Commercial Sales Team Lead
Diversified, Washington, District of Columbia, United States
About Diversified
Diversified is a global leader in audio visual and media innovation, recognized for designing and building the world's most experiential environments. Our award‑winning team specializes in delivering solutions for the most complex, large‑scale and immersive installations. Serving a global clientele that includes major media organizations and retailers, sports and live performance venues, corporate enterprises, and government agencies, Diversified partners with clients to create spaces that bring people together and keep them coming back.
What to Expect At Diversified, we’re on a mission to create a world without boundaries, where technology enables all people to connect and experience the moments that matter, wherever they choose to be. With clients spanning the globe and an exciting pipeline of projects across industries, Diversified offers more than just a job. We offer a career path with the flexibility to grow personally and professionally, wherever your ambitions take you.
As a Diversified associate, you’ll dive headfirst into big, complex, and rewarding projects that push the boundaries of what’s possible. You’ll enjoy a flexible work environment, competitive compensation and benefits, and a culture that celebrates diversity and inclusion.
How You’ll Contribute Reporting to a Regional Sales Leader, the Team Sales Leader is a Player/Coach responsible for business development and sales growth for their assigned geographical market and accounts. The player side focuses on identifying, selling, and executing Diversified’s Workplace and Broadcast AV Solutions within their assigned market and accounts. The coach side focuses on the territory sales strategy, approach, and local cross‑organizational support to help a small sales team achieve their targets and goals.
Location Mid Atlantic – Maryland, Northern Virginia, DC
What You’ll Do Player
responsibilities:
Meet or exceed bookings and profitability targets within an assigned market and account list.
Create account‑specific strategies with new and existing accounts that maximize the business potential, aligning with regional goals.
Secure new sales opportunities in target markets/portfolios. Establish strategic deals and leads with a consultative, solutions‑based sales methodology.
Ensure sales standards are met by building strong relationships within your client base and targeted prospects.
Develop annual go‑to‑market sales plans for assigned Enterprise Accounts and Fast Track Enterprise Accounts. Report and forecast achievements to goals on a quarterly basis.
Drive the entire sales cycle for Workplace and Broadcast AV Solutions opportunities that include services. Stay up to date on technological changes within the industry to identify areas of opportunity.
Address client inquiries and issues that impact the sales cycle.
Function as the lead customer relationship manager for prospect pursuits and assigned accounts—working closely with internal partners and stakeholders for delivery of proposals, presentations, and contracts.
Understand and identify buyer motivations and requirements for Workplace and Broadcast AV Solutions.
Travel to prospects and clients as needed to propose and review sales opportunities.
Travel to project sites as required to ensure quality and cohesive client relations.
Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths.
Assist in managing the sales pipeline, tracking leads, and updating CRM systems with prospect and client selling information.
Assist in working through invoicing, billing and receivables issues with finance team and customer coordination and communication.
Assist in identifying and qualifying potential leads from marketing and inside sales.
Coach
responsibilities:
Maintain a strong working knowledge of solution offerings and technology changes within the Workplace and Broadcast AV industry.
Collaborate with the sales team to understand prospect and client needs, requirements, and priorities.
Support the sales team in creating and delivering sales presentations and proposals, ensuring that all sales‑related documentation and contracts are accurate, complete, and compliant with company policies and regulations.
Establish a common sales strategy, approach, and local cross‑organizational support to identify, develop, and pursue Workplace and Broadcast AV solutions opportunities in a territory.
Work closely with Account Executives to help them uncover and pursue new business, progress the sales cycle, build new or stronger relationships, and deliver best‑in‑class proposals and solutions for prospects and clients.
Coach, mentor, and train Account Executives in consultative selling.
Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths in a territory.
Listen, empathize, and manage behavior of Account Executives, and address their issues and needs.
Inspect, measure, and track key performance indicators of Account Executives, and help them achieve their targets and goals.
Collaborate with the marketing team to develop and distribute sales collateral and promotional materials in the territory.
Streamline administrative tasks to optimize the efficiency of the sales team.
