Commercial Sales Team Lead

Diversified•Newark, NJ

About The Position

Reporting to a Regional Sales Leader, the Team Sales Leader is a Player/Coach that is responsible for the business development and sales growth for their assigned geographical market and accounts (Player), and management of 3 to 7 Account Executives in a territory (Coach). As a Player, the Team Sales Leader is responsible for providing Diversified’s clients and prospects the highest possible level of quality in service to their accounts, ensuring client expectations are met by fulfilling client needs with a consultative approach. The Team Sales Leader will be responsible for identifying, selling, and executing Diversified’s Workplace and Broadcast AV Solutions within their assigned market and accounts. As a Coach, the Team Sales Leader is responsible for the territory sales strategy, approach, and local cross-organizational support to help a small sales team achieve their targets and goals. Location: New York City/Northern NJ areaWhat You’ll Do: Player: Meet or exceed bookings and profitability targets within an assigned market and account list. Create account specific strategies with new and existing accounts that maximizes the business potential, aligning with Regional goals. Secure new sales opportunities in target markets/portfolios. Establishes strategic deals and leads with a consultative, solutions-based sales methodology. Ensure sales standards are met by building strong relationships within their client base and targeted prospects. Develop annual go-to-market sales plans for assigned Enterprise Accounts and Fast Track Enterprise Accounts. Reports and forecasts achievements to goals on a quarterly basis. Drive the entire sales cycle for Workplace and Broadcast AV Solutions opportunities that include services. Stay up to date on technological changes within the industry to identify areas of opportunity. Address client inquiries and issues that impact the sales cycle. Function as the lead customer relationship manager for prospect pursuits and assigned accounts – working closely with internal partners and stakeholders for delivery of proposals, presentations, and contracts. Ability to understand and identify buyer motivations and requirements for Workplace and Broadcast AV Solutions. Travels to prospects and clients as needed to propose and review sales opportunities. Travels to project sites as required to ensure quality and cohesive client relations. Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths. Assist in managing the sales pipeline, tracking leads, and updating CRM systems with prospect and client selling information. Assist in working through invoicing, billing and receivables issues with finance team and customer coordination and communication. Assist in identifying and qualifying potential leads from marketing and inside sales. Coach: Maintain a strong working knowledge of solution offerings and technology changes within the Workplace and Broadcast AV industry. Collaborate with the sales team to understand prospect and client needs, requirements, and priorities. Support the sales team in creating and delivering sales presentations and proposals, ensuring that all sales-related documentation and contracts are accurate, complete, and compliant with company policies and regulations. Establish a common sales strategy, approach, and local cross-organizational support to identify, develop, and pursue Workplace and Broadcast AV solutions opportunities in a territory. Work closely with Account Executives to help them uncover and pursue new business, progress the sales cycle, build new or stronger relationships, and deliver best in class proposals and solutions for prospects and clients. Coach, mentor, and train Account Executives in consultative selling. Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths in a territory. Listen, empathize, and manage behavior of Account Executives, and address their issues and needs. Inspect, measure, and track key performance indicators of Account Executives, and help them achieve their targets and goals. Collaborate with the marketing team to develop and distribute sales collateral and promotional materials in the territory. Streamline administrative tasks to optimize the efficiency of the sales team.

Requirements

7-10 years of outside sales
5+ years working within AV, Workplace Solutions, and Broadcast AV Solutions Industry
Leadership mindset – can work cross functionally with internal partners to assist Account Executives with sales pursuits and solving client problems.
Keen customer focus – always concerned and curious about how to make our clients successful and build stronger relationships.
Technical selling – Ability to understand buyer personas, motivations, and political landscape in the AV and Workplace Solutions.
Consultative selling – capable of selling the problem that we are solving and orchestrating positive and memorable experiences throughout the sales cycle.
Experience working with CRM/Sales support platforms – good working knowledge of MS Office, NetSuite, HubSpot, LinkedIn, and similar applications. Accurate short-term and long-term forecasting is critical for operational success.
Excellent verbal and written communication skills – transparent, informative and results oriented with strong negotiation skills.
Business acumen – Strong problem-solving ability, analytical, adaptable, highly accountable, performance driven with a high level of integrity.

Nice To Haves

2+ years of sales team management experience is preferred
Bachelor’s degree preferred or Technical Associate’s degree inclusive of industry sales experience or Equivalent Professional Experience

Responsibilities

Meet or exceed bookings and profitability targets within an assigned market and account list.
Create account specific strategies with new and existing accounts that maximizes the business potential, aligning with Regional goals.
Secure new sales opportunities in target markets/portfolios.
Establish strategic deals and leads with a consultative, solutions-based sales methodology.
Ensure sales standards are met by building strong relationships within their client base and targeted prospects.
Develop annual go-to-market sales plans for assigned Enterprise Accounts and Fast Track Enterprise Accounts.
Reports and forecasts achievements to goals on a quarterly basis.
Drive the entire sales cycle for Workplace and Broadcast AV Solutions opportunities that include services.
Stay up to date on technological changes within the industry to identify areas of opportunity.
Address client inquiries and issues that impact the sales cycle.
Function as the lead customer relationship manager for prospect pursuits and assigned accounts – working closely with internal partners and stakeholders for delivery of proposals, presentations, and contracts.
Ability to understand and identify buyer motivations and requirements for Workplace and Broadcast AV Solutions.
Travels to prospects and clients as needed to propose and review sales opportunities.
Travels to project sites as required to ensure quality and cohesive client relations.
Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths.
Assist in managing the sales pipeline, tracking leads, and updating CRM systems with prospect and client selling information.
Assist in working through invoicing, billing and receivables issues with finance team and customer coordination and communication.
Assist in identifying and qualifying potential leads from marketing and inside sales.
Maintain a strong working knowledge of solution offerings and technology changes within the Workplace and Broadcast AV industry.
Collaborate with the sales team to understand prospect and client needs, requirements, and priorities.
Support the sales team in creating and delivering sales presentations and proposals, ensuring that all sales-related documentation and contracts are accurate, complete, and compliant with company policies and regulations.
Establish a common sales strategy, approach, and local cross-organizational support to identify, develop, and pursue Workplace and Broadcast AV solutions opportunities in a territory.
Work closely with Account Executives to help them uncover and pursue new business, progress the sales cycle, build new or stronger relationships, and deliver best in class proposals and solutions for prospects and clients.
Coach, mentor, and train Account Executives in consultative selling.
Understand the competitive landscape and how to mitigate risks, exploit competitor weaknesses, and take advantage of Diversified’s strengths in a territory.
Listen, empathize, and manage behavior of Account Executives, and address their issues and needs.
Inspect, measure, and track key performance indicators of Account Executives, and help them achieve their targets and goals.
Collaborate with the marketing team to develop and distribute sales collateral and promotional materials in the territory.
Streamline administrative tasks to optimize the efficiency of the sales team.