Sales Manager, B2B Sales

Hearst Communications, Inc.; Des Moines (IA); Remote; USD 110,000 - 152,000; Full time

Job summary

An established industry player is seeking a dynamic B2B Sales Manager with expertise in subscription management platforms. This role offers the opportunity to leverage your sales acumen and industry knowledge to drive significant growth across various sectors, including banking and nonprofit. You will be responsible for executing sales strategies, building relationships with key clients, and negotiating contracts to ensure mutual satisfaction. Join a forward-thinking company that values innovation and offers a competitive compensation package along with a supportive work environment. If you're ready to take your sales career to the next level, this is the perfect opportunity for you.

Benefits

Child and Dependent Care reimbursement up to $750/month

Medical Health Plans options

Comprehensive Dental and Vision plans

Generous PTO

401(k) retirement saving plan

Paid parental leave for new parents

Wellness and Tuition Reimbursement Programs

Qualifications

• Bachelor's degree or equivalent experience in Business or related field.
• 3+ years in SAAS or technology subscription sales with proven success.

Responsibilities

• Execute sales strategies to meet or exceed targets and drive growth.
• Build strong relationships with senior-level clients and negotiate contracts.

Skills

Sales Strategy Execution

Subscription Management Knowledge

Relationship Building

Contract Negotiation

Market Research

Generative AI Techniques

Excellent Communication Skills

Project Management

Education

Bachelor's Degree in Business or related field

Three or more years in SAAS or technology subscription sales

Tools

Microsoft Excel

Microsoft Word

Customer Relationship Management (CRM) systems

Job description

SUMMARY
CDS Global is seeking an experienced Business to Business (B2B) sales manager who has a proven track record of selling subscription management platforms to multiple industries. The ideal candidate will have a deep understanding of the subscription management industry and applicable technology and will be able to leverage their knowledge to drive sales growth.

ESSENTIAL FUNCTIONS

1. Maintains confidentiality of CDS Global and its clients’ proprietary information.
2. Executes a sales strategy to meet or exceed sales targets.
3. Improves profitability and growth of specific CDS Global business units by developing, maintaining and executing sales development plans that target senior-level clients in banking, financial services, fundraising/nonprofit and/or direct market verticals. Identifies and qualifies new business opportunities through research and networking activities.
4. Builds strong relationships with prospective clients to increase future business opportunities.
5. Prepares proposals for new business opportunities or contracts.
6. Negotiates contracts with clients to ensure mutual satisfaction with each transaction.
7. Schedules appointments with prospective clients to discuss products or services offered by the company.
8. Creates prospective client proposals based on product information provided by solutions engineering and marketing staff members.
9. Keeps track of all communications with prospective clients, such as emails, phone calls, and verbal communications in CDS Global's customer relationship management system.
10. Identifies potential customers through research and networking activities, then contacting them to set up meetings or presentations.
11. Researches market trends to identify opportunities for new products or services that might appeal to specific clients.
12. Applies generative artificial intelligence techniques and technologies to increase lead generation and sales.
13. Demonstrates leadership and collaboration within the full sales and marketing team (including solutions engineering).
14. Develops and maintains trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.
15. Produces initial sales deck and pitches with a foundational understanding of the prospects needs and pain points.
16. Establishes internal network & lead interlock meetings with virtual teams & key stakeholders including but not limited to Sales Engineers, Inside Sales, Partner Team, Product, Customer Success & Marketing.
17. Identifies, researches, contacts, secures and/or maintains prospective clients to meet the goals of the assigned business plan.
18. Performs necessary follow up with prospective accounts through completion of sales cycle.
19. Develops and maintains comprehensive knowledge of assigned business units as well as develops knowledge of the competitive marketplace.
20. Prepares and presents RFP's to prospective clients.
21. Interfaces with members of other CDS Global business units to transition new business.
22. Applies creative thinking skills to marketing/sales process.
23. Assimilates new information in a changing technical environment.
24. Coordinates and hosts client visits including presentation and tours.
25. Negotiates contracts with new clients according to established department policies and procedures.
26. Attends and represents CDS Global at industry functions.
27. Travels extensively, up to 25% of the time, sometimes with little notice.
28. Interacts in a cooperative and professional manner with all levels of employees, vendors and/or clients, in a team environment.
29. Organizes tasks and resources to complete work and meet deadlines according to established departmental procedures.
30. Follows CDS Global ergonomic and safety policies.
31. Adheres to CDS Global attendance policies; reports to work station as directed by management.

