AREA SALES DIRECTOR JOB DESCRIPTION

The job has a number that matters: quota. An Area Sales Director in enterprise software carries a personal revenue target alongside the team's, which sets this seat apart from most sales leadership titles at the same level. The role owns a roster of Enterprise Account Executives, accountable for both their individual performance and the accuracy of a weekly pipeline forecast that feeds directly into board-level planning. Managing a partner and ISV ecosystem, negotiating complex multi-stakeholder contracts, and translating territory strategy into closed revenue are the defining demands of the position.

As the Area Sales Director, you lead a team of Enterprise Account Executives responsible for new logo acquisition and expansion revenue within a defined geographic or vertical territory, carrying both team and personal quota in an enterprise software or SaaS environment. The position reports into national or VP-level sales leadership and operates across pre-sales, renewals, legal, and partner functions to advance opportunities from early qualification through close.

Career Impact: Managing a quota-bearing team of Enterprise Account Executives in the SaaS market builds a track record that the Vice President of Sales actively searches for, making this one of the highest-leverage career moves in enterprise tech.

Business Impact: The Area Sales Director's forecast accuracy and new logo conversion rate directly shape the revenue numbers that finance, product, and the board use to make headcount and investment decisions.

Growth Opportunity: The breadth of ISV partnerships, multi-stakeholder deal structures, and cross-functional executive exposure in this role accelerates the path to a VP of Sales or General Manager seat faster than most single-market leadership roles.

• Lead a team of Enterprise Account Executives, setting individual quotas, coaching deal strategy, and managing performance against monthly and quarterly targets.
• Own personal pipeline development within the territory, progressing qualified opportunities from discovery through contract execution.
• Deliver weekly revenue forecasts to senior leadership with variance within five percent of actual results.
• Drive new logo acquisition by guiding reps through complex, multi-stakeholder sales processes spanning procurement, legal, and executive sponsors.
• Partner with pre-sales, renewals, and professional services teams to structure commercially sound proposals for enterprise accounts.
• Monitor CRM data integrity across the team, ensuring opportunity stages, close dates, and values are accurate and current.
• Coordinate with partner and ISV channel contacts to build a co-sell pipeline and expand territory coverage.
• Mentor team members on consultative sales techniques, territory planning, and competitive positioning within the enterprise software market.

• Bachelor's degree in business, technology, or a related field, or equivalent work experience.
• 7 or more years of enterprise software or SaaS sales experience, with at least 3 years managing a team of quota-carrying Account Executives.
• Demonstrated track record of meeting or exceeding a personal or team quota in a competitive enterprise technology market.
• Proven ability to manage complex, multi-stakeholder sales cycles involving procurement, legal review, and executive-level approvals.
• Strong pipeline management discipline, including the ability to produce reliable weekly forecasts grounded in current opportunity data.
• Experience recruiting, onboarding, and developing enterprise sales talent across varying experience levels.
• Effective communication skills in written, verbal, and executive presentation formats.

• Prior experience selling within a partner or ISV co-sell model, including joint account planning with channel partners.
• Familiarity with supply chain, cloud infrastructure, or cybersecurity solution categories, where buyers involve multiple technical and commercial stakeholders.
• Exposure to SaaS metrics, including net revenue retention, logo churn, and expansion ARR, as internal planning tools.
• Experience managing geographically dispersed teams across multiple time zones or international territories.

• Quota attainment rate, measuring the percentage of team members reaching 100 percent of individual targets each quarter.
• New logo count per quarter, tracking net-new enterprise accounts closed within the territory.
• Forecast accuracy, measured as variance between weekly commitments and actual bookings at quarter close.
• Pipeline coverage ratio, reflecting the multiple of open pipeline value against the quarterly revenue target.
• Time to productivity for new hires, measured in months from start date to first closed deal.
• Typical tools: CRM platforms (commonly Salesforce or HubSpot); sales engagement platforms (commonly Outreach or Salesloft).