What You’ll Bring Education / Certifications
Bachelor’s degree preferred or Technical Associate’s degree inclusive of industry sales experience or Equivalent Professional Experience
Required Skills / Qualifications
7‑10 years of outside sales
5+ years working within AV, Workplace Solutions, and Broadcast AV Solutions Industry
2+ years of sales team management experience is preferred
Leadership mindset – can work cross‑functionally with internal partners to assist Account Executives with sales pursuits and solving client problems.
Keen customer focus – always concerned and curious about how to make our clients successful and build stronger relationships.
Technical selling – ability to understand buyer personas, motivations, and political landscape in the AV and Workplace Solutions.
Consultative selling – capable of selling the problem that we are solving and orchestrating positive and memorable experiences throughout the sales cycle.
Experience working with CRM/Sales support platforms – good working knowledge of MS Office, NetSuite, HubSpot, LinkedIn, and similar applications. Accurate short‑term and long‑term forecasting is critical for operational success.
Excellent verbal and written communication skills – transparent, informative and results oriented with strong negotiation skills.
Business acumen – strong problem‑solving ability, analytical, adaptable, highly accountable, performance‑driven with a high level of integrity.
What We Offer
Multiple medical plan options to suit your family’s needs
Dental (including orthodontic coverage) and vision plans
Company‑paid Basic Life, AD&D, Short‑Term and Long‑Term Disability Insurance, and Employee Assistance Plan (EAP)
Healthcare and Dependent Care Flexible Spending Accounts (FSA)
401(k) with Employer Match
Paid Time Off and Paid Holidays
Voluntary Benefits: Critical Illness, Hospital Indemnity, Accident Insurance, Pet Insurance, Homeowners and Auto Insurance, Supplemental Term and Dependent Life and AD&D, and Legal Services
Commuter Benefits
And much more
Equal Opportunity Employer Statement Diversified is an equal opportunity employer committed to fostering an inclusive and diverse workplace. All aspects of employment will be based on job requirements, individual qualifications, merit, performance, and business need. We do not discriminate based on race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other protected characteristic under applicable law. We believe in fair and equitable hiring practices and strive to create an environment where all individuals feel valued and empowered.
If you require a reasonable accommodation to participate in the application or interview process due to a disability, please contact careers@onediversified.com so we can assist you.
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What to Expect At Diversified, we’re on a mission to create a world without boundaries, where technology enables all people to connect and experience the moments that matter, wherever they choose to be. With clients spanning the globe and an exciting pipeline of projects across industries, Diversified offers more than just a job. We offer a career path with the flexibility to grow personally and professionally, wherever your ambitions take you.
As a Diversified associate, you’ll dive headfirst into big, complex, and rewarding projects that push the boundaries of what’s possible. You’ll enjoy a flexible work environment, competitive compensation and benefits, and a culture that celebrates diversity and inclusion.
How You’ll Contribute Reporting to a Regional Sales Leader, the Team Sales Leader is a Player/Coach responsible for business development and sales growth for their assigned geographical market and accounts. The player side focuses on identifying, selling, and executing Diversified’s Workplace and Broadcast AV Solutions within their assigned market and accounts. The coach side focuses on the territory sales strategy, approach, and local cross‑organizational support to help a small sales team achieve their targets and goals.
Location Mid Atlantic – Maryland, Northern Virginia, DC
What You’ll Do Player
responsibilities:
Meet or exceed bookings and profitability targets within an assigned market and account list.
Create account‑specific strategies with new and existing accounts that maximize the business potential, aligning with regional goals.
Secure new sales opportunities in target markets/portfolios. Establish strategic deals and leads with a consultative, solutions‑based sales methodology.
Ensure sales standards are met by building strong relationships within your client base and targeted prospects.
Develop annual go‑to‑market sales plans for assigned Enterprise Accounts and Fast Track Enterprise Accounts. Report and forecast achievements to goals on a quarterly basis.
Drive the entire sales cycle for Workplace and Broadcast AV Solutions opportunities that include services. Stay up to date on technological changes within the industry to identify areas of opportunity.
Address client inquiries and issues that impact the sales cycle.
