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Heavy Duty Director of Sales

Company: MOTOR Information Systems
Location: Troy
Posted on: January 9, 2022

Job Description:

The MOTOR Heavy Duty Director of Sales is an individual contributor quota carrying position. This position is responsible for directly selling our data services and related applications (DaaS & SaaS) into the Heavy Duty and allied industry. In addition to finding new logo accounts this position will be responsible for maintaining and expanding MOTOR's revenue and relationships with a number of defined strategic accounts. The Director of Sales is responsible for achieving and maintaining revenue and margin targets and other account objectives. The Director of Sales will build and extend relationships with clients to encourage new and repeat business opportunities and proactively inform clients of additional MOTOR products and services that meet their business objectives. Candidate will be responsible for identifying, qualifying, and closing MOTOR new logo revenue and growing current account revenue. This role is responsible for managing the entire sales process from business development prospecting through contract negotiations and signing. Ability to accurately forecast, manage sales expenses, and successfully close new MOTOR business are expected as well as excellent communication skills and problem-solving ability. Candidate will have a proven track record of exceeding sales objectives. It is expected that this person is a "sales hunter" as opposed to a "farmer". Amount of Travel may be between 20% - 40% per year supporting quarterly business reviews, industry conferences, client and prospect meetings.

Key responsibilities will include, but are not limited to, the following:
The ability to expertly position and sell MOTOR's capabilities, while aligning MOTOR DaaS & SaaS solutions with the customer's strategic objectives.
Primary revenue responsibility for identifying and closing new logo sales within the territory.
Manage client contracts, contract renewals, and price increases for assigned MOTOR clients.
Identifies opportunities for MOTOR to provide new products & services to assigned client accounts.
Ability to navigate complex organizations and to build trust-based relationships. Be an advocate for the client and effectively translate client requirements to MOTOR team. Work collaboratively to architect and provide solution-based proposals and working through any complexities
Serves as the primary MOTOR contact with assigned client accounts and coordinates the involvement of MOTOR personnel, in order to meet account performance objectives and client expectations.
Establishes productive, professional relationships with key personnel in assigned client accounts.
Closely coordinates company executive involvement with client's management.
Oversees all client communications and deliverables.
Ensures that client issues are dealt with and resolved in an efficient manner, informing necessary stakeholders of any issues while working diligently to solve problems.
Account planning and accurate monthly & quarterly revenue forecasting.
Maintaining a sales pipeline at least 3X quota.
Solid experience selling complex IT solutions based on ROI/business value justification to CXO, while incorporating sales strategies across large multi divisional matrixed organizations.
Keep accurate and up to date records of all deals in our Salesforce CRM system.
Develop account plans, pursuit strategies, facilitate maximizing MOTOR's revenue opportunities.

10+ years' experience selling enterprise software services, preferably to the Heavy-Duty Automotive industry.
Demonstrated ability using CRM tools like
Demonstrated experience executing a complex sales cycle for closing deals comprised of software, services, and/or managed services with an average sales price in excess of $300,000.
Strong track record of over performance in hunter role selling enterprise solutions.
Has a "hunter" mentality - loves to cold call and open new accounts - not a "harvester" who loves to sell 1 big deal and manage the account.
Prospects daily
Secures meetings with prospects & qualify new business opportunities
Keeps his/her sales funnel full, new opportunities are vital to ensure their respective pipeline is growing.
Uses a variety of prospecting tools and techniques. Our hunter will vary his or her prospecting techniques to increase the number of conversations. They won't hesitate to ask their network and customers for references and introductions.
Our candidate isn't intimidated by decision maker. Our candidate will spend most of their time prospecting business leaders, whether they are owners, CEOs, COO's, VPs, etc. Our candidate will know how to identify and reach decision-makers.
Consistently maintains a network of industry contacts
Is independently driven, not needing approval or significant oversight on how to prospect
Our candidate must be optimistic and resilient, not being discouraged easily so they can navigate to next prospecting event.
High energy, highly self-motivated, enthusiastic, creative, and independent.
Influential; perceived by prospective client as credible and consultative.
Excellent presentation and communication skills - both written and verbal.
Working knowledge of cloud-based software solutions.
Automotive and/or Heavy-Duty background a plus.
Must be a strong leader and teammate. Must be punctual, reliable, flexible, and excellent at balancing multiple detail-oriented projects.
Expertise and historical use of Microsoft suite offering including Outlook, Word, Excel and PowerPoint
Bachelor's degree preferred.

Keywords: MOTOR Information Systems, Troy , Heavy Duty Director of Sales, Sales , Troy, Michigan

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