• Base Salary Range: $140,000 to $185,000, depending on market and company size
• Bonus: Variable commission plan; OTE typically 50 to 100 percent of base salary
• Equity: Stock options or RSUs are common at growth-stage and public SaaS companies
• Health Benefits: Medical, dental, and vision; employer covers the majority of premiums
• PTO: 15 to 20 days annually; some companies offer unlimited PTO
• Common Perks: Home office stipend, travel reimbursement, sales kickoff attendance, President's Club eligibility

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background checks are a standard condition of employment for this role; offers are contingent on successful completion. All qualified applicants will receive equal consideration without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to applicants and employees with disabilities upon request. Candidates must be authorized to work in the United States.

Reporting to Sherman Associates corporate leadership, the Area Sales Director owns the end-to-end sales and marketing performance of two Downtown Minneapolis hotel properties, Canopy by Hilton Minneapolis Mill District and Aloft Minneapolis, by developing tactical plans and managing budgets to maximize revenue. Partnering with General Managers, Front Office Managers, and Food and Beverage departments, this position drives team development, brand awareness, and cross-property revenue growth across both assets.

Key Responsibilities

• Leads overall sales and marketing efforts across two hotel properties.
• Provides day-to-day direction and leadership to property sales teams.
• Develops and implements tactical sales and marketing plans aligned to business demands.
• Manages sales budgets, expenses, and financial flow-through to generate maximum revenue.
• Partners with General Managers and corporate marketing to develop sales and marketing plans and budgets.
• Participates actively in the hotel budgeting process and strategizes with the sales team on revenue impact.
• Collaborates with Front Office Managers to develop up-selling programs, including brand reservations channel prospecting.
• Involves the Food and Beverage and Front Office departments in cross-selling activities.
• Coaches the team to refer and partner business across properties to increase total hotel revenue.
• Acts as a strategic business partner to key accounts, identifying and solving client business challenges.
• Reviews production reports and sales metrics to evaluate revenue potential and financial expectations by account.
• Champions brand awareness through effective marketing strategies and community presence, including industry memberships, associations, and networking activities.
• Directs weekly sales meetings, sets individual and team goals, and measures progress.
• Analyzes hotel Profit and Loss Statements and motivates the sales team to meet or exceed budgeted targets across all segments.
• Coaches, develops, and recognizes sales team members through performance reviews, learning initiatives, and rewards for effective execution.

Required Qualifications

• Bachelor's degree required, with a preference for emphasis in Hospitality, Marketing, or Business.
• Ten years of progressive sales experience required, with at least five years in a Director of Sales and Marketing role; multi-site sales leadership strongly preferred.
• Experience with a national hotel brand required; Hilton or Marriott experience preferred.
• Knowledge of the local geographic area preferred, or a demonstrated ability to learn new geographic areas required.
• Demonstrated ability to lead and provide direction to multi-generational teams.
• Solid understanding of profit and loss statements and the ability to create and adhere to an annual budget are required.
• Proficiency in Word, Excel, Outlook, PowerPoint, and POS systems required.
• Excellent verbal, written, and presentation skills required.
• Ability to communicate effectively across internal divisions and with external partners and vendors.

Embedded within the regional sales organization, the Area Sales Director leads a team of Account Executives to meet and exceed growth goals by developing and executing sales, market, and supply chain strategies that maximize profitable growth opportunities. Working closely with the VP-Sales and Area VP Operations, this position translates strategic priorities into operational outcomes and establishes long-term business direction for the region.

Core Functions

• Oversees all aspects of outside sales staffing, including recruiting, selection, hiring, and placement.
• Utilizes performance management processes to improve employee performance through coaching, feedback, and career development.
• Reviews analysis of sales activities, costs, and forecast data during joint calls to assess progress toward revenue and profit goals and ensure all brands are promoted across each territory.
• Manages account churn within the region by analyzing root causes and executing recovery plans across sales channels and departments.
• Executes yield management and pricing strategies to ensure profitable business growth.
• Advises and ensures sales force compliance with company policies, procedures, sales programs, and initiatives.
• Develops and maintains knowledge of services, pricing programs, and sales tools, matching training curriculum to Account Executive readiness level.
• Identifies customer opportunities aligned to the service portfolio and provides coaching to support Specialized Service product growth across all brands within the region.
• Owns the Specialized Service growth goals for the region.
• Translates strategic priorities into operational reality by aligning communication, accountabilities, resources, and measurement systems to deliver sustainable results.
• Establishes long-term business direction based on analysis of market drivers, organizational values, and emerging economic, technological, and regulatory conditions.

