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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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