Function as the lead customer relationship manager for prospect pursuits and assigned accounts—working closely with internal partners and stakeholders for delivery of proposals, presentations, and contracts.
Understand and identify buyer motivations and requirements for Workplace and Broadcast AV Solutions.
Travel to prospects and clients as needed to propose and review sales opportunities.
Travel to project sites as required to ensure quality and cohesive client relations.
Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths.
Assist in managing the sales pipeline, tracking leads, and updating CRM systems with prospect and client selling information.
Assist in working through invoicing, billing and receivables issues with finance team and customer coordination and communication.
Assist in identifying and qualifying potential leads from marketing and inside sales.
Coach
responsibilities:
Maintain a strong working knowledge of solution offerings and technology changes within the Workplace and Broadcast AV industry.
Collaborate with the sales team to understand prospect and client needs, requirements, and priorities.
Support the sales team in creating and delivering sales presentations and proposals, ensuring that all sales‑related documentation and contracts are accurate, complete, and compliant with company policies and regulations.
Establish a common sales strategy, approach, and local cross‑organizational support to identify, develop, and pursue Workplace and Broadcast AV solutions opportunities in a territory.
Work closely with Account Executives to help them uncover and pursue new business, progress the sales cycle, build new or stronger relationships, and deliver best‑in‑class proposals and solutions for prospects and clients.
Coach, mentor, and train Account Executives in consultative selling.
Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths in a territory.
Listen, empathize, and manage behavior of Account Executives, and address their issues and needs.
Inspect, measure, and track key performance indicators of Account Executives, and help them achieve their targets and goals.
Collaborate with the marketing team to develop and distribute sales collateral and promotional materials in the territory.
Streamline administrative tasks to optimize the efficiency of the sales team.
What You’ll Bring Education / Certifications
Bachelor’s degree preferred or Technical Associate’s degree inclusive of industry sales experience or Equivalent Professional Experience
Required Skills / Qualifications
7‑10 years of outside sales
5+ years working within AV, Workplace Solutions, and Broadcast AV Solutions Industry
2+ years of sales team management experience is preferred
Leadership mindset – can work cross‑functionally with internal partners to assist Account Executives with sales pursuits and solving client problems.
Keen customer focus – always concerned and curious about how to make our clients successful and build stronger relationships.
Technical selling – ability to understand buyer personas, motivations, and political landscape in the AV and Workplace Solutions.
Consultative selling – capable of selling the problem that we are solving and orchestrating positive and memorable experiences throughout the sales cycle.
Experience working with CRM/Sales support platforms – good working knowledge of MS Office, NetSuite, HubSpot, LinkedIn, and similar applications. Accurate short‑term and long‑term forecasting is critical for operational success.
Excellent verbal and written communication skills – transparent, informative and results oriented with strong negotiation skills.
Business acumen – strong problem‑solving ability, analytical, adaptable, highly accountable, performance‑driven with a high level of integrity.
What We Offer
Multiple medical plan options to suit your family’s needs
Dental (including orthodontic coverage) and vision plans
Company‑paid Basic Life, AD&D, Short‑Term and Long‑Term Disability Insurance, and Employee Assistance Plan (EAP)
Healthcare and Dependent Care Flexible Spending Accounts (FSA)
401(k) with Employer Match
Paid Time Off and Paid Holidays
Voluntary Benefits: Critical Illness, Hospital Indemnity, Accident Insurance, Pet Insurance, Homeowners and Auto Insurance, Supplemental Term and Dependent Life and AD&D, and Legal Services
Commuter Benefits
And much more
Equal Opportunity Employer Statement Diversified is an equal opportunity employer committed to fostering an inclusive and diverse workplace. All aspects of employment will be based on job requirements, individual qualifications, merit, performance, and business need. We do not discriminate based on race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other protected characteristic under applicable law. We believe in fair and equitable hiring practices and strive to create an environment where all individuals feel valued and empowered.
If you require a reasonable accommodation to participate in the application or interview process due to a disability, please contact careers@onediversified.com so we can assist you.
#J-18808-Ljbffr