Qualifications & Experience

• Bachelor's degree or equivalent work experience required.
• Minimum seven years of direct sales experience required.
• Minimum three years of sales management experience required.
• Experience in the transportation industry required.
• Excellent communication and leadership skills required.
• Ability to quickly learn and apply new knowledge in the field is required.

Reporting to sales leadership, the Area Sales Director leads and builds a high-performing team of Client Managers selling advanced technologies, including Enterprise Networking, Security, Data Center, Unified Communications, Cloud, and Managed Services, to advance Dimension Data's market presence within accounts and prospects. Partnering with senior leadership and executive-level clients, this position shapes area strategy, drives a dual-path opportunity generation model, and enables the sales team to meet and exceed assigned targets.

Primary Duties

• Attracts, engages, develops, and retains a high-performing team of technology sales professionals.
• Coaches team members to continuously improve performance and ensure alignment with go-to-market and solution-selling approaches.
• Regularly achieves assigned area quotas and oversees account assignments and quota recommendations for team members.
• Ensures team members maintain accurate opportunity and pipeline records and provide regular, accurate business forecasts.
• Drives a dual-path sales strategy of partner-driven and direct opportunity generation.
• Provides executive-level engagement to key clients and prospects to advance the sales process as required.
• Supports senior leadership in building area strategy, operational plans, and investment decisions.
• Leads proposal preparation and RFP responses.

Skills & Qualifications

• Bachelor's degree or higher required, preferably in Information Technology or Business.
• Selected partner certifications, such as Cisco CSE, are required.
• At least ten years of directly relevant selling experience and at least three years of sales team leadership or management experience are required.
• Demonstrated business and industry experience in Enterprise Networking, Security, Data Center, Unified Communications, Cloud, and Managed Services required.
• Proficiency in strategic account planning and managing large-scale business relationships involving high volumes of transactions is required.
• Excellent leadership, management, coaching, consultative selling, communication, and negotiation skills required.
• Strong conflict management and consensus-building skills required.

Sitting at the intersection of strategic sales leadership and large-scale team oversight, the Area Sales Director supports the growth and development of a sales team in an assigned area exceeding $830 million in revenue by developing and implementing effective sales strategies aligned with Sales Effectiveness and Sales Segmentation. Operating across district sales teams, corporate sales, and marketing functions, this position directly supervises eight full-time employees and indirectly oversees more than 95, driving revenue growth through hands-on recruiting, training, and incentive management.

Duties

• Focuses district sales teams on growing and upgrading existing accounts and generating new business to maximize revenue and profits.
• Develops and implements an effective sales strategy in alignment with Sales Effectiveness, working closely with Functional Sales Managers, Area Pricing Managers, and Group Sales Segment Management.
• Develops a strong customer base within the assigned geographical area, initiates telephone communications, and makes sales presentations.
• Identifies and approaches major account prospects and grows existing accounts to meet or exceed sales quotas.
• Ensures customer satisfaction through direct communication and solicitation of feedback.
• Leads, trains, monitors, and motivates the sales management team to increase revenue.
• Monitors the sales incentive plan and ensures sales staff can explain their potential earnings and benefits.
• Monitors, tracks, and reports all sales activity, and accurately forecasts monthly, quarterly, and annual revenue streams.
• Maintains awareness of competition and industry trends.
• Develops a solid team of sales performers through hands-on recruiting, hiring, and training.
• Works with Corporate Sales and Marketing to develop marketing statistics and sales efforts for each line of business within the area.
• Develops proposal strategy and manages proposal development as appropriate.
• Trains and develops the sales team for future advancement using the PDS program.
• Directly supervises eight full-time employees and indirectly supervises more than 95 full-time employees.

Experience & Qualifications

• Bachelor's degree in Finance, Business Administration, or a related field required.
• A High School Diploma or GED.
• Four years of relevant experience accepted instead of a degree.
• Ten years of relevant work experience required, in addition to the education requirement.
• Excellent English verbal and written communication skills required.
• Strong leadership, influencing, communication, and interpersonal skills required.

