Director of Sales - Northeast

Mainline Information Systems - Boston, MA

Full-time - Senior

Remote - Boston, MA

501-1,000 employees

Merchant Wholesalers, Durable Goods

About the position

The Director of Sales at Mainline is a pivotal role that directs and oversees the organization's sales policies, objectives, and initiatives. This position is remote but requires travel within a specific region. The Director will be responsible for developing and implementing district-level sales strategies aimed at driving revenue growth and achieving financial objectives. This includes establishing operational plans and processes that align with the overall sales strategy of the organization. The Director will work closely with senior-level executives, leveraging their strong business, sales, and financial acumen to foster relationships and drive sales initiatives. In this role, the Director will establish and implement initiatives, processes, tools, and structures to support the sales organization's operations. They will oversee goal setting for departmental and group levels, utilizing data and technology to measure and monitor sales processes, identify issues, and enhance performance. The Director will also analyze the industry, business environment, clients, and competitors to expand the business effectively. By using market and customer insights, they will collaborate with internal stakeholders to identify and suggest new solutions or products that meet client needs. The Director of Sales will build effective sales and support teams through recruiting, mentoring, and development programs. They will participate in and negotiate strategic high-value sales, manage the departmental budget, and create strategies to meet the organization's strategic sales goals. The role also involves customer acquisition, retention, and growth of targeted accounts, focusing on building relationships with mid to senior executive contacts. The Director will assess client business issues and performance gaps, recommending appropriate training and development solutions to enhance sales effectiveness. Achieving individual and team goals for growth through collaboration and demonstrating competency in selling are essential aspects of this position.

Responsibilities

• Direct and oversee the organization's sales policies, objectives, and initiatives.
• Develop and implement district-level sales strategies to drive revenue growth.
• Establish and implement initiatives, processes, tools, and structures to support sales operations.
• Oversee goal setting for departmental and group levels of the sales organization.
• Utilize data and technology to measure and monitor sales processes and enhance performance.
• Analyze the industry, business environment, clients, and competitors to expand the business.
• Collaborate with internal stakeholders to identify and suggest new solutions or products based on market insights.
• Build effective sales and support teams through recruiting, mentoring, and development programs.
• Participate in and negotiate strategic high-value sales.
• Manage departmental budget and create strategies to meet strategic sales goals.
• Focus on customer acquisition, retention, and growth of targeted accounts.
• Assess client business issues and performance gaps, recommending training and development solutions.
• Achieve individual and team goals for growth by collaborating with team members.

Requirements

• BS/BA degree or 7+ years of related experience.
• Demonstrated success in direct sales and sales management, preferably in VAR experience.
• Strong business, sales, and financial acumen.
• Experience dealing with senior level executives (VP level or higher).
• Deep knowledge of the technology marketplace, OEM solutions, and VAR channel programs.
• Strong track record of sales and sales management.
• Adept at forecasting and driving quarterly/annual results.
• Strong recruiting skills and broad relationships in the assigned market.
• Background in KPI management.
• Ability to build a territory and grow existing accounts (cross-sell & upsell).
• Understanding of complex business problems and ability to identify key issues in selling technology solutions.
• Proven self-starter who can work both as a team member and independently.
• Excellent interpersonal, organization, and communication skills, both verbal and written.