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Edge Careers

Job Title: Director of Sales and Services

Summary: The Director of Sales reports to the President and is responsible for the performance of the Sales Representatives and Account Managers within the company.

The Director of Sales and Services has the responsibility of leading the Sales and Account Management teams to grow the company’s revenue with a focus on new client acquisition. The key goal for this position is to meet Edge’s New Business Revenue Goal (new logos) and Overall Revenue Goal for each budget year. The Director of Sales and Services will collaborate with the President to set revenue goals for the company, and its individual sales and service representatives so they align with the company’s immediate and long-term initiatives to maximize growth and profitability.

The Director of Sales and Services will work closely with those supervising the Client Services and Drug Testing Departments to ensure clients receive proper attention and responsiveness to
to maximize retention rates. The Director of Sales and Services also works with the Marketing Coordinator and/or outsourced services to ensure the messaging aligns with the strategic goals, strengths, and capabilities of the company.

This position reports to the President and performance is evaluated through conference, reports and results achieved.

Essential Responsibilities:
Key performance objectives required of the Director of Sales and Services include:

    • Meet the New Logo Revenue Goal established for the Direct Sales Team
    • Provide monthly reports to President and Controller showing metrics of actual\budget performance
    • Publish New Logo Revenue Goal expectations/metrics for each sales representative and provide improvement plans when needed
    • Provide Controller and President with this information monthly with improvement plans if needed
    • Work with each salesperson to improve performance
    • Ensure all sales efforts focus on Edge’s areas of strength and strategy (technology, services, geography, industry, etc.); performance expectation are aligned with the company’s targeted goals and capabilities
    • Read and implement 4 Disciplines of Execution; WIG, Lead Measures (X2Y by W), Scorecards and Cadence of Accountability
    • Use CRM to ensure all useful data is captured\reports are provided as requested
    • Develop reporting metrics for the President including: Deals Closed and forecasted revenue;
    • Work with Director of Client Services and EAMs to assist when needed to present Annual Business Reviews (ABR) for Edge’s Key accounts
    • Work with Drug Testing staff to prepare pricing proposals and identify and implement new products and services as needed
    • Establish approved pricing thresholds for Sales and Service teams to use
    • Adhere to travel policies/guidelines and stay within assigned budgets

Required Knowledge, Skills and Abilities:

      • Knowledge of:
        • Background Screening and Drug Screening Industries for a minimum of four years
        • Principles and techniques of marketing, sales, and service for service industry
        • Understanding of how integrations between software providers are accomplished within the inherent timelines, milestones, and development roadmaps inside and outside of an organization.
        • Knowledge and understanding of prospecting while creating and leading campaigns designed by industry, region, size etc.
        • Experience and working knowledge of Salesforce is a benefit
      • Ability to:
        • Develop realistic stretch goals for revenue growth for Sales/Service teams
        • Understand technology used within the background screening industry
        • Apply modern management techniques
        • Represent Edge in a manner that maintains the highest professional image of Edge
        • Assess business opportunities and determine best ROI for the company
        • Assess opportunities from an overall financial ROI standpoint

Minimum Qualifications:

      • Bachelor’s Degree or experience as an owner/C-level executive for a minimum of five years
      • Experience in public speaking and business presentations
      • Excellent oral and written communication skill
      • Excellent business math and analytical skills

Environmental Conditions:

      • Work conducted is primarily in an office environment, participate in various meeting locations for sales, service, and other reasons on behalf of the organization
      • Travel is required
      • Use of current technology relevant to business needs
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