A key member of the global sales organization, the Area Sales Director achieves aggressive regional revenue growth, renewals, licenses, and service targets each fiscal quarter and year by managing and mentoring a geographically dispersed team of Sales Account Managers across recruiting, goal-setting, performance management, training, and coaching. Collaborating across Solution Consulting Directors, Marketing, and Global Account Sales Management, this position ensures accurate forecasting, pipeline growth, and proper account coordination across worldwide territories.

Accountabilities

• Achieves aggressive regional revenue growth, renewals license targets, and service targets each fiscal quarter and fiscal year.
• Manages a geographically dispersed team of Sales Account Managers, including recruiting, hiring, goal-setting, performance management, training, and coaching.
• Mentors Sales Account Managers across all aspects of the sales process, methodology, account management, resource coordination, and administration.
• Provides accurate and timely weekly sales forecasts to executive management with predictability within plus or minus five percent.
• Maintains sales expenses within the allocated budget.
• Coordinates with Global Account Sales Management to ensure proper account coordination across worldwide territories and achievement of sales quota on a team basis.
• Coordinates with business unit management to ensure appropriate resource assignment and accurate commercial pricing of proposed solutions.
• Works with Marketing to design and execute business development opportunities to provide pipeline multipliers on a five-quarter rolling basis.
• Collaborates with Solution Consulting Directors to execute and achieve pipeline targets on defined growth initiatives.

Position Requirements

• Bachelor's degree in a relevant subject, or equivalent experience, required.
• A Master's degree or equivalent would be beneficial.
• Minimum seven years of sales management experience required.
• Experience in the chemical industry would be a distinct advantage.
• Familiarity with process modelling software, advanced process control, real-time optimization, manufacturing execution systems, and planning and scheduling solutions preferred.
• Ability to lead and motivate technically oriented sales professionals remotely.
• Ability to perform effectively in a highly demanding, results-focused environment is required.
• Excellent English verbal and written communication skills required; additional language skills would be an advantage.

Strong results in utilities market penetration depend on the Area Sales Director, who builds and executes account plans and strategies across a defined territory by leveraging ten to twenty years of proven SCADA and automation sales expertise and established connections within the utilities market. Based within a product development-aligned commercial structure, this position negotiates and closes sales contracts while contributing to market requirements that shape future offerings and identify growth opportunities within each account.

Key Deliverables

• Provides leadership in strategic growth and market penetration across the assigned territory.
• Builds and executes account plans and strategies to achieve sales goals and business unit growth.
• Manages a portfolio of accounts, identifies and proposes qualified accounts, and establishes a list of target and strategic utility accounts.
• Pursues sales leads and manages sales efforts across the territory.
• Works with proposal and project delivery teams to ensure best-in-class technical and commercial offers.
• Conducts effective sales presentations addressing customer business needs and proposes value-added solutions.
• Negotiates and closes sales contracts.
• Develops and maintains knowledge of market trends and issues to apply products and services to meet customers' unique business goals.
• Contributes market requirements to the product development team and identifies growth opportunities within each account.

Knowledge, Skills & Abilities

• Bachelor's degree in a technical field required.
• Ten to twenty years of proven success in SCADA and automation marketing and sales required.
• Established connections within the utilities market are required.
• Knowledge of industry-standard SCADA software platforms required.
• Strong business acumen, strategic thinking, interpersonal, presentation, and communication skills required.
• Goal-oriented with a demonstrated drive to achieve meaningful and tangible results.
• Ability to plan and execute responsibilities with minimal direction required.
• Fluent in English at C1 level required.

As the Area Sales Director, this role achieves or exceeds individual and team sales goals and hotel budgets across four Midwest hotel properties by developing and implementing effective sales strategies, managing lead sources, and directing outbound sales efforts targeting group, extended-stay, and transient room revenue. The sales team relies on this leadership to recruit, coach, and empower individuals who exercise sound judgment, drive high performance, and apply revenue management resources to maximize results.

