Description
You will lead and develop a high-performing sales team to optimise profitable revenue growth. This involves recruiting, hiring, training, coaching, and developing a Regional Sales Team of approximately 5-8 sales professionals in a geographic region.
Responsibilities:
- Meet and exceed sales goals; effectively manage sales team expenses.
- Be responsible for the performance of the sales team; identify under-performers and coach them to more consistent and sustained revenue performance.
- Establish a pipeline of "A" player candidates to fill positions quickly and maintain full staff at all times.
- Hold the sales team accountable for leveraging the account management process to ensure focused territory and client activity.
- Conduct one-on-one developmental meetings with all direct reports to build more effective communication.
- Lead by example; attend client meetings and industry networking events to coach, develop, and mentor the sales team.
- Collaborate cross-functionally within a matrix organisation to develop your personal internal network.
- Monitor and manage sales objectives through weekly, monthly, annual revenue forecasting.
- Implement regional sales programs by developing field sales action plans.
- Increase the sales team's net new revenue (NNR) through maintaining and growing existing client/project base.
- Work with pricing to establish and adjust selling prices by monitoring costs, competition, and supply and demand.
- Maintain weekly/monthly reports of sales activity, revenue tracking, and other financial information.
Qualifications:
- Bachelor's degree in business management or related field; MBA preferred.
- E-Discovery and/or legal industry experience preferred.
- Minimum 5 years' successful sales management experience with proven sales/revenue results.
- Experience successfully managing a geographically diverse sales region.
- Foster a positive team environment and identity; lead with a "can-do" attitude and approach.
- High integrity, work ethic, professionalism, trustworthy.
- Proven track record of meeting/exceeding sales and revenue goals, strong negotiation skills.
- Experience with MS Office Suite applications, Salesforce, WorkDay, and Concur.