Sales Director

PCS Software - Houston, TX

Full-time - Manager

Houston, TX

Publishing Industries

About the position

PCS Software, Inc. is currently hiring a Sales Director based on-site in Houston, Texas, to manage a 5-10 person sales team that focuses on a transportation management solution for both carriers and shippers in North America. The Sales Director oversees the activities of sales representatives (in-bound and out-bound sales activity quotas) with an assigned territory or portfolio of customers that conduct remote sales calls, but will also meet with customers onsite or at trade shows and events. The 'must have' knowledge and experience to excel in this position includes current responsibility of coordinating closely with marketing, enterprise sales, channel sales, account management, and business development team members to gather insights and understand customers' unique needs, market conditions, and competitors. As well as successful current experience training and developing sales team members from the ground up and constantly updating sales strategies and supporting activities. To be a solid candidate for this position, you will come from a background working at a transportation management solution provider and have the majority of your experience in the SMB sector as well as some familiarity to selling into enterprise customers. This is not a job where you will sit back and babysit a process. You will be hands-on sitting in the middle of your sales team in the bull pit and not be easily upset when you need to pivot quickly to change your strategy or process to better meet the needs of the target market. Strong negotiation skills are essential as you will work side-by-side the PCS Marketing team to analyze data and determine trends. In addition, the Sales Director owns the responsibility of providing appropriate product information to meet the needs of individual customers, support upselling, and achieve sales targets. The Sales Director will also spend focused time consistently conducting quality controls and reviews and coaching the sales team in selling and relationship-building techniques that are needed to grow and maintain a healthy sales pipeline. The Sales Director will utilize Salesforce and other tools to mine, analyze, and report on daily, weekly, monthly, quarterly, and annual data to predict trends and to show how investments are either working or not working based on KPI's and metric driven and validated data. The Sales Director will push others within the organization to work as fast and professionally as possible to achieve overall team and company sales metrics and quotas while maintaining professionalism and making friends both within the company and externally with our customers, partners, and vendors. The Sales Director must have a solid history of achievement at the individual level and team management level in the SaaS industry and already know exactly how to target sales growth and strategy in the domestic carrier and shipper target audience. The Sales Director will yield a solid background and understanding of the trucking industry, specifically, to bring credibility as a trusted business advisor to our clients and to mentor and train new sales team members about the transportation and logistics lifecycle, trends, and economic indicators, as well as overall knowledge of transportation management software solutions in general. This is an on-site position and candidates who apply need to live in the Houston, Texas, metro area and are able to commute to the Westchase District where PCS Software headquarters is located. Candidates should have previous sales team leadership experience and a successful record of achieving your sales targets year-over-year. We are looking for candidates who are not afraid to dig into data to find areas for improvement and who are comfortable leading small team training events for ongoing career growth within their team.

Responsibilities

• Develop and implement sales strategies to achieve revenue targets
• Manage and motivate a team of inside sales representatives
• Monitor sales metrics and provide weekly/monthly/quarterly/annual reports to senior management
• Collaborate with other departments to ensure customer satisfaction and retention
• Identify and pursue new business opportunities
• Stay up-to-date with trucking industry trends and best practices.

Requirements

• Bachelor's degree in Business Administration, Marketing, or related field.
• Proven experience as a Sales Director in a SaaS company targeted specifically at the US domestic carrier and shipper transportation industry.
• 5+ years of experience training, managing, and process perfecting a team of inside sales team members and business development representatives.
• Experience managing a sales and business development team of 5-10 direct reports.
• Must have experience with small and medium (SMB) size sales agreements with an MRR that ranges from $500 to $5000 and annual revenues ranging of $25M+.
• Must have strong experience working directly with Salesforce (CRM) reports, workflows, dashboards, mining/reporting data.
• Excellent communication skills, presentation skills, closing skills, mentoring skills, and interpersonal abilities.
• Ability to analyze sales and pipeline data for quarterly and annual goal predictions and to develop effective sales strategies.
• Familiar with sales automation tools such as SalesNavigator, ZoomInfo, SalesLoft, and Hubspot.
• Demonstrated success in achieving sales targets over the last 5 years.
• Solid CLOSING skills as you will still be responsible for F2F interactions with targeted customers.
• Ability to travel up to 25% of the time domestically.

Benefits

• Competitive base salary and commission plan