Role Responsibilities

• Achieves or exceeds individual and team sales goals and hotel budgets.
• Develops and implements effective sales strategies to maximize revenue generation.
• Creates and manages monthly strategic sales plans.
• Manages lead sources to ensure quantity and quality of leads.
• Seeks new customers through strategic outbound sales efforts targeting group, extended-stay group, and transient room revenue.
• Conducts sales calls to key accounts and major prospects.
• Monitors sales activities and performance to ensure revenue goals meet or exceed established plans, and accurately reports variances and projections to management.
• Weighs the value of each piece of business against hotel and revenue objectives.
• Uses revenue management resources to make informed decisions and maximize revenue.
• Develops and maintains positive relationships with peers, competitors, and brand partners.
• Adjusts strategy based on competitive market and segment knowledge, and ensures maximum use of all company, brand, and local CVB programs.
• Recruits, coaches, counsels, trains, and empowers the sales team to exercise good judgment and drive high levels of performance, job satisfaction, and personal growth.

Background & Experience

• Minimum two years of experience managing or leading a hotel sales team required.
• Extensive knowledge of sales forecasting, results interpretation, budgetary analysis, revenue management, recruiting, supervising, training, and motivating managers is required.
• Demonstrated ability to understand customer requirements and translate them into sales solutions required.
• Track record of leading and inspiring teams to meet or exceed sales goals required.
• Track record of developing long-term relationships and contacts required.
• Excellent verbal and written communication skills required.
• Strong organizational skills, including follow-up, time management, and the ability to manage multiple priorities in a fast-paced environment required.
• Working knowledge of MS Word, Excel, and Hotel SalesPro required.

Area Sales Director delivers measurable growth in new recurring revenue, SLAs, and service revenue across a defined geographic territory by coaching Market Sales Managers and Sales Coordinators, tracking key indicators including tower and service revenue, tenant counts, and market share, and keeping the VP of National Sales informed on performance and customer satisfaction. The work directly supports the company's ability to expand its customer base, negotiate margin-positive deals, and maintain competitive positioning in the wireless and telecommunications industry.

Strategic Responsibilities

• Ensures the geographic area meets or exceeds established sales performance targets, including new recurring revenue, SLAs, and service revenue.
• Proactively develops and implements strategies and processes to grow the customer base and increase sales volume.
• Identifies additional revenue opportunities from current product and service offerings and develops action plans to realize them.
• Researches industry trends to identify new customers and new product and service opportunities, and ensures offerings are well-positioned for the future.
• Develops business case analyses to determine the economic value of introducing new products and services into the market.
• Negotiates deals with customers to ensure acceptable margins are achieved.
• Ensures all sales activities are coordinated with applicable internal departments so that customer expectations are met.
• Represents the company in trade organizations and presents products and services publicly.
• Coaches and develops Market Sales Managers to improve customer management, selling, negotiating, and time management skills.
• Coaches and develops Sales Coordinators to ensure a smooth transition of the sales process.
• Tracks key sales indicators, including new tower and service revenue, SLAs, tenant counts, profitability, asset yield, and market share, and maintains the sales dashboard for the applicable geographic area.
• Promotes tower builds with customers in conjunction with the NSD team when co-location opportunities do not exist.
• Keeps the VP of National Sales well-informed on sales performance, opportunities, and customer satisfaction issues.

Professional Experience

• Minimum seven years of sales management experience required.
• Proven experience in increasing sales volumes and managing margins required.
• Carrier or industry experience required; background in the wireless or telecommunications industry required.
• Knowledge of telecommunications system components, RF safety regulations, telecom public safety initiatives, and financial drivers of the telecom business is required.
• Superior sales and negotiation skills required.
• Excellent communication, interpersonal, leadership, and project management skills required.
• High ethical standards and the ability to manage multiple projects independently are required.

The Area Sales Director owns revenue performance and marketing execution across Arbor Lodging's multi-brand hotel portfolio by overseeing sales staff and reservations, developing RevPAR strategies, approving corporate negotiated rates, and managing OTA, GDS, and website rate parity. Partnering with sales managers and the broader management team, this position builds and implements segment-specific sales plans that drive market share growth across Marriott, Hilton, Hyatt, Choice, and IHG properties.

