Sales Director

Director (New Logo Sales)

Warrenville, IL (Hybrid)

Fulltime

PURPOSE:

The New Logo Sales role is responsible for new business sales at new logos from qualification through to close. This position reports directly to the VP/SVP – Sales Leader. The Director will focus on the growth of a new or existing account and is measured by both revenue and profitability in selling our core solutions. The Director will accomplish this through effective new logo acquisition, client relationship management, partner relationship management, driving marketing programs and campaigns, organizing client-training programs, organizing user group activities and generally reporting and supporting customer satisfaction levels.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Develop new accounts through prospecting, networking and presenting the company value proposition
• Leveraging personal contacts based on strong Industry connections with networking expertise will be critical for maintaining success.
• Identify and develop sales opportunities based on strategic needs of clients and potential engagements. Help clients understand how the critical capabilities of our company’s solutions are aligned with their business initiatives
• Develop credible relationships with partners and create sales opportunities through the channel sales team.

• Expand the number and scope of projects with existing clients to ultimately promote higher levels of client satisfaction

• Grow the new logo client portfolio revenue year over year and enhance profitability

• Create and manage the development of new client MSA’s and SOW’s

• Work with both pursuit and delivery team members to assure appropriate overall program-level business strategy alignment

• Foster a positive working relationship with senior business executives and sponsors from the client organization and company

• Understand all client engagements and how the project impacts the overall business results

• Assist to ensure appropriate client communications and funding are in line with all contractual agreements

• Follow up on Campaign leads and Industry Conferences using various lists, reports and/or online lead sources

• Maintain a pipeline of projects and report regularly on forecast and progress

• Maintain all documentation of relative client interaction in the company CRM system

• Communicate and work to resolve project issues where and as required

• Manage multiple tasks effectively and coordinate tasks with other departments

Client Satisfaction

• Elevate HGS Digital’s client relationship to the of Trusted Advisor status by efficient and effective follow-up

• Recommend strategies and other senior managers at HGS Technologies/Digital to provide strategic value to customers and company

• Provide escalation management, coordinating the involvement of others at HGS Technologies/Digital as needed to resolve escalations in a timely and effective manner and thus maintain or improve customer satisfaction

employees within this classification. Employees in this job may perform other duties as assigned. In addition to the above, all HGS employees are expected to:

* Promote teamwork and cooperative effort.* Help train and give guidance to other HGS employees. * Maintain a clean, safe, and unobstructed work area, and practice good safety habits.* Provide internal and external customers with the highest quality service.

MINIMUM JOB REQUIREMENTS: (Education, Experience, Skills)

• Strong proven ability to acquire new logos and new business acquisition based on a very strong pre-established network.
• Deep understanding of one of HGS’ verticals (BFSI, CG&R, Healthcare) with willingness to continually learn/adapt to new technology and strategies.
• Able to understand and sell across HGS’ multiple services lines (Data & Analytics, FP&A, AI, Technology, Cloud, Cybersecurity, and Social Marketing)
• Ability to handle many projects/initiatives at once
• Ability to “influence without authority”
• Strong written and verbal communication skills
• Ability to synthesize a large amount of knowledge/information into a concise “story” that can be shared with “C” level contacts

Ideal Experience

• 10 Years in driving new business opportunities. This person will have a well-rounded experience working with the various disciplines predominantly in Technology, AI, Data & Analytics, RPA, Digital Marketing, Digital Transformation, with the ability to drive large deal conversations with the client.
• Experience in selling Data & Analytics and/or FP&A is beneficial
• Strong Proven track record of personally selling into either F500 or Mid-Market Clientele
• Ability to navigate a complex org chart to get information to the right places and be able to affect change. Ideally, he/she would have a firsthand knowledge of how brands engage with customers in social media
• Demonstrated leadership skills, building a team atmosphere and positive culture
• Ability to handle multiple tasks in a fast-paced environment
• Ability to travel as needed