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.