is:

  • Bachelor’s degree (Finance or Business preferred)
  • 3+ years demonstrated sales leadership experience
  • 5+ years equipment finance sales and account management experience (Phone experience preferred)
  • Ability to close transactions and a deep desire to impart this skill on others
  • Ability to work both independently and collaboratively
  • Ability to develop a deep and meaningful rapport with sales team members and clients
  • Technology savvy
  • Ability to thrive in a fast-paced environment
  • Consistently demonstrate exceptional client service skills and attitude
  • Strong organizational and follow up skills
  • Strong written, verbal, persuasion and interpersonal skills
  • Proficiency of Google Suite and web products
  • Strong Salesforce experience strongly preferred

INTERESTED?
LET’S TALK!

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