Job Functions

• Oversees and manages sales staff and reservations to ensure maximum revenue, promotional coverage, and marketing opportunities are achieved.
• Develops strategies to maximize RevPAR and grow market share.
• Works with sales managers to ensure understanding and effective implementation of sales strategy for the segment.
• Works with the management team to create and implement a sales plan addressing revenue, customers, and the market for the segment.
• Ensures the hotel meets or exceeds budgeted goals and follows and tracks cross-sell procedures.
• Reviews and approves special corporate negotiated rates by signing CVGR contracts.
• Participates in sales calls with members of the sales team to acquire new business or close on business.
• Develops and sends informative press releases to targeted lists highlighting activities and promotions.
• Oversees and ensures the updating of rates and promotions on the hotel website, OTAs, and GDS without rate parity.
• Monitors all day-to-day activities of direct reports and is responsible for training sales managers and staff.

Qualifications & Experience

• High degree of commercial awareness required.
• Five to ten years of experience in hotel sales and marketing or a related professional area required.
• Marriott knowledge and experience required.
• Market or regional experience is an advantage.
• Excellent sales and negotiation skills required.
• Strong ability to understand the links between sales and profit is required.
• Ability to motivate and lead a team is required.

The Area Sales Director produces measurable results across a defined coverage territory by recruiting the required number of Branch Managers for assigned projects, creating and implementing marketing strategies geared toward achieving sales targets, and supervising marketing and sales activities to ensure quota achievement. Collaborating with the broader group team and providing administrative support and documentation services, this position builds and develops a sales team capable of sustained performance in corporate and institutional selling environments.

What You'll Do

• Recruit, train, and develop a sales team.
• Market and promote projects and affiliate offerings by recruiting the required number of Branch Managers for the assigned project focus, on or before accreditation.
• Create, organize, and implement marketing strategies for the group, geared towards achieving sales targets.
• Supervise marketing and sales activities within the coverage territory.
• Ensure achievement of quota targets for focus projects.
• Provide administrative support and documentation services to assist the team.
• Resolve cases raised by the team immediately.

Education & Experience

• Bachelor's degree in any four-year course, preferably in a business-related field.
• Extensive background in customer service, marketing, and sales.
• Experience leading a group or sales team.
• Experience recruiting, training, and developing sales teams.
• Experience in sales planning.
• Experience creating, organising, and implementing marketing strategies.
• Experience in corporate or institutional selling.
• Excellent communication and interpersonal skills.

Reporting to the Vice President of Prostate Cancer Sales and Marketing, the Senior Area Sales Director, West leads six Regional Business Managers across a defined western United States geography to achieve sales goals within the prostate cancer oncology and urology therapeutic area by implementing Brand Plan of Action strategies, overseeing operating budgets, and monitoring competitive activity in the biopharmaceutical market. Partnering cross-functionally with Market Access, Marketing, Medical Affairs, R&D, Commercial Operations, Human Resources, Legal, and Compliance, this position drives product commercialization, organizational growth, and full compliance with applicable federal and state laws governing product promotion.

Leadership Responsibilities

• Lead and direct Regional Business Managers, ensuring field sales representatives are well-versed in product knowledge, sales skills, market conditions, strategy and tactics, policies and procedures, and business planning models.
• Establish consistency in leadership and management principles and practices across the sales organisation, and develop strategies and tools to support managers with leadership challenges.
• Play a key strategic role in cross-functional meetings with Market Access, Marketing, Medical Affairs, R&D, Commercial Operations, Human Resources, Legal, Compliance, and outside vendors to ensure product commercialisation and organisational growth at all stages.
• Plan, forecast, and oversee operating budgets while actively monitoring expenses, with responsibility for commercial organisational profit and loss.
• Implement Brand Plan of Action strategies and tactics for both Oncology and Urology to achieve corporate sales objectives.
• Monitor and assess competitive sales activity in the biopharmaceutical market and make recommendations to senior leadership.
• Partner with the VP of Sales and Marketing and the Commercial Operations team to develop, implement, and manage individual sales incentive compensation goals for each region and territory.
• Support the healthcare community in considering the best treatment options for patients.
• Ensure all department personnel are fully informed of, and in compliance with, commercial compliance policy and all applicable federal and state laws and guidance relating to product promotion and information dissemination.
• Lead product and disease state discussions during internal and external-facing meetings, and proactively share knowledge of new product or disease state developments.
• Analyse, understand, and present scientific and technical details, drawing on a thorough understanding of pharmaceutical marketing and sales regulations, guidelines, and policies.

