Director of Account Management

Cision; Ontario; On-site; CAD 85,000 - 130,000; Full time

Job summary

A leading company in the public relations and software development sector seeks a Sales Manager to drive revenue growth and lead a team. This role involves strategic planning, client relationship management, and sales performance monitoring. The ideal candidate will have extensive sales experience and a proven track record in team leadership within the SaaS industry.

Qualifications

• Minimum of 8 years experience in sales account management required.
• Experience leading successful sales teams (3-5 years).
• Fluency in English and French is required.

Responsibilities

• Lead and manage a sales team to achieve or surpass targets.
• Develop business strategies aligned with organization's goals.
• Monitor sales performance and facilitate accurate forecasts.

Skills

Sales Strategy

Team Leadership

Client Relationship Management

Analytical Skills

Negotiation

Problem Solving

Education

Bachelor’s degree in Media Relations, Communications, or related field

Tools

Salesforce

MS Office Suite

Job description

This job oversees and manages the execution of the Sales strategy and drives growth within assigned markets through the delivery of exemplary client service for product offerings. This job manages a comprehensive portfolio and leads and motivates the team to develop a high performing culture that consistently acquires, retains and achieves projected top line revenue goals in alignment with the overall organizational strategy.

Key Accountabilities

1. Directly Leads, coaches and manages up to 10 employees and to execute strategic selling to attain or surpass annual sales targets. Directly supervises and motivates the Account Manager, Senior Account Manager, and/or Strategic Account Director and makes all hiring, performance management and disciplinary decisions for these roles.

2. Develops and implements a comprehensive business plan/strategy for the assigned market in alignment with the organization's business goals, objectives and sales targets utilizing prescribed methodologies and tools. Works closely with Sales Operations and the Client Engagement team to leverage Cision’s evolving product and technology developments and proactively monitor industry trends and best practices to enhance overall service delivery and client experience.

3. Orchestrates the ongoing monitoring and reporting of sales performance analytics in alignment to projected sales growth. Drives accurate, relevant and timely performance metrics / reporting for the clients’ senior management and C-Suite leaders to facilitate accurate forecasts, effective planning and sound business decisions.

4. Develops, fosters and sustains key alliances with strategic partners enabling organizations to best understand customers' brand, competition and challenges, and anticipates changing business priorities to optimize account growth.

5. Grows the portfolio through proactive new business development, account assignment, right-selling of appropriate service/products to clients and collaborates with colleagues and internal stakeholders to train account executives to identify prospects, analyze, mitigate and resolve clients’ business / service challenges.

6. Leads and oversees the execution of all phases of the sales process including but not limited to; facilitating prospect training with other applicable members of support teams, creation of proposals, contract negotiations, client presentations, service level agreements, onboarding, renewals and final close.

7. Champions activities when partnering with internal support teams to streamline processes and shorten the sales cycle.

8. Liaises with industry associations and actively networks for new business opportunities.

9. Performs other duties as required.

Qualifications

• Fluency in English & French, written and oral is required for this role

• Bachelor’s degree (or equivalent) in Media Relations, Communications, PR/Marketing, Investor Relations or a related field is preferred.

• Minimum of 8 years experience in sales account management across multidiscipline industries is required with at least 3 - 5 years' experience leading successful sales teams. Expertise within a global media distribution organization is a strong asset.

• Requires working knowledge of Canadian Anti-Spam Legislation (CASL) and Freedom of Information and Privacy Act and Regulatory Filing (Canada).

• In-depth knowledge and proven track record of success with SaaS sales and/or cloud methodology is required. Exposure to Miller Heiman or similar sales methodologies is an asset.

• In-depth exposure and success attaining sales targets and building the sales pipeline.

• In-depth expertise with Salesforce or similar CRM platform coupled with reporting capabilities.

• Advanced and demonstrated ability to build relationships, persuade and influence clients, C-Suite executives, leaders and stakeholders. Comprehensive expertise and exposure to social media and digital marketing initiatives.

• Advanced analytical skills and creative problem-solving skills, including negotiation and conflict resolution.

• Advanced time management, attention to detail and organizational skills. Adaptable and flexible with an ability to respond to changing work priorities, pressure and demands.

• Advanced listening and verbal communication skills, interpersonal skills, a consensus and relationship builder with a collaborative leadership style.

• Champions the latest sales methodologies, tools, best practices and processes in the industry / marketplace.

• Ability to work independently and as a member of a team.

• In-depth knowledge of MS Office Suite is preferred, including Word, Excel and PowerPoint. Working knowledge of web conferencing tools like Zoom.

Working Environment and Demands

• The job is primarily performed in an office setting, with the occasional need to attend / work in other office locations / client sites.

• Regular requirement for multi-tasking, simultaneous multiple urgent demands and / or work requiring attention to detail, subject to frequent, regular interruptions, or peak periods requiring an accelerated work pace or deadlines.

• Salaried job based on 37.5 hours / week, Monday to Friday This job has an occasional requirement to work a flexible schedule to meet the needs of the organization.

• Occasional travel is required to commute to client meetings, presentations and networking events across Canada.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Public Relations and Communications Services, Software Development, and Technology, Information and Media

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