Director, SMB/MM Sales (BCH)

Director, SMB/MM Sales (BCH)

Relias LLC Morrisville, United States, 27560 hybrid

Company Description Are you looking for a high energy, strategic, and fast-paced position with an impactful and mission-driven company? Join Relias, the company changing lives throughout the world by helping healthcare organizations improve their clinical and financial outcomes! For 11,000+ health care and human service organizations, Relias helps clients deliver better clinical and financial outcomes by elevating the performance of teams. We help organizations across the continuum of care get better at maintaining compliance, developing staff and promoting consistent, high-quality care. Our platform employs assessments to reveal specific gaps in skills and addresses them with personalized and engaging learning, choosing from 7,000+ online courses that meet accrediting board, state and federal requirements. We are passionate about our products and our clients; what we deliver and the impact we have on the world is truly something you can be proud to represent. Join us and make a difference.

WHAT CAN RELIAS OFFER YOU? Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium! Flexible work environment with onsite and work from home options you choose when you want to come into the office! Active Employee Resource Groups open to all employees! Comprehensive onboarding program a great introduction to our company, customers and culture! Growth and career advancement opportunities! Multiple development program options leadership development, professional development curriculums, and Nanodegree options in both technology and data science Professional development gained from conference attendance and participation in organizations like NC Tech Onsite 321 Coffee Shop providing free coffee and pastries to employees

Job Description

The Director, SMB/MM Sales is responsible for leading and developing Sales Managers and their teams to consistently achieve revenue, retention, and growth objectives across the SMB and Mid?Market segments. This role owns the execution of sales strategy, operational rigor, talent development, and cross?functional alignment, while translating company growth priorities into predictable results. This Sales Director will work with our Behavioral and Community Health (BCH) vertical.

WHAT YOU'LL BE DOING:

• Impacting the profitability of the company through strategic and tactical sales management and deal execution
• Leading team of Managers to achieve new business and expansion goals in a high growth environment
• Leading teams through change, growth, and evolving GTM motions
• Monitoring employee performance and counsels and advises to ensure compatibility, maximum effectiveness, and continued growth on a constant basis, including addressing personnel issues/performance issues in accordance with Company policy
• Designing, implementing, and managing overall territory team structure
• Participating in programs developed by Revenue Enablement to ensure effective sales strategies, positioning, and best practices
• Working with Revenue Operations on performance management, reporting, forecasting and compensation
• Leveraging data, automation, and AI?enabled tools to improve sales productivity, forecasting accuracy, and decision?making across teams.
• Coordinating efforts with other internal teams and groups to ensure effectiveness and efficiency
• Building a strong leadership bench through hiring, succession planning, and manager development

Qualifications

YOU HAVE WHAT IT TAKES IF YOU HAVE/ARE:

• 7+ years of B2B SaaS sales experience, preferably in SMB and/or Mid?Market segments
• 3+ years experience leading and developing a high performing sales team
• Demonstrated success leading teams in a growth?oriented environment
• Technical aptitude, and deep experience leveraging the capabilities of Salesforce
• Proven experience leading complex, multi?product sales motions, including coordinating cross?functional teams and navigating longer, consultative sales cycles.
• Ability to identify areas of opportunity, recommend solutions, take ownership of implementation and/or project management of departmental initiatives
• Demonstrate a deep understanding of the business by sharing insights, the root causes behind changes in KPI's, the frequency and impact of these root causes and your recommendations to double down or course correct as needed
• Expertise with technology and comfort adopting new and emerging tools to support GTM team
• High level of organization, time management, self-initiative
• Highly developed presentation and stand-up facilitation skills
• Strong knowledge SaaS industry and how business systems integrate. Constant thirst for learning and ability to figure out new approaches and learn all potential use cases for our different product offerings for the different segments of the market
• Strong planning skills - both strategically and operationally
• Strong business acumen, and deep understanding of cross functional business metrics impacting sales, or impacted by sales activity
• Passionate about the SMB customer, and meeting their needs
• Unquestionable integrity combined with a solution-oriented mindset
• Ability to prepare and present executive of client level presentations
• Ability to participate at large, on site events interacting with many customers
• Bachelor's Degree in Business, Healthcare, or related field

IT WOULD BE NICE IF YOU HAVE:

• Experience scaling teams, territories, or GTM motions
• Experience in healthcare markets and verticals
• Outside sales team experience

Competencies

Client Relationship Management ability to effectively manage and nurture client relationships to achieve mutual success

Consultative Selling ability to engage prospects and clients in a relationship-driven sales approach by acting as a trusted advisor who seeks to understand the client's needs and challenges in order to provide tailored solutions

Sales Tool Management utilization of sales enablement tools to support the sales process and improve overall client experience

Adaptability - ability to adjust, change, or modify their approach, mindset, or behavior in response to new circumstances, challenges, or changing environments

Communication - skills and abilities necessary to effectively convey and exchange information, ideas, and feelings between individuals or groups using various verbal and non-verbal methods to deliver messages clearly, accurately, and appropriately, while also actively listening and understanding the messages received

Additional Information

IN OFFICE REQUIREMENT: Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters approximately 40 days/quarter.

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process. If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions. All your information will be kept confidential according to EEO guidelines.