Sales Director

Summary

Join Point B, a business innovation firm, as a Dedicated Sales team member driving sales in specific industry segments and geographies. You will focus on new client development and expanding business within existing clients. This role requires leading growth efforts, understanding industry trends, and aligning growth plans with customer objectives. You will represent Point B, lead customer pursuits, achieve sales targets, and maintain a strong professional network. The position demands strong sales and consulting experience, excellent communication skills, and the ability to work effectively in a matrix organization.

Requirements

• B.A. or B.S. degree required
• 5-8 years of consulting sales experience in industry; full cycle from lead generation to close of sale
• Passion for growing Point B
• Minimum of 5 years proven success in selling outcomes based consulting services, focused on the development of new clients, at a pace of $5-6M per year or greater
• Demonstrated consulting agility and flexibility to build rapport with clients at all levels of the organization and drive to successful outcomes in the best interest of our clients
• 5-8 years of proposal development experience
• Demonstrated understanding of Point B services, capabilities, and offerings and how to sell and market to clients
• A deep and broad professional network that aligns to our target client base in the assigned industries
• Ability to work effectively with a matrix organization offering a broad range of services
• Expertise in managing and accurately forecasting sales cycles ranging from one to twelve months
• Excellent organizational, negotiation, presentation, analytical, written, and verbal communication skills

Responsibilities

• Working with industry segment leaders, lead growth efforts across a portfolio of strategic customers/prospects to achieve customer and industry segment growth goals
• Understand industry trends and competitive positioning for assigned industry
• Lead/contribute to growth strategy discussions for assigned industry segments / customers
• Understand customer strategic objectives and align growth plans to these objectives
• Represent Point B brand and competitive positioning in prospecting discussions and sales pursuits
• Employ leading business development approaches and an advisor mindset to provide an authentic, customer-centric buying experience for customers
• Lead and drive customer pursuits from prospecting to closed sale
• Achieve annual sales targets for outcomes based sales
• Achieve target margins
• Accurately track activities, leads, opportunities, and the sales forecast to ensure an accurate depiction of the direct sales pipeline at all times
• Develop and maintain a strong professional network and intentionally add value to network contacts
• Develop solid and long-term relationships with customer executives
• Coach and mentor non-sales professionals in sales best practices
• Deliver effective sales discussions and proposal presentations
• Explore and recommend alternative sales and lead generation channels

Preferred Qualifications

• Innate problem solvers who want to grow in a flexible, collaborative culture
• Engaging leaders who make a positive impact on their firm, clients, and communities
• Successful in ambiguous environments
• Desire to and ability to learn
• Passion for Point B’s Mission, Vision, Values & Culture
• Gets it done brand and attitude
• Ability to work from home
• Ability to work non-standard work hours when necessary
• Ability to sell virtually and travel up to 40% to support pursuit of new and existing client opportunities

Benefits

• The ability to chart your career path based on your expertise and passions
• An environment that encourages you to identify new opportunities and supports you in reaching your goals
• The opportunity to build and be part of a fun and collaborative culture with teams that are as passionate about their communities as they are about their clients
• A comprehensive, flexible Total Rewards program that supports and recognizes each’s unique needs and contributions to the firm
• The estimated base salary range for this role is $150,000 - $180,000 USD per year plus a target incentive opportunity that may exceed 100% of base salary
• Bonuses are awarded at Point B’s discretion and are based upon individual contributions and overall firm performance
• Employee Stock Ownership Plan (ESOP)
• Benefits – Point B rewards high performance with a total rewards approach that includes competitive base pay, benefits, and short-and long-term incentives — as well as flexibility, leadership development opportunities, and a culture designed to help our diverse team of individuals flourish