The Director of Customer Sales plays a pivotal role in driving organizational growth by managing existing key accounts and scaling overall bookings. In this role, you will oversee the strategic direction, operational objectives, and overall management of the Account Management team. Beyond leading people, you will be directly responsible for accurately forecasting quarterly results and consistently exceeding sales quotas. By building strong, productive relationships with clients and providing high-impact leadership across teams, you will maximize sales revenues and align team performance with overarching corporate objectives.
Expected Duties
- Sales Support Management: Direct, manage, and supervise the support functions essential to sales force productivity and effectiveness.
- Revenue Leadership: Provide leadership to achieve maximum sales revenues and meet corporate targets.
- Resource & Territory Allocation: Assign sales territories, train staff, set quotas, and allocate resources to ensure all revenue targets are met.
- Account Development: Sell the firm's products and services to new and/or existing clients while actively developing and expanding accounts.
- Direct Sales Focus: Specialize in expanding existing accounts within an established geographic territory or product line, selling products or services directly to the end-user.
- Client Relationship Management: Maintain strong ongoing relationships with existing accounts while driving new business acquisition.
Qualifications & Core Competencies
EXECUTION & LEADERSHIP
- Operational Execution: Execute processes within a subfunction or department, establishing annual objectives and executing tactics to meet those goals.
- P&L Responsibility: Manage subfunction/departmental financial performance and P&L responsibilities.
- People Management: Responsible for hiring, firing, performance appraisals, and pay reviews while managing the activities of first-level managers and supervisors.
- Governance: Guide team activities using functional practices and well-defined management precedents.
- Strategic Planning: Execute financials, business planning, organizational priorities, and workforce allocation effectively.
- Initiative Delivery: Develop and manage operational initiatives to deliver tactical results.
COMMUNICATION & STAKEHOLDER MANAGEMENT
- Cross-Functional Collaboration: Interact frequently with subordinate supervisors, customers, and functional peer group professionals across multiple units.
- External Partnering: Partner effectively with key contacts outside own area of expertise and with external stakeholders.
- Executive Presentation: Effectively communicate and present results and recommendations across various disciplines.
EDUCATION & EXPERIENCE
- Education: Bachelor’s degree required.
- Experience: 8+ years of relevant sales leadership experience.
- Policy & Compliance: Ability to provide guidance to subordinates within the latitude of established MeridianLink policies; recommend policy changes and procedures affecting multiple disciplines.