Sales Director – BPO (New York/LA/Dallas/Chicago)

Sales Director – BPO (New York/LA/Dallas/Chicago)

Our client is a leading technology company whose software and solutions power the demanding needs of the global supply chain, freight forwarding and logistics industries.

They have established themselves as the ubiquitous choice for this industry in the locations they operate out of (USA, EU, UK, MEA, Asia and India.), servicing clients ranging from small & medium businesses to large enterprises.

Our clients deliver cloud-based ERP software through their flagship product. In addition, they also offer outsourcing capabilities to support all the constituents of the freight forwarding and logistics industries.

Role Purpose

The role of the Sales Director is to acquire new customers in the USA region and specific or select global customer logos by selling back office opportunities. As a Sales Director, you will manage the entire pipeline management from lead generation, opportunity management to closure management in the supply chain industry.

You will largely cover freight forwarders, consolidators, and other logistics companies. Your role will essentially be high-quality technical services sales with a deep understanding of the customer business processes and architecting strong partnerships.  You will engage with CXOs/Decision-makers in target companies.

Responsibilities 

• Own and drive revenue and sales quota for the business in the North American region.
• Build a pipeline of select global customer opportunities, where there is synergy with other sales motions from our client. Work on deals to closure with support from other internal stakeholders wherever required.
• Work with the domain SMEs, Inside Sales, and marketing to help co-create key sales assets.
• Methodically build a robust pipeline, own the opportunities, and orchestrate all internal teams for deal closures.
• Build the customer-value framework, adopt it for each unique customer business scenario and drive key differentiators to help customers realize the value, ROI, and cost benefits of outsourcing.
• Drive and own the pilot staging successfully for each customer opportunity and own the full deal contract closure.
• Work with different customer stakeholder teams to articulate and demonstrate the full value of leveraging the companies domain capabilities to ensure the effective alignment of the complex needs of client business, building confidence through each phase of the relationship.
• Work closely and in tandem with the product sales teams for joint market and customer coverage. Be the owner of outlined functional goals in such shared opportunities.

Qualifications

• Minimum of 10 years  of sales experience in the USA.
• People management exposure is great, even though this will initially be in an Individual Contributor role.
• You should have sold back-office services in a new market from a greenfield perspective
• Experience in BPO sales to customers who operate in highly complex and competitive businesses. You know how to harness a deal and how to take a small pilot to a multi-million dollar contract.
• Able to utilize latest techniques and software like LinkedIn Navigator, Lusha, Interseller, Octopus, Apollo and ZoomInfo
• Able to craft the Ideal Customer Profile, identify messaging using drip campaign model and usage of channels such as website, LinkedIn, emails, WhatsApp, webinar and Pay Per Click (PPC).
• You have an in-depth understanding of the entire sales process and the ability to independently operate a start-up or a new business within a global back-office firm.
• You have a proven record of consistently delivering on quota and have often exceeded targets, better than your peers and better than your competitors. You should have a solid testament and reference from your customers/region/industry.
• You know how to work around the operating constraints and when things are not perfect and not lose focus on the goal and have demonstrated this consistently.
• You are vibrant, energetic, bring a positive attitude and know the USA market extremely well and what it takes to succeed in the region.

Perks

• The ground floor of new and exciting organization
• International and diverse work atmosphere
• Be a part of a rapidly growing company expanding into new products and services
• Team meetings worldwide
• Competitive salary and commission

*Candidates based in NY/NJ preferred