What are the responsibilities and job description for the Director, Sales position at American Management Association?
American Management Association (AMA), a world leader in talent development is seeking a Director of Sales for our Corporate Learning Solutions group, in New York City. This role is a Sales Team Lead with quota achievement responsibility.
Location: NYC - AMA Headquarters
Responsibilities
AMA’s approach to improving performance combines experiential learning—learning through doing—with opportunities for ongoing professional growth at every step of one’s career journey. AMA supports the goals of individuals and organizations through a complete range of products and services, including classroom and virtual seminars, webcasts, webinars, corporate and government solutions, and research. Organizations worldwide, including the majority of the Fortune 500, turn to AMA as their trusted partner in professional development and draw upon its experience to enhance skills, abilities and knowledge with noticeable results from day one.
An EOE/AA Employer, M/F/Individuals with Disabilities/Veterans- an ADA compliance organization
Location: NYC - AMA Headquarters
Responsibilities
- Lead the complete sales cycle for yourself and your team—from prospecting and qualification through negotiation and closing.
- Manage territories and quota allocation for you and your team to exceed individual and team sales targets.
- Cultivate and expand relationships within existing client base, while acquiring new logos.
- Grow a high-performing sales team through effective recruitment and ongoing development of sales talent.
- Lead, coach, and mentor your team, including sharing best practices, offering real examples, and delivering regular feedback to help each member hit their individual targets.
- Ensure exceptional client satisfaction to maximize renewals and account penetration and expansion.
- Partner with Marketing and Product teams to drive lead generation.
- Apply a disciplined pricing approach, guiding your team to emphasize value, while protecting margins.
- Develop and refine long-term sales strategies and go-to-market plans that align with company objectives and market trends.
- Utilize CRM and sales analytics to track performance, identify trends, and drive informed data-driven decisions.
- Stay attuned to industry trends, competitor activities, and customer feedback to refine positioning and identify growth opportunities.
- Create operational efficiencies by streamlining sales operations and processes to improve productivity, pipeline velocity, and forecast accuracy.
- Report key sales metrics and insights to leadership, and collaborate with Finance and other departments to align revenue goals.
- Perform additional duties to drive team success.
- Bachelor’s degree required, Master’s preferred.
- 10 years broad business experience required. Sales Management experience preferred.
- 5 years industry experience required (e.g., Learning & Development, Talent Management)
- Demonstrated success of achieving/exceeding sales targets and managing end-to-end sales processes.
- Proven track record of building and growing high-performing sales teams.
- Exceptional sales leadership skills, including coaching and fostering team collaboration.
- Excellent communication and presentation skills in both client interactions and team collaboration.
- Demonstrated experience developing business plans and quota-driven sales strategies.
- Strong analytical mindset—comfortable with sales metrics, forecasting, and performance management.
- Proven expertise in pricing strategies and value-based selling.
- Travel in accordance with business need.
AMA’s approach to improving performance combines experiential learning—learning through doing—with opportunities for ongoing professional growth at every step of one’s career journey. AMA supports the goals of individuals and organizations through a complete range of products and services, including classroom and virtual seminars, webcasts, webinars, corporate and government solutions, and research. Organizations worldwide, including the majority of the Fortune 500, turn to AMA as their trusted partner in professional development and draw upon its experience to enhance skills, abilities and knowledge with noticeable results from day one.
An EOE/AA Employer, M/F/Individuals with Disabilities/Veterans- an ADA compliance organization