Growth - Executive Director

OPPORTUNITY: The Executive Sales Director will focus on leading and managing the LBMC Growth team, which will include business development and account management professionals who may specialize in industry verticals and/or specific buyers. The purpose of this role is to establish growth objectives, hire and train new team members, track KPIs, lead sales planning, and be a champion for this newly-created team. New hires should be experts in the full sales cycle, have a demonstrated history of managing high-performing teams, and be confident in working to align their team with firm leadership teams regarding growth objectives. 

SCOPE OF WORK

• Directs sales creating a sustainable growth team that drives consistent targeted growth sales
• Lead and shape growth strategy for LBMC’s firm-wide sales and account management team
• Work collaboratively with service line leaders and marketing teams to establish what “success” looks like for the growth team as a whole
• Enable leadership teams and individual contributors alike to achieve established client experience goals through go-to-market strategies, strategic account management and complex pursuit processes that ensure a high win rate.
• Demonstrate strong business acumen with an ability to understand and communicate LBMC’s business and service offerings; the ability to recognize opportunities, problem solve and close business; the ability to effectively provide oversight for the ongoing engagements; and the ability to meet client needs timely while managing multiple priorities.
• Provide mentorship, guidance, and motivation to growth team members to ensure they are meeting expectations and reduce bottlenecks across the sales process
• Establish sales goals for growth team, define and track appropriate KPIs, and measure and report on progress regularly
• Hold team accountable to established goals and provide timely reports to senior firm leadership on progress towards growth goals
• Promote growth mindset for management teams across the firm, working in partnership with service line Shareholders to identify key prospects and develop sales action plans
• Develop a trusted advisor relationship with stakeholders and executive sponsors
• Liaise between our clients, internal teams, and marketing team to ensure the deal is set, understood, and can be delivered with quality
• Enhance department and organization's reputation by accepting ownership and exploring opportunities to add value to the client/LBMC partnership
• Identify and carve out niche sales and account management opportunities for future team growth
• Works diligently building relationships with key stakeholders at client organizations to continue to foster a long-term partnership. High-performing individuals will be alert to client needs for the possible expansion of services to other LBMC service lines
• Adheres to LBMC’s defined processes and procedures including the firm's policy on privacy and client confidentiality. Knows and follows the rules, regulations, and the Code of Professional Conduct of the AICPA, the Tennessee Society of CPAs, the Tennessee Board of Public Accountancy, and other regulating bodies as appropriate.

IDEAL CANDIDATE PROFILE

• 10 years of outbound, hunter, sales experience in a professional services environment
• 3 years leading high-performing sales teams in a professional service environment
• Self-motivated and able to thrive in a results-driven environment
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
• Ability to create and influence strategic growth and operations plan
• Develop marketing intelligence and target lists in conjunction with marketing
• Resilient and determined – results oriented
• Excellent time management and prioritization skills