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Director, Sales - HR Division

Department: Acquire - HR
Location: London, ON

Position Title:      Director, Sales

Department:       Acquire - HR Division

Reports to:         VP, McLean & Company

Location:            London, ON

We are growing our HR Acquire function and require talented, experienced leaders to join our London office. As a Director, Sales you will guide a team of both experienced and entry-level sales professionals that are building relationships and chasing new business for our HR Research & Advisory product.  

You will develop and continue to grow your high performance team in our modernized and data driven sales process. You will have the opportunity to shape, improve, set and execute the sales and service strategy of the organization as you partner with other Sales Directors and your manager, the VP of McLean & Company.

Our ideal candidate has had success in both sales and people management and is looking for a high impact opportunity on a great team.

Major Responsibilities:

Targets and Strategy

  • Monitor, manage, and report on the sales metrics on a weekly/monthly basis, adjusting the business objectives as required.
  • Set sales targets and accurately forecast annual, quarterly, and monthly revenues.
  • Collaborate with management and research to facilitate the best possible service, workflow, and communication to prospects.
  • Analyze and provide direction based on market trends, key industry issues, challenges, opportunities, and customer buying patterns.
  • Recommend sales strategies for improvement based on market research and competitive analysis.
  • Evaluate success of sales programs and implement changes to ensure goals are achieved: increasing the meeting number and growing the business in revenue, profit, market share, and net customer base.

Team Management

  • Orient, train, develop, motivate and manage your 8-12 sales representatives.
  • Manage and develop sales staff by providing supervision, coaching/training, monitoring activities, and participating in performance assessment of sales staff.
  • Lead by example by demonstrating on a daily basis the core values of the firm.
  • Support and build morale and performance with the resources/incentives/programs available.
  • Develop and deliver targeted training and call review sessions to ensure best practice is being implemented across all sales cycles.
  • Monitor, providing coaching, and conduct QA sessions on recorded sales conversations.
  • Assist in Sales conversations and provide on-call support to insure successful account acquisition and client satisfaction.
  • Ensure the implementation, execution and monitoring of sales policies and practices.
  • Initiate process improvement discussions and establish/ communicate solutions.
  • Promote a positive corporate image by ensuring that appropriate and specified standards are maintained in all sales, support and service delivery activities.

Education, Skills and Competencies

  • University graduate (required).  
  • Strong and demonstrated leadership skills and excellent people management skills.
  • Proven experience creating a successful sales team/function.
  • History of success in efficient management practices and leading highly productive teams.
  • Commitment to customer focus and service excellence.
  • Ability to prioritize and manage time in the face of competing priorities.
  • Strong analytical and problem resolution skills at both a strategic and functional level.
  • Excellent negotiation, sales and presentation skills.
  • Bottom-line oriented, budget conscious, and metric/measurement driven.
  • Demonstrated ability to deliver results under pressure and adapt to changing business requirements.

McLean & Company is a wholly owned division of InfoTech Research Group (ITRG). ITRG is an equal opportunity employer committed to diversity and inclusion. We are pleased to consider all qualified applicants without regard to race, color, religion, sex, national origin, age, disability, or any other legally protected factors. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process. 

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