Director of Sales & Business Development (US)
Company: BSI
Location: Fresno
Posted on: August 7, 2022
Job Description:
Great that you're thinking about a career with BSI!About the
role: BSI Environmental Health, Safety, Security, and
Sustainability (EH3S) is seeking a highly recognized and market
visible Director of Sales (DOS) with prior successful, consultative
sales leadership experience. The ideal professional will leverage
BSI's reputation, capabilities, and global network of top tier
expertise to create sales opportunities in unrecognized markets,
successfully sell to new and existing clients, and expand market
share. This is an opportunity for a Director-level professional
looking to advance their career with a global EHS leader, and to
make a significant impact in successfully implementing BSI's
national sales strategy.Summary/Objective: The DOS position reports
to the Group Consulting Services Director, acting as MD EH3S
(Environmental Health, Safety, Security, and Sustainability) for
the Americas, and is a member of the EH3S leadership team. The
position is responsible for working with each Practice Director
(PD), Regional SVPs and EH3S SVP to establish a sales strategy, set
sales targets to meet the EH3S performance objectives and meet the
overall sales plan. The DOS is responsible for the recruiting and
development of the sales team to ensure the National sales plan
objectives are met.Essential Functions
- Partner with SVPs/PDs to develop annual sales plan in support
of overall organization strategy and objectives to include
international growth
- Revenue
- Sales growth
- Profit growth
- Cost of sale
- New market penetration / market share
- Communicate the strategy for sales for EH3S
- Create a culture of success and ongoing business and goal
achievement utilizing an optimal sales force structure for national
support
- Build, develop and influence (indirectly manage) sales team
capable of carrying out needed sales and service initiatives
- Participate in the growth and career development of current and
future sales personnel in the region through recruitment and
selection of staff, delivery of training programs, mentoring,
coaching and other means to ensure that we are developing existing
and growing future sellers in the business
- Directly involved with sales, typically to large, complex,
multi-regional or strategic clients
- Direct implementation and execution of sales policies and
practices
- Ensure communications are coordinated, supports sales plan
objectives
- Recommend sales strategies for improvement based on market
research and competitor analyses
- Define and oversee sales staff compensation and incentive
programs that motivate the sales team to achieve their sales
targets
- Define and coordinate sales training programs that enable staff
to achieve their potential and support company sales
objectives
- Develop and execute a system to managecustomer expectations and
contribute to a high level of customer satisfaction
- Define sales processes thatdrive desired sales outcomes and
identify improvements where and when required
- Identify and implement infrastructure and systems to support
the success of the sales function
- Provide detailed and accurate sales forecasting
- Compile information and data related to customer and prospect
interactions
- Monitor customer, market and competitor activity and provide
feedback to company leadership team and other company
functions
- Work closely with the marketing function to establish and
implement a consolidated marketing plan for the organization
- Manage key customer relationships and participate in closing
strategic opportunities
- Travel for in-person meetings with key customers and partners,
staff and to develop key relationships
- Assist with review and approval of client contract
documentsSupervisory Responsibility
- This position is directly responsible for management of the
Sales Operations Manager, full-time sellers and other positions as
determined from time to time
- Position also must work closely work with Business Leadership
to develop, influence, and monitor all regional Seller-Doers and
Doer-Sellers within the regionsRequirements
- BS degree in Business, Health, Safety, Industrial Hygiene,
Environmental Science, or other related discipline. MBA strongly
preferred
- 15+ years of working in a professional services environment
with a track record of successful consultative sales
accomplishments (Local, Regional, National, Global account growth
and development)
- Outstanding consultative selling abilities and excellent
interpersonal skills with executive level customers and
partners
- Proven evangelical sales track record in a new product/new
market environment
- Demonstrated successful management of sellers and leaders
- Ability to plan and manage at both the strategic and
operational levels
- Established contacts and relationships with potential customers
and channel partners
- Ability to work collaboratively with colleagues and staff to
create a results driven, team oriented environment
- Experience with a specific consultative sales methodology,
sales funnel management
- Experience in oversight and implementation of marketing and
sales programs (preferably globally)
- Capacity to assume more significant executive responsibilities
over time
- Ability to generate innovative approaches and new or improved
solutions to business issues
- Capacity to coach and develop a team of professionals; coaching
includes providing the appropriate level of direction, enabling
others to succeed, and providing open and timely informal and
formal feedback
- Ability to anticipate trends, situations, or changing market
conditions and take appropriate action on a timely basis
- Strong general management skills, including process management
and financial management
- Aptitude to grasp and learn complex concepts quickly and
independently
- Capacity to develop and implement strategy company wide, as
well as regionally or for specific customersWhat we offer:BSI
offers a competitive salary, group-sponsored health and dental,
short-term and long-term disability, a company-matched 401k plan,
company paid life insurance, 11 paid holidays and 4 weeks paid time
off.LI#-REMOTELI#-NS1Our Excellence Behaviours: Client-centric,
Agile, Collaborative. These three behaviours represent how we do
things at BSI. They help us ensure that BSI is a great place to
work and a highly successful business.BSI is an Equal Opportunity
Employer and we are committed to diversity.BSI is conducting
face-to-face interviews where appropriate and possible. If you are
invited to a face-to-face interview but feel more comfortable with
conducting the interview virtually, please speak to a member of our
recruitment team.
Keywords: BSI, Fresno , Director of Sales & Business Development (US), Sales , Fresno, California
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