Sales Director - IT Staffing

Position Purpose:

Sales Directors are responsible for driving profitable growth within their assigned market through a balanced focus on new client acquisition, account expansion, and team leadership. They serve as the strategic leader of their market, accountable for developing high-performing sales teams, expanding. Matlen Silver's footprint through new logo acquisition, and fostering a culture that reflects our core values of Collaboration, Integrity, and Accountability.

Sales Directors lead teams of Client Solutions Managers and are ultimately responsible for the overall performance, growth, and success of their market. They create and execute market expansion strategies, build strong client relationships, and identify opportunities to increase revenue, market share, and profitability across both existing and prospective clients.

As leaders, Sales Directors serve as the culture keepers of the organization, creating an environment that promotes teamwork, transparency, accountability, and professional growth. They lead by example, coach and develop talent, and ensure their teams are equipped to achieve individual and collective success.

Essential Functions:

This job description in no way limits the duties to be performed by the Sales Director. They will be required to follow any other instructions and to perform any other duties requested by their supervisor.

Business Development & Revenue Growth

● Drive market growth through strategic new logo acquisition, client development, and expansion of existing customer relationships.

● Develop and execute strategic sales plans to achieve and exceed revenue, profitability, and growth objectives.

● Identify, target, and secure new client relationships across key markets and industries.

● Build and maintain a robust pipeline of prospective clients through networking, referrals, cold outreach, industry events, and strategic partnerships.

● Lead complex sales pursuits and negotiations with executive-level decision-makers.

● Drive new logo acquisition and expand the company's footprint within targeted accounts and vertical markets.

● Monitor industry trends, competitive activity, and emerging market opportunities to drive business growth.

Account Expansion & Market Share Growth

● Create and execute market-specific growth strategies that increase market share and strengthen Matlen Silver's competitive position.

● Maintain accountability for overall market performance, including sales results, profitability, client satisfaction, and team productivity.

● Partner with Account Managers, Recruiters, and Delivery Teams to maximize penetration within existing client accounts.

● Develop and implement account growth strategies focused on increasing market share, service utilization, and revenue generation.

● Identify cross-selling and upselling opportunities across staffing, consulting, project-based services, and workforce solutions.

● Build executive relationships within client organizations to uncover additional business opportunities.

● Ensure strategic account plans are developed and executed for high-value customers.

Sales Leadership & Team Development

● Lead, coach, and develop a team of Client Solutions Managers to achieve revenue, profitability, and business development objectives.

● Partner with recruiting and delivery leadership to ensure alignment between client demand, talent strategy and execution.

● Serve as a mentor and leader who develops future talent, strengthens employee engagement, and promotes career growth opportunities.

● Establish sales goals, performance expectations, and key performance indicators (KPIs) for team members.

● Act as a visible leader within the organization, consistently reinforcing company values, driving engagement, and contributing to the broader success of Matlen Silver.

● Conduct regular pipeline reviews, sales strategy sessions, and performance coaching meetings.

● Foster a culture of accountability, collaboration, customer focus, and continuous improvement.

● Assist in recruiting, onboarding, and developing sales talent to support organizational growth.

Strategic Planning & Execution

● Foster a high-performance culture centered on Collaboration, Integrity, and Accountability.

● Develop annual sales forecasts, territory plans, and growth strategies aligned with company objectives.

● Collaborate with executive leadership to identify expansion opportunities, new service offerings, and strategic partnerships.

● Champion operational excellence, forecasting accuracy, pipeline management, and sales discipline across the market.

● Analyze sales metrics and performance data to identify trends, risks, and opportunities for improvement.

● Ensure consistent execution of sales methodologies, CRM utilization, and reporting standards.

● Participate in budgeting, forecasting, and strategic planning initiatives.

Client Relationship Management

● Build and maintain executive-level client relationships while serving as a trusted advisor to both existing and prospective customers.

● Maintain a strong understanding of client business objectives, workforce challenges, and talent acquisition strategies.

● Ensure high levels of customer satisfaction, retention, and long-term partnership development.

● Act as a trusted advisor to clients by providing workforce solutions that align with their business goals.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

● Highly-organized and highly motivated.

● Demonstrated track record of success in staffing sales.

● Demonstrated track record of success in account management.

● Demonstrated track record of success in building and leading high-performing sales teams.

● Demonstrated track record of success in business development.

● Demonstrated ability to establish and nurture strong business relationships (both internally & externally).

● High emotional intelligence - must understand the impact words & actions have on the people within your sphere.

● Outstanding interpersonal and organizational communication skills (both written and verbal) - must be able to articulate effectively and professionally.

● Demonstrated ability in consultative selling approach.

● Demonstrated ability in critical and strategic thinking.

● Understanding of servant leadership principles.

● Demonstrated ability to mentor and develop team members.

● Demonstrated ability in recognizing operational inefficiencies and proposing solutions

Other Duties:

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required for this position. Duties, responsibilities, and activities may change at any time with or without notice.

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 enable individuals with disabilities to perform the essential functions.

EEO/AAP Policy:

It is the policy of Matlen Silver to provide equal employment opportunity (EEO} to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, veteran status, or any other characteristic protected by federal, state, or local law. In addition, Matlen Silver will provide reasonable accommodations for qualified individuals with disabilities.