Client Services Manager, Workforce Development Team
Certus
Director of Sales
Encore Fire Protection
full-time
Posted on:
Origin: • 🇺🇸 United States • Massachusetts
Visit company websiteJob Level
Lead
About the role
- Define sales goals, territories, and KPIs to drive accountability and focus.
- Conduct weekly 1:1s with reps and perform in-depth performance reviews twice a year.
- Provide hands-on coaching for calls, emails, follow-ups, and deal strategy; address underperformance proactively.
- Ensure the sales process is scalable, repeatable, and adaptable; oversee and optimize use of CRM (HubSpot) and sales tools (ZoomInfo).
- Plan and lead quarterly sales training and skills development; facilitate weekly team meetings and team-building activities; recruit, hire, and onboard new team members.
- Develop a deep understanding of customer needs; collaborate with SAMs and operations to craft tailored solutions.
- Serve as escalation point for sales or service-related issues including administrative challenges like invoicing; provide direction on pricing strategy and lead negotiations for large/complex opportunities.
- Lead a team of 10+ sales professionals to exceed targets; drive top-line revenue growth and increase booked margin year-over-year; expand market share across assigned region; monitor and manage sales costs.
Requirements
- Experience leading and developing sales teams (role expects leadership of 10+ sales professionals).
- Ability to define sales goals, territories, and KPIs and drive accountability.
- Conduct weekly 1:1s, perform semi-annual performance reviews, and provide hands-on coaching.
- Proven ability to address underperformance and build scalable, repeatable sales processes.
- Proficiency with CRM (HubSpot) and sales tools (e.g., ZoomInfo).
- Experience planning and leading sales training and team meetings; recruiting, hiring, and onboarding new team members.
- Strong customer experience management skills and ability to collaborate with Strategic Account Managers and operations.
- Experience providing pricing direction and leading negotiations for large or complex opportunities.
- Track record of driving top-line revenue growth, increasing booked margin, and expanding market share.
- Ability to monitor and manage sales costs to align with budgetary goals.
- Comfortable with hands-on involvement to remove roadblocks or close deals when needed.
