Sales Director

First Search Inc.; United States; On-site; USD 140,000 - 220,000; Full time

Job summary

First Search Inc. in the United States is seeking a Sr. Sales Director to lead revenue across our North American fulfillment, transportation, and payment solutions. The role focuses on hunter-driven new logos and cross-selling into existing clients.

You will build target account plans, engage at C- and VP-levels, deliver ROI-based value propositions, and coordinate with pre-sales and services to close major deals. Travel up to 50% is required.

Qualifications

• 5+ years of demonstrated sales experience with enterprise and mid-market retailers.
• Strong understanding of retail industry dynamics and customer needs.
• Experience selling fulfillment/technology solutions for retail.
• Ability to articulate ROI-based value propositions clearly.
• Proven ability to work cross-functionally and bring in the right resources.
• Track record of meeting or exceeding sales quotas in complex deals.
• Self-starter with the ability to generate new opportunities and relationships.
• Excellent communication, presentation, and negotiation skills.

Responsibilities

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

Skills

Enterprise sales

Mid-market sales

C-level engagement

Strategic selling

Forecasting & pipeline management

Cross-functional collaboration

Negotiation & closing

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
• Travel up to 50% of the time as needed for business