Director of Commercial Sales in Bay Area
Job Type
Full-Time
- Minimum of five years successful sales experience, preferably in commercial territory
- Minimum of three years proven sales management experience
- Possesses a strong understanding of the marketplace and how current market trends influence sales.
- Demonstrated sales ability and ability to develop new sales strategies based upon prior experience.
- Is proactive and anticipates potential problems before they can hinder a company’s success.
- Ability to tangibly improve the performance of the sales team through coaching, mentoring and experience.
- Maintains a positive attitude and constantly encourages others.
- Has excellent leadership and communications skills, both written and verbal Excellent group facilitation / presentation skills.
- Four-year college degree. Advanced degree preferred. Proficient with Microsoft Computer Software
- Acceptable driving record
- PHYSICAL DEMANDS:
- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- This position requires extensive use of the telephone, computer keyboard, monitor and mouse. Also, using various office equipment such as printers and copiers. At times, the position will require extensive sitting, whether that is in an office setting or while traveling to corporate divisions or franchises.
- At times, the job may be physically demanding, requiring long periods of standing at trade shows or conferences. There may be situations where the position requires lifting and moving boxes of collateral marketing materials, using a hand truck when necessary. It may be necessary to lift and move equipment. -This position description in no way states or implies that these are the only duties to be performed by this employee. The employee will be required to follow any other instructions and to perform any other duties upon the request of the supervisor.
Position Summary
The Director of Commercial Sales will have direct responsibility to develop, maintain and evolve the processes and systems required to enable an efficient and effective sales organization. Drives revenue for COIT’s full line of commercial products, including commercial restoration. This position reports to the VP of Commercial Services and will regularly collaborate with the COIT executive team, Product Managers, Training and Franchise partners to establish opportunities for growth. Consults with VP of Commercial Services regarding financial goals and performance objectives of commercial sales department. Evaluates commercial sales opportunities, directs, and assists in monitoring performance of Division Commercial Sales Account managers and Business Development Managers. Develops national accounts for divisions and franchises.
Essential Functions
- Oversees commercial sales department, leading and driving sales team to meet company revenue goals.
- Manages and evaluates performance of Division’s Commercial Business Development
- Managers (who will have a dotted line relationship to the Division’s General Manager:
- Works with commercial sales team to set sales goals for individuals and companies across all commercial divisions.
- Identifies and implements systems and strategies for growing and tracking commercial sales in local markets across all company-owned divisions.
- Works with individual sales professionals to determine sales strategies, tactics, and areas for improvement. Identifies, develops, and implements a strategic plan to obtain and grow national accounts.
- Develops annual commercial sales plan in support of organizational strategy and objectives; Prepares and meets sales forecasts on a weekly, monthly, and quarterly basis.
- Develops policies and procedures as they relate to sales. Directs implementation and execution of sales policies and practices throughout the company owned locations.
- Recommends sales strategies and analyzes data to identify strengths and weakness of a particular promotion.
- Establishes control systems and follow-up procedures to ensure commercial sales team are meeting the set objectives.
- Develops and implements sales training for commercial sales teams. Holds regular training with the sales team.
- Develops and delivers sales proposals and presentations, when appropriate. Oversees the budget for the company’s commercial sales force.
- Provides franchises with suggestions concerning recruiting and hiring commercial sales staff.
- Networks with potential and current customers and business partners to promote certain services.
- Follows up on national sales leads.
- With the Corporate Marketing Department, develops marketing proposals, sales enablement tools for the commercial sales team and collateral.
- Establishes sales KPI reporting and sales funnel management tracking.
- Holds weekly sales meetings to review sales funnel, closing opportunities, and strategies to meet the set objectives.
- Develops turnkey package for commercial sales departments to be used by divisions and offered to franchises. This should include components such as: identifying potential candidates, setting sales quotes, developing goals, etc.
- Builds and maintains effective communication between Commercial Sales and other corporate/divisional departments.
- Lives and breathes our COIT Core Values and acts as an advocate for them across the organization: -Commitment -- We provide exceptional services at our customers’ convenience.
- We trust and support our loyal and motivated team members. We are dedicated to operating safely and acting as responsible citizens in our communities -Opportunity -- We seek to understand our customers’ needs and look for ways to enhance their lives. We continuously train our team members to build relationships, increase their expertise and provide reliable services that exceed what our customers expect. -Integrity -- We embody honesty, accountability, and quality in everything we do. We interact with customers and team members professionally and with respect. Our goal is to provide the best possible services for a fair price. -Teamwork -- We work together with a positive attitude to achieve our goals. Our powerful teams share responsibility for both mistakes and successes.
- Estimates, monitors, and controls costs relating to areas of responsibility.
- Prepares reports, records, and documentation as required or assigned, and keeps management informed of current sales activities, totals, trends, and projections.
- Establishes and promotes ethical sales practices.
- Attends local and national trade shows / conferences, as necessary.
- Plans national sales exhibits and company-sponsored events and trade shows. Participates in education and training conferences on selling and marketing programs.
- Travels to corporate divisions and franchises as needed. (Approximately 30 - 50% of the time)
- Is a good ambassador of the Company. Presents a professional appearance and demeanor; Meets corporate standards for attendance and timeliness; and
- Maintains a driving record within acceptable levels of the COIT insurance program.
Other Duties
Represents the commercial sales function on task force assignments. All other duties as assigned.