Sales Director
Hackett's Intellectual Property Business (IPB) offers integrated measurement, advisory, and learning solutions to clients across industry.
The Sales Director is critical in the go-to-market of these solutions owning all elements of territory management / strategy, business development in partnership with a dedicated business development professional, pipeline management, and sales and all related solutioning, negotiating, contracting, and other required administrative activities.
The Sales Director will lead the growth of Hackett's business in a particular market, managing a database of prospects, establishing key contacts within that database, educating potential clients about Hackett, and marketing Hackett's solutions via in-person meetings, telephone calls, campaigns, and networking. The goal is to qualify the best opportunities for engagements to build the practice, partnering with Hackett practice leadership and functional subject matter experts in closing business.
You are the front end of an engagement pursuit team, energizing and supporting your team in the pursuit of new client acquisitions and growth of the business.
The primary role of the Sales Director is to acquire new clients across the Global 1000 and broadly across industry, size, and complexity by focusing on three key components :
- Driving the lead generation process for prospective clients through securing new meetings
- Leading the sales process from initial meeting (M1) through subsequent meetings to acquisition of new customers
- Owning the overall business through effective sales and business management skills.
Key responsibilities include :
Develop account entry strategy, development of related primary business issues and positioning.Responsible for prospecting and scheduling appointments throughout client and prospect base.Managing the sales calls, owning research preparation, material development and coordination of the ongoing pursuitResponsible for selling and managing ongoing relationships with multiple large, complex client engagementsDevelop informed views of relevant business issues, and assist existing and prospective clients to achieve their business objectives through the adoption of Hackett solutionsIntegrate personal sales activities with local marketing activities where requiredMonitor and report on relevant market and competitor activitiesResponsible for facilitating the sales process from initial meeting (M1) through subsequent meetings (M2-M3, etc.) to acquisition of the new client.
Determine the right resources to be committed to sales pursuits, and lead cross-functional teams to develop proposals for qualified opportunitiesManage and facilitate the sales process; including handling action-items, scheduling of follow-up meetings (M2-close), coordination of call coverage with Advisor and / or Solution Director, and meeting / call logisticsCommunicate and liaise internally and externally to develop sustained and productive relationships with clients and Hackett delivery teamsUse Salesforce.com to develop and maintain an accurate pipeline of stages and opportunities, client contact details, and accurately forecast revenueParticipate in weekly meetings with practice leadership and broader Sales Director and business development team to review weekly pipeline and activity update reporting; reviewing prospect calls, coverage, and pipeline movementDrive timely collections for all Accounts Receivables within client baseResponsible for effectively managing the sales process through effective personal and business management skills.
Develop and execute a cohesive sales strategy for designated account(s) and overall territory.Execute to the goals and objectives of the firm's annual sales plan.Serve as expert in problem solving and troubleshooting skills with the ability to exercise mature judgmentMeet and exceed sales targets and compensation plan objectivesComply with the Global Sales Terms, Conditions and Expectations DocumentParticipate in training when required and proactively develop relevant knowledge and skills.Contribute expertise / insight across internal teamsFacilitate exchange of ideas and application of best practices across internal teamsThe candidate should have demonstrated, quantifiable success in driving new client sales in the core functional areas of Finance (including accounting and FP&A), Human Resource, Information Technology, Sourcing and Procurement, Supply Chain, and Shared Services. Experience selling into corporate overhead functions (i.e. legal, facilities, etc.), sales, marketing, and customer service a plus.
Other key qualifications should include :
Demonstrates the ability to understand Hackett core methodology and research concepts, assisting with securing of executive appointmentsConsistently develops and drives effective written communications with strong experience in email communiques to prospective clientsAbility to communicate effectively in conversations with Executives and internal constituents and partnersExpertise and proficiency in Business Development and Sales tools, particularly Salesforce.com and the Microsoft Office suiteProficient in conducting client research to facilitate improved targeting and meeting executionDemonstrated ability to work across a matrix of Hackett practices, selling channels, and solutionsDemonstrated understanding of the key business issues facing large organizations and discrete functional areas (i.e. Finance, HR, etc.)