Minimum Qualifications

• Bachelor of Science or Bachelor of Arts, preferably in life sciences or business administration, or equivalent.
• 15+ years of validated commercial experience in the pharmaceutical or healthcare industry.
• 5+ years of pharmaceutical sales management experience.
• Prior experience with oncology and/or urology launches, particularly in a start-up company or division reflecting an entrepreneurial culture, is preferred.
• Proven success in all respects of selling, including technical knowledge, sales techniques, interpreting and analysing data, and an in-depth understanding of the medical field and biopharmaceutical industry.
• Demonstrated record of developing highly successful region and district sales leaders.
• Demonstrated proficiency in leveraging technology platforms and business hardware and software in the development, management, and modelling of business plans and key performance indicators.
• Proficient in MS Office applications, including Outlook, Word, Excel, and PowerPoint.
• Skilled in developing collaborative internal and external relationships and working within cross-functional teams.
• Self-motivated, with initiative and the ability to take ownership of and follow through on specific tasks.
• Ability to communicate and share business trajectory and vision in a manner that inspires commitment.

The Area Sales Director refines growth in recurring SaaS revenue for named strategic clients within the Food, Beverage, and Retail business unit by identifying, qualifying, and closing both targeted tactical and connected transformational solutions across the full e2open connected supply chain platform. The work directly supports client retention and revenue expansion by extending existing capabilities across divisions and geographies and uncovering new capability needs through senior-level engagement with the world's largest global brands.

Scope of Work

• Identify, qualify, and close opportunities within assigned accounts.
• Sell both targeted, tactical solutions and connected, transformational solutions.
• Drive growth in recurring SaaS revenue through cross-selling and up-selling across the full range of solutions.
• Work across accounts to explore opportunities for value creation, including extending existing capabilities across divisions and geographies, and uncovering the need for new capabilities.
• Support customer retention by acting as a senior member of the account team and helping to ensure customer satisfaction.
• Travel to assigned customers as required.

Technical Qualifications

• Minimum of 5 years of experience in enterprise software sales.
• Experience selling complex business solutions to a technology-oriented audience of multiple decision makers.
• End-to-end supply chain experience, or a specialism within supply, demand, planning, execution, or logistics, is preferred.
• Exposure to FMCG or retail companies is advantageous.
• Strong track record as a quota-carrying sales professional in supply chain solutions.
• Exceptional interpersonal communication and relationship management skills at all levels of an organisation, including executive level.
• Very high level of initiative, self-confidence, energy, and personal integrity.
• An independent thinker with a continued focus on developing professional selling skills, including a Challenger Sale mindset.
• Curious about customer problems, impact, and potential solutions, with a keen attention to detail.

The Area Sales Director develops and drives business goals, operating plans, and budgets for top-line sales and gross profit growth across an assigned territory by providing leadership and management direction to territory sales staff, creating demand for products and services through technical market expertise, and collaborating with senior management on matters of significance. Success in the position means maintaining current knowledge of products, competitors, and technology while effectively managing multiple priorities, influencing decisions at a senior level, and positioning the company as the distributor of choice.

Strategic Initiatives

• Strategise, develop, implement, and monitor business goals, operating plans, and budgets for top-line sales, gross profit growth, and long-term growth.
• Implement processes and procedures that facilitate organisational growth and profit objectives.
• Monitor sales levels for the assigned region and target areas for improvement.
• Prepare and monitor annual sales forecasts to facilitate the achievement of sales goals, including profit and loss reviews.
• Review business plans and year-to-date performance with management.
• Provide coaching to team members and make joint sales calls to ensure optimum customer relationships.
• Provide leadership and management direction to the assigned territory and sales support staff, including hiring, managing employee performance, training, and salary administration.
• Create demand for products and services by applying technical market and product expertise to recommendations that position the company as the distributor of choice.
• Communicate value-added capabilities and services to customers.
• Establish and coordinate weekly meetings for opportunity, registration, and design reviews, including quarterly business reviews with sales management.
• Maintain current knowledge of products, competitors, technology, and customers in the assigned product family.
• Collaborate with senior management on matters of significance, conduct briefings for senior management and key external contacts, and influence decisions at a senior level.

