Sales Director, Integrated Sales

Inmar Intelligence•Boston, MA

20h

About The Position

With minimal direction from a sales manager, the Sales Director, Integrated Sales is responsible for expanding and renewing business across an assigned portfolio of larger accounts, while working to maintain the overall health of the relationship. This role allows the seller to build on their strong client strategy skills, while driving account expansion and revenue growth. Using in-depth knowledge of media, Inmar’s incentive solutions and constantly keeping abreast of the client’s needs, the seller consultatively presents account information and new ideas that solidify and grow the account. The Sales Director demonstrates a constant desire to collaboratively solve problems and won’t rest until they find the right solution for all parties involved. Key qualities of a successful Sales Director include being excellent at project management and staying organized, understanding the importance of responsiveness and follow-through, being an avid learner and absorbing new information with ease, which allows for shorter learning curves. The role involves managing a portfolio of accounts, participating in the overall client strategy, executing on the account plan, driving pipeline growth at the highest decision-making level (c-suite), leading contract negotiations and renewals, and collaborating with clients on product and service extensions. Additionally, the Sales Director is responsible for providing new product/service ideas based on client needs, understanding strategic goals, building and maintaining internal networks, and developing deep knowledge of assigned clients/prospects. Administrative duties include maintaining detailed, accurate records in Salesforce.com and proactively managing internal communications.

Requirements

Bachelor’s Degree in business, marketing, or a related field
8-10 years of related experience, including responsibility for account management; or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed for this position
Demonstrated experience in expanding business relationships in a highly competitive environment; ability to sell across products and a variety of different solutions; ability to negotiate contracts, deal with price pressure and successfully produce with strong profit margins; ability to discern the solution that is best for the customer and the value range they are willing to pay
Good decision making, knowing when to leverage additional resources to move deals past obstacles
Proficient with Salesforce.com
Proficient with Google Suite and Microsoft Suite producing professional business correspondence, proposals and reports
Experience with the Miller Heiman sales methodology and the consultative sales approach

Nice To Haves

Sales experience with media, CPG, and ecommerce preferred
Experience with CPG manufacturers or Retailers, a plus

Responsibilities

Manage a portfolio of accounts; participate in the overall client strategy and execute with excellence on the account plan
Work closely with Client Strategy and Client Services teams to meet the needs of the client
Drive pipeline growth at the highest decision-making level (c-suite) and grow profitable revenue across client territory
Lead contract negotiations and ongoing contract management and renewals, ensuring work is completed timely and results support incremental growth in revenue
Collaborate with client on product and service extensions that could deliver incremental value; bring Solutions Experts into those discussions as necessary
Manage internal cross-functional relationships and communications for maximum productivity
Responsible for providing new product/service ideas based on client needs; be an information source about how Inmar’s products can provide a competitive advantage
Responsible for understanding the strategic goals and objectives of each client; develop sales strategies that align with the client’s needs
Build and maintain internal networks, garnering support and getting appropriate buy-in
Develop a deep knowledge of assigned clients/prospects
Maintain detailed, accurate records in Salesforce.com covering all account activity
Proactively manage internal communications within and outside of the Sales team, as appropriate
Performs other duties as assigned
Complies with all policies and standards

Benefits

Medical, Dental, and Vision insurance
Basic and Supplemental Life Insurance options
401(k) retirement plans with company match
Health Spending Accounts (HSA/FSA)
Flexible time off and 11 paid holidays
Family-building benefits, including Maternity, Adoption, and Parental Leave
Tuition Reimbursement and certification support, reflecting our commitment to lifelong learning
Wellness and Mental Health counseling services
Concierge and work/life support resources
Adoption Assistance Reimbursement
Perks and discount programs
Annual discretionary bonuses through our Core Company Performance Bonus Plan
Equity grants, sign-on bonuses, and other tailored incentive opportunities
Additional discretionary compensation, such as: Growing Revenue Incentives, Corporate or VIP Bonuses, Deferred compensation opportunities