Director Sales

KLA Industries; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

KLA Industries is seeking a Sr. Sales Director for the North American portfolio of fulfillment, transportation, and payment solutions. This hunting role targets new logo clients and cross-sells into existing accounts to meet revenue goals.

You will engage with Operations, Sales, Account Management, Transportation, and Senior Management to develop and execute strategies, building relationships across C-level executives while managing a heavy travel schedule.

Qualifications

• Demonstrated sales track record with enterprise and mid-market retailers (5+ years).
• Understanding of retail industry dynamics, challenges and cost drivers.
• Understanding of fulfillment and technology solutions for the retail marketplace.
• Ability to articulate value propositions clearly.
• Ability to work cross-functionally and bring in resources at the right stage.
• Experience selling high-value, complex solutions.
• Proven new business development and quota attainment.
• Self-starter who can work independently and leverage relationships.
• Strong communication, presentation, negotiation, organizational, and attention to detail.
• Ability to engage senior industry leaders and C-level executives.
• Bachelor’s degree is required.
• Willingness to travel up to 50%.

Responsibilities

• Manages the sales cycle to acquire new retail and brand logos.
• Develops target-name account strategies and penetration plans.
• Develops relationships at C- and VP-levels within target accounts.
• Creates compelling ROI-based value propositions.
• Executes selling process steps from opportunity discovery to closing.
• Sells against annual revenue targets for products and services.
• Coordinates with pre-sales and services teams; provides forecasts.
• Nurtures third-party relationships.

Skills

Enterprise sales

Retail industry knowledge

Value proposition articulation

Cross-functional collaboration

New business development

Self-starter

Communication skills

Negotiation

Relationship management

C-level engagement

Travel readiness

Education

Bachelor’s degree

Job description

We are looking for HUNTERS! The Sr. Sales Director is responsible for driving sales for our North American portfolio of solutions which include fulfillment, transportation, and payment solutions. Successful selling of complex fulfillment/supply-chain solutions into consumer brands, ideally across CPG, apparel, electronics, home, food/consumer goods and omnichannel retail. Understanding of B2C + B2B fulfillment, retail replenishment, returns, VAS, peak management, automation and multi-node networks. This role will interface with key stakeholders across the Supply Chain including Operations, Sales, Account Management, Transportation, and Senior Management. In this position, you will develop and implement a strategy to acquire new logo clients and cross-sell into existing clients to achieve and exceed your target revenue goals. This is a “hunting” role focused on securing new customers.

• Manages the sales cycle to acquire new retail and brand logos
• Works to develop target-named account strategies and tactical penetration plans
• Develops and maintains relationships at the “C” and “VP” levels of the defined target accounts
• Develops compelling value propositions based on ROI cost/benefit analysis
• Executes against the major steps of the sales process including finding new business opportunities, qualifying new opportunities, and closing new business
• Sells against annual revenue targets for products and services
• Coordinates with pre-sales and professional services teams Provides accurate and timely sales forecasts
• Nurtures third party relationships

Requirements:

• Demonstrated sales track record with enterprise and mid-market retailers (5 years of experience and above) is preferred
• Understanding of retail industry dynamics, business challenges, related cost drivers, and customer needs
• Understanding of fulfillment and technology solutions for the retail marketplace is preferred
• Ability to rapidly assimilate and then clearly articulate value propositions
• Ability to work cross functionally and collaboratively bringing in the right resources to bear at the right stage in the selling process
• Experience and success in selling high value, complex solutions
• Proven new business development skills and sales quota attainment track record
• Mentality of a creative self-starter; ability to work independently and find a way into prospects through existing relationships and experience
• Must have strong skills in the following: communication, presentation skills, negotiation, organizational, and attention to detail
• Ability to develop and leverage relationships with senior industry leaders and key influencers
• An accomplished track record of selling multi-level to business, technical, operations, IT people, and C-level executives
• Bachelor’s degree
• Travel up to 50% of the time as needed for business