Heavy Duty Director of Sales
Company: MOTOR Information Systems
Posted on: January 9, 2022
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
The ability to expertly position and sell MOTOR's capabilities,
while aligning MOTOR DaaS & SaaS solutions with the customer's
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
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
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
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 Salesforce.com.
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
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
Secures meetings with prospects & qualify new business
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
High energy, highly self-motivated, enthusiastic, creative, and
Influential; perceived by prospective client as credible and
Excellent presentation and communication skills - both written and
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
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
Didn't find what you're looking for? Search again!