Sales Director

JOB SUMMARY:

Overall Summary of Function

The Director of Sales is responsible for directing, coordinating, training and supervising all Account Managers in all sales-related activities and working closely with the Inside Sales Manager and Event Manager lead. Secure and retain business for Hensley through professional, creative, consultative, proactive sales activities directed at decision makers and decision influencers at existing and new customer accounts. They are responsible for generating new business to ensure that revenues meet or exceed budget targets. Ensures that optimal organizational design, developmental structures, and processes are in place for all sales related functions (prospecting, creative proposal writing, contract negotiation, sales presentations, client services, revenue/profitability management, support of client relations) and position Hensley as a primary or preferred provider for special event décor, event rentals, scenic fabrication, and event graphics within our target market segments.

ESSENTIAL JOB FUNCTIONS:

At Minimum Duties & Responsibilities

* Become a key operator of the company’s sales management systems (Freshsales) to launch and manage revenue and maximize profits, including (but not limited to) generating reports, entering business, blocking event elements, product lifecycle statistics and revenue management.

• Supervise, administer and ensure timely completion of all activities of the Sales Department.
• Develop a full working knowledge of the operations of the company, including field operations for both tenting & furnishings and all warehouse operations.
• Develop a complete knowledge of company sales policies and SOP, as well as ensure knowledge of and adherence to those policies by the sales team.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed set revenue and job profitability goals.
• Operate the Sales Department within the established sales expense budget.
• Own and improve our sales methodology.
• Partner with client delivery and support teams to ensure an end to end customer engagement lifecycle.
• Continue to grow and evolve our strategic account management program.
• Drive a cadence of reporting and reviews in conjunction with sales management.
• Oversee and monitor the lead opportunity and business conversion statistics. Report on weekly findings back to ownership and leverage to help drive strategic changes for future.
• Oversee and monitor new strategic account review programs.
• Own and develop sales process tools and sales process training.
• Develop scalable and compelling training materials to drive sales process excellence.
• Collaborate with product marketing, delivery, and support organizations to build sales process tools and training programs.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within our market segments and ensure that the Sales Team is held accountable for those accounts within their respective market segments.
• Prepare all required reporting materials to ownership in a timely manner.
• Conduct weekly sales meetings with an established and purposeful agenda that drives the sales and services effort.
• Conduct daily Business Review meetings meeting with the Sales Team.
• Motivate, coach, counsel and discipline all Sales Department personnel according to Hensley employment practices.
• Develop and maintain a fully engaged client feedback program (CRM Lifecycle) that includes consistent post-event (experience) follow-up.
• Conduct professional, thorough site inspections with clients, exhibiting key features and benefits of the company and ensure that all Sales Managers conduct thorough site inspections.
• Develop strategies to increase market share from competitors when revenue penetration goals are not being met.
• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
• Coordinate preparation of the annual revenue budget and Marketing Plan.
• Coordinate and direct preparation of the monthly Sales revenue forecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
• Meet and greet client contacts in showroom and in the field during event installations.
• Develop networking opportunities through active participation in community and professional associations activities and events.
• Entertain clients.
• React to negative trends in the market place by implementing campaigns or promotions.
• Handle inquiries as part of your individual annual revenue quota.
• Perform other duties as requested by management.

QUALIFICATIONS:

At Minimum Training, Education & Experience

• At least 6 years of progressive sales experience
• A bachelor’s degree from an accredited university with a focus in Business, Communications, or Hospitality. (Master’s Degree in a related field is a plus)
• 4 years of Sales Management experience required.
• Must be proficient in all business technology software.
• Maintain a logistical and creative mindset, with the ability to understand and correctly represent different trends in the special events industry and able to recognize the aesthetic of our customers.
• Exceptional influential and leadership skills with strong experience in successfully managing, coaching and developing a team of professionals.
• Ability to drive short-term and long-term results in a complex, developing organization.
• Experience developing and driving successful business plans.
• Proven ability to understand, synthesize, articulate and apply sales and marketing concepts in a diverse selling environment.
• Ability to quickly react to changes in the market place and adapt accordingly.
• Exceptional negotiation, analytical, problem solving, presentation and sales skills.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to effectively communicate both verbally and written with all levels of employees and guests in an attentive, friendly, courteous and genuine manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees & customers.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Attend all required meetings and training..
• Willingness and ability to work flexible hours when needed.
• Must be able to maintain confidentiality of information.
• Key Related Industries: Hospitality Management, Corporate Destination/Travel Management, Special Events Production, Rentals Industry, Design & Furnishings Industry.

PHYSICAL REQUIREMENTS:

Work Environment/ Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to ensure individuals with disabilities can perform the crucial functions.

• While performing the duties of this job, the employee is frequently required to sit, talk and hear.
• Prolonged periods sitting at a desk and working on a computer.
• The employee is required to stand, walk, and use hands to finger, handle, feel, reach with hands and arms, stoop, kneel, crouch, climb or crawl.
• The employee may need to lift and/or move up to 50 pounds.
• Specific vision abilities required by this job include close vision.
• The noise level in the work environment is usually minimal to moderate.
• The temperature will vary from hot to cold depending on the weather and/or inside temperature controls.

COMPENSATION: Base starting at $115,000 DOE Bonus

EQUAL EMPLOYMENT OPPORTUNITY:

Hensley provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. Blueprint Studios expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.