Managing Director

Overview

Managing Director — Full Time, Irvine, CA, US
Salary Range: 125,000.00 To 250,000.00 Annually
Requisition ID: 1096
Responsibilities

Front-line sales leader responsible for developing and directing a sales team and implementing area sales goals.
Provide leadership and support to the area sales team to set expectations and goals, drive new business, and maintain existing client base.
Drive sales through identified PeopleSpace customers.
Model PeopleSpace vision and values and engage clients and influencers through a positive and responsive image to acquire sales and market share.
Spend significant and productive time with end-user clients and influencers (design, real estate, and architectural firms).
Identify & Qualify Prospects: leverage a strong network of business contacts within the sales area to identify leads for expanding business opportunities and confirm viability of prospects (return on investment/probability of win).
Account Opportunity and Planning: hold direct reports accountable for developing and implementing business plans, including pre-call planning activities and mapping client organizations to key decision makers to close sales; hold weekly meetings with direct reports to manage prospects, develop sales strategies, provide go
o go decisions on opportunities, and identify key internal resources necessary to execute strategy.
Collaborate with other sales leaders in development and sharing of account strategy to drive best practices for client engagement amongst sales teams.
Build Relationships: grow network of business contacts, including influencers, to develop and grow business; act as trusted advisor to enhance positive working relationships with team and internal support staff.
Evaluate Needs & Develop Solutions to Win Business: review strategic solutions with the sales team, Strategic Response Team, and design team; develop customized solutions that maximize sales results and are differentiated from competitors.
Oversee sales team performance in preparing customized solutions and participate in more critical client presentations to influence and close sales.
Oversee closing activities and negotiate long-term business relationships with clients; collaborate with Haworth and other manufacturer partners on pricing agreements as needed.
Client and Sales Team Management & Leadership: lead, manage, and supervise area sales and support team (objectives, schedules, performance appraisals, forecasting, budget, staffing).
Communicate strategy, goals, PeopleSpace brand, and compensation plans to motivate the team to achieve plan and drive business outcomes.
Provide coaching, direction, training, and feedback to direct reports; measure performance to goal attainment and recognize achievements.
Keep abreast of trends in sales effectiveness/training and adopt new approaches to coach direct reports on best practices for expanding client base and increasing revenue.
Remain current with product knowledge and apply it to assist direct reports in account development and sales presentations.
Push for personal performance improvements to exceed goals, including quota attainment and market share growth.
Manage client relationships and work with Haworth to meet client needs when necessary.
Administration and Reporting: set and measure financial and strategic goals through management of area sales budget, area business plans, and account development by the team; drive CRM usage and ensure timely updates for accurate dashboards and forecasting reports.
Qualifications

Basic Qualifications: Bachelor’s degree AND four years diversified sales and account development experience OR Associates degree AND eight years diversified sales and account development experience.
Other Qualifications: Visionary leader capable of initiating ideas and implementing strategies; excellent verbal, written, listening and presentation skills; recruit and develop people, build sales team, deliver results and facilitate change; successfully manage others and territory with strong business and financial acumen; strong negotiation skills to close business and manage relationships; strategic and analytical thinker capable of driving creative and tactical business decisions that support PeopleSpace initiatives; quick decision-making and ability to build consensus across teams; quick to learn and embrace PeopleSpace Values and demonstrate through daily behaviors.
Preferred Qualifications: Experience leading an outside sales team in a major market; experience in the contract office furniture or Architectural & Design industry.

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