Vice President of Sales Development

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  • Location:

    Fort Lauderdale

  • Job type:

    Full Time

  • Job ref:

    1801

  • Published:

    about 1 month ago

  • Num positions:

    1

Job Title:                         Vice President of Sales Development        

Department:                    Training & Development

Reports To:                      Brad Rosen

Direct Reports:                Sales Program Managers, other Sales Development roles

FLSA Classification:         Exempt

 

 
 

SUMMARY:

This role will oversee the Sales Journey at DISYS/Signature with the goal of successfully integrating sales training concepts and all curriculums needed in the GEO/Portfolio. The VP of Sales Development will be expected to enhance and adjust sales trainings as needed to stay competitive. The Sales Development position will work with AMs on direct development as well as partner with MDs and VPs for escalations and Portfolio evaluations. This role will utilize a data driven approach to determine and implement a consistent sales training strategy along with analyzing the sales effectiveness and efficiencies of the D&A program to ensure a best-in-class T&D team.

 

This position offers a competitive base salary and bonus structure, to be determined based on the candidate and his/her background and experience. Our benefits package includes medical, dental, vision, 401(k), employer-paid short-term disability, voluntary life insurance, unlimited paid time off and more.

 

 
 
 

PRIMARY RESPONSIBILITIES:

  • Give outside perspective to MDs and VPs on anyone in the Sales Journey by looking at reports (KPIs/Combined Ratio, PTCA), plus feedback received on training calls and Sales Journey Progress Reports
  • Leads the integration of sales training concepts (like the Sales process) into all major development curriculums and to ensure it is being executed within the GEO/Portfolio
  • Establish and successfully execute on sales development call rhythms with appropriate training that further advances AM skill sets
  • Continually enhance to keep our sales training cutting edge and competitive with other sales organizations
  • Adjust our sales training to improve our sales effectiveness and efficiencies (CV:JO, Fill ratio, etc.)
  • Be a Subject Matter Expert (SME) for all sales training that needs to be developed
  • Work with individual AMs as an additional resource for their development (help by going on CVs, developing presentations, etc.)
  • Partner and collaborate with BDP Analysts and Front Office Apps Teams to improve Business Development Program processes
  • Report on sales retention and AM headcount growth goals
  • Escalate and communicate to MDs and VPs on adherence to ITS and Sales Journey and other developmental points that need to be addressed
  • Ability to analyze data to make enhancements and understand current state
  • Evaluate an MD and VP Geo or Portfolio sales development strengths and weaknesses to propose, build and execute on AM development plans
  • Will buildout a sales development department with defined roles, responsibilities, and timelines to support the Geo's and Portfolios

QUALIFICATIONS:

Sales Experience

  • Sold in the D&A Model and held over a $20,000/wk. spread
  • Advanced Sales experience - can sell at C-level
  • SUBJECT MATTER EXPERT in sales - has experienced a lot of different situations and can be called upon to help
  • Has successfully sold locally and broken a variety of accounts

 

Mentoring

  • Has successfully Mentored multiple AM’s
  • Has successfully run a complex RDP

 

Sales Process

  • Has proficient skills in Bullhorn (power user) and has strength in using other enterprise tools and applications (i.e., Teams)
  • Able to analyze and enhance PTCAs at all AM levels and clients BDP
  • Understand how sales is a process and follows our organization's Sales Process
  • Is detailed oriented - Able to break Sales down into individual parts
  • Supports and adheres to BDP and PTCA Process
  • Knows sales Nomenclature and business terminology

 

Characteristics

  • Disciplined and consistent
  • Assertive – Will speak up and challenge MDs and VPs
  • Patient
  • Passionate in sales and development of others
  • Well respected in the field and within services (T&D, Bus Ops, HR, IT, etc.)
  • Forward thinker
  • Exudes good communication skills - be able to present to leadership current state and recommendations
  • Well organized and detailed oriented
  • Ability to complete tasks in a timely manner

 

Minimum Requirements

  • Sustained a $20,000/week local market spread
  • Managed a profitable Geo that has at least 3 AMs selling
  • Successfully mentored multiple AMs to over $10,000/wk. spread in a local market
  • Minimum of 10 years of sales experience (Breaking and maintaining accounts)
  • Runs efficient and effective BDP meetings
  • Built successful PTCAs that includes account sharing and splitting
  • Must be willing to travel a minimum of 50%