Director of Sales

Description

Basic Functions

The Director of Sales (Partnerships and Business Development) plays a crucial role in forging and maintaining enduring relationships with schools, community entities, businesses, and other key stakeholders across strategic markets. This individual serves as a representative of our organization, collaborating closely with senior management to launch and oversee initiatives aimed at boosting our visibility, revenue and attracting more students from local communities. Their goal is to enhance our business growth through the cultivation of lasting client relationships and the establishment of new partnerships. This position offers a flexible work setup that includes a mix of office-based duties, remote work, field visits, and travel both within and outside the state, which may occasionally require overnight stays.

The Director of Sales is also responsible for guiding, motivating, and developing the sales team to meet or exceed sales targets. This includes setting clear expectations, providing ongoing coaching and training, fostering a collaborative and purposeful environment, and ensuring effective communication of the company's vision and sales strategies. The leader must also identify team strengths and areas for development, implement performance management processes, and promote a culture of accountability and continuous improvement to drive overall sales success.

KPIs for a Director of Sales

The Key Performance Indicator (KPI) that measures the Partnership Director’s efficacy and successfulness is the increase in the number and quality of long-term relationships and partnerships with schools, community partners, businesses and other relevant organizations in key target markets. This KPI can be quantified by a 6% increase in sales year-over-year measured by quarter (agreements, contracts, and general revenue growth.

1. Strategic Account Growth - Progress in expanding relationships with key strategic partners or clients aligned with long-term goals.

2. New Partnership Acquisition - Number of new clients or institutions executed within a specific period.

3. Customer Retention Rate - Percentage of existing clients retained year-over-year.

4. Sales Conversion Rate - Percentage of leads or prospects converted into clients.

5. Sales Pipeline Value - Total potential contracts in the sales pipeline at any given time.

6. Lead Generation Metrics - Number of qualified leads generated through marketing and outreach efforts.

7. Partnership Onboarding Cycle Length - Average duration from initial contact to closing a deal.

8. Market Penetration Rate - Number of new geographic or demographic markets entered successfully.

9. Customer Satisfaction and Feedback - Net Promoter Score (NPS) or customer satisfaction ratings specific to contract engagements.

10. Cross-Sell and Upsell Rates - Success in expanding existing client accounts with additional services or products.

11. Sales Team Performance Metrics - Individual and team quota attainment, training completion, and overall productivity.

12. Partnership Development - Number and quality of strategic partnerships or alliances formed.

13. Forecast Accuracy - Degree of accuracy in sales forecasts versus actual sales achieved.

14. Implementation of Sales Strategies - Percentage of strategic initiatives executed on schedule and within scope.

15. Resource Allocation Efficiency - Effectiveness of resource deployment (e.g., budget, personnel) towards strategic priorities.

16. Long-term Revenue and Partnership Pipeline Development - Number and value of strategic, opportunities in initial stages that support future growth.

Responsibilities

1. Leadership and Development of the Sales Team: Lead and cultivate a high-performing sales team to achieve strategic objectives.

2. Business Relationship Development: Foster and expand partnerships with educational bodies, community groups, and businesses to boost visibility and enrollments through strategic engagement in key markets.

3. Strategic Sales: Drive lead generation, deal negotiation, and closure to enhance business partnerships, leveraging market research and networking at conferences and meetings.

4. Outreach: Align with leadership and internal teams to strategize and reach business objectives, reaching out to new potential partners and groups to grow business.

5. Partner Insights: Gather and assess feedback to refine business strategies, sharing actionable insights to enhance offerings and meet market needs.

6. Brand Representation: Promote the organization at community to national events, elevating brand presence and positioning as an educational leader, supporting social media and marketing efforts.

7. All other duties as assigned.

Requirements

Skills

Strong Communication  

Technologically Savvy 

Organized 

Written and Oral Communication 

Strategic Thinking   

Presentation Skills 

Detail Oriented  

Time Management 

Prioritization  

Analytical 

Professionalism 

Data Analysis   

Sales Strategies  

Relations 

Integrity 

Education/Training

Degree: Bachelor’s degree in marketing, communications, business or a related field preferred; or, an equivalent combination of education and experience sufficient to successfully perform the essential duties of the job such as those listed above.

Experience

At least 5 years of experience as a sales leader; or an equivalent combination of training and experience which provides the required knowledge, skills and abilities. You are required to obtain and maintain a Level 1 Fingerprint Clearance Card.

List of Physical Requirements

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. While performing the duties of this job, the employee is regularly required to talk or listen. The employee frequently in an 8-hour shift is required to sit; stand; walk; kneel; crouch; stoop; balance; climb; use repetitive motions; lift to 25 lbs.; reach with hands and arms; use hands to finger; handle or feel and look at a computer or hand-held screen for long periods of time.

Disclaimer

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to perform this job. Occasional evening and weekend work may be required as job duties demand. Please see your immediate supervisor with any questions you may have.