Director of Strategic Sales

Our client is a leader in route-based services for various commercial and multi-residential properties: managed HOAs, smaller apartment complexes, eldercarehousing (assisted livingnursing homes, long-term care facilities), institutional landlords, vacation rentals, etc.The candidate MUST be located in any of these metro areas:Newark, NJAtlanta, GABoston, MAWashington DCThey are seeking a Director of Strategic Sales. They will be a key member of the company's leadership team, reporting to the Chief Revenue Officer. The Director of Strategic Sales is responsible for developing the overall strategy and driving the execution of the plan for the company's multi-residential unit business. The Director of Strategic Sales will lead the cultivation of relationships with strategic clients that fit the company's target profile, including managed HOAs, smaller apartment complexes, eldercarehousing (assisted livingnursing homes, long-term care facilities), institutional landlords, and vacation rentals, etc. Accelerating sales growth with strategic clients is one of the most important growth priorities.Specific Responsibilities:StrategyIn partnership with the CRO, ensure alignment around overall marketing messages and Company's competitive positioningvalue propositionEstablish strategic, financial, and operational goals and targets for FY2024 and 2025 and create a general Business Case set of assumptionsIdentify top client prospects by customer segment, build pipeline, and prioritize prospects to targetDevelop current key account and prospect-specific sales strategies:Approachhow to navigate the networksSelling proposition & messagingResources required (marketing support, budget for travel, etc.)Develop the longer-term business building strategy - the initial focus is on driving customer acquisition in core services; work with the CRO to identify potential future cross-selladjacencies strategy andor opportunities (e.g., pest control, lawn treatment)ProcessRedefine contract terms by type of account or business opportunity with an emphasis on pricing, ensuring renewals, capturing recurring revenue, and maximizing customer LTVEstablishenhance pipeline CRM reporting to enable tracking of opportunities and allowing for visibility into progress (metrics, sales funnel management)Drive customer acquisition through active outreach, strategic relationship development (direct to client, indirect through "connectors"), attendance at trade conferences, targeted marketing programsLeadershipOrganizationAct as the main point of contact with key accounts and represent the Company consistent with the overall "branding" and values of the CompanyWork collaboratively across the organization and leverage existing processes and resources as relevant to building out the businessDetermine sales organization structure and staffing and resourcing requirementsEstablish a compensation program: commissions, sales incentives, quotas, etc.Set budgets and performance metrics for the sales organization Experience & Qualifications10+ year track record of success in driving new business opportunities in B2B services-focused companiesTarget route-based institutional residential services businesses (as opposed to single home)Brings relationships and access to networks in target market segment (e.g., HOAs)Experience in developing and executing key account strategies with demonstrated quantifiable success in driving revenueExperience in B2B services contracting from developing the terms and conditions, pricing, and working with operationsexecution teams to ensure the Company is meeting client service quality, and other key requirements consistentlyExperience developingenhancingutilizing CRM systems and managing the ongoing upkeep of pipelines, sales funnel management and reportingIf you feel that you fit these qualifications we encourage you to apply with a recent resume.

Created: 2025-03-06