ADDITIONAL DUTIES AND RESPONSIBILITIES

1. Assumes additional responsibilities as requested or required.
2. Performs additional sales/marketing duties as requested or required.

EDUCATION AND/OR CERTIFICATION, SKILLS AND LICENSING

1. Bachelor's Degree in Business or related field or equivalent experience may be substituted for the minimum education requirement.
2. Proven successful track record of selling subscription management platforms to multiple industries.
3. Deep understanding of the subscription management industry and applicable technology and will be able to leverage their knowledge to drive sales growth.
4. Documented, progressively successful senior level sales experience. Three or more years of experience in a SAAS or technology subscription sales role.
5. Experience with RFP process, SPIN selling or value added sales required.
6. Documented, successful sales experience must include calling on senior level and/or boardroom level executives in banking, financial services, fund raising/nonprofit and direct market verticals.
7. Demonstrated experience performing duties independently, as well as coordinating efforts of support team.
8. Capable of organizing tasks/resources to meet deadlines in a dynamic, business solutions environment.
9. Capable of interacting in a professional manner with all levels of CDS Global employees, clients, and/or vendors in a team environment.
10. Access to transportation requiring a valid driver’s license, proof of safe driving record, and active insurance.
11. Advanced PC knowledge and skills to occasionally use electronic mail and Internet for complex research. Develops and edits complex Microsoft Excel or Word documents (or related software). Creates edits and presents presentations.
12. Excellent written and verbal communication skills.
13. Intermediate math skills.

What you can expect when you join CDS Global:

1. Grade Pay Range: $110,032.00 - $151,840.00. Starting salary is dependent on candidate qualifications and experience.
2. In addition to your annual base salary, you will be eligible for the CDS Global Sales Incentive Compensation Plan effective on date of hire. You will be presented with a CDS Global Sales Incentive Compensation Plan for your review and signature after your commencement of employment. You will be eligible to receive 6% of new qualified sales revenue you negotiate and close after the incentive plan eligibility date. The sales incentive will be based on 12 months of the new qualified generated sales revenue or the end of the sales revenue, whichever occurs first. Sales incentive is subject to the terms and conditions of the plan which is reviewed annually. If earned, sales incentive will be paid on a quarterly basis within 55 days from the end of each quarter. You must be actively employed by CDS Global when incentive payments are paid. This plan is not an employment contract and participation does not alter a participant's at will relationship with CDS Global.
3. Full time benefit eligible employees reimbursement up to $750 per month for qualified expenses relating to Child and Dependent Care.
4. Our competitive benefit packages include two options for our Medical Health Plans: High Deductible and Traditional. We also offer comprehensive Dental and Vision plans.
5. In addition, we offer generous PTO, Holiday Pay, Basic/Voluntary Life and Accidental Death and Dismemberment insurance, Short & Long Term Disability, Wellness and Tuition Reimbursement Programs.
6. Our 401(k)-retirement saving plan allows you to start contributing immediately to your retirement account.
7. CDS Global will provide eligible employees with paid parental leave for new parents.

EOE/AA Employer including Vets and Disabled

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be a complete list of all responsibilities, duties and skills required of personnel assigned to this job.

We strive to create an environment that brings the power of diversity to life.

Post Offer, Pre-employment background check(s) conducted on qualified candidates.
Post-offer, pre-employment drug/health screening(s) required for some positions.
EOE, including disability/vets

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