Required Qualifications

• Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.
• 10+ years of experience.
• 5+ years of management experience.
• Strong written and verbal communication skills.
• Ability to interface with key opinion leaders and employees.
• Effective time management and organisational skills.
• Ability to manage multiple priorities under tight deadlines.

Embedded within TLC's sales organization, the Area Sales Director advances new business growth by managing, owning, and driving sales opportunities through the full lifecycle from identification and discovery to negotiation and close, selling the full platform of travel fulfillment, meetings management, and travel data and analytics products to enterprises in specific vertical markets. Working closely with international partners, operations, meetings management, marketing, and supplier relations, this position builds solution proposals, leads a team-selling environment, and advises customers on ROI to win net new enterprise accounts.

Ownership Areas

• Prospect, forecast, manage resource allocation, and plan new business deals across the full sales lifecycle, from identification and discovery to negotiation and close.
• Thoroughly qualify all leads and sales opportunities.
• Develop solution proposals encompassing all aspects of the corporate travel management platform.
• Participate in the creation and presentation of sales meetings and value propositions via telephone, internet, webinar, and face-to-face meetings.
• Advise customers on ROI using business drivers while presenting product solutions.
• Negotiate pricing and contractual terms to close sales.
• Lead a team-selling environment by leveraging available resources, including international partners, operations, meetings management, marketing, and supplier relations, to secure the sale.

Experience & Qualifications

• Bachelor's degree in business, marketing, or equivalent.
• 5+ years of quota solution sales experience selling software, data, and/or professional services, including travel and expense-related solutions or similar business applications to mid-market and large, complex enterprise organisations.
• Strong track record of carrying and exceeding a sales quota.
• Experience selling software, including cloud, SaaS, on-demand, or on-premise solutions, and/or professional services to strategic enterprise accounts.
• Strong sales process skills and excellent verbal and written presentation skills.
• Driven, disciplined, and self-motivated, with strong problem-solving ability.
• Ability to travel as required within the assigned territory and work from a home-based office.

The Area Sales Director guides the sales and marketing performance of a defined geography within SeaSpine's Orthobiologics and Spinal Implants domestic sales organization by developing monthly, quarterly, and annual sales objectives by territory and distributor, working with distributors and regional business managers to plan and close area opportunities, and routinely interfacing with key customers and area vice presidents to maximize leverage. The work directly supports achievement of annual revenue quota goals and margin targets while building the company's image through positive business relationships at conventions and key customer gatherings.

Delivery Expectations

• Develop realistic and achievable monthly, quarterly, and annual sales objectives by territory and by distributor within the defined region.
• Achieve annual revenue quota goals while maximising margin on sales.
• Analyse sales, marketing, and financial information to monitor achievement toward sales and margin goals.
• Work with distributors, market development managers, territory sales managers, and regional business managers to plan, target, and close area sales opportunities.
• Staff the region with quality sales distribution partners to achieve revenue targets and maintain communications with the sales team so that they operate efficiently within established policy and values.
• Provide input and instruction to all functions within the company that support ongoing sales channel development.
• Routinely interface with existing and potential key customers, and with regional business managers and area vice presidents to maximise opportunities and enhance sales leverage.
• Keep sales and marketing teams promptly and accurately informed of competitive activities, industry trends, and product acceptance.
• Coordinate contract proposals with legal counsel and sales administration.
• Develop rapport and positive business relationships with a growing number of regionally recognised key customers to build the company's image.
• Represent the company consistently with policy and procedure at conventions and key customer gatherings.

Qualifications & Experience

• Bachelor's degree from an accredited four-year college or university.
• Proven track record with documented success selling ortho biologics and/or surgical products, including spinal implants.
• Sales management experience with either direct representatives or indirect channel partners.
• Proven record of sales team building, motivation, and leadership, including coaching and counselling direct and indirect field representatives.
• Administrative and financial management skills relative to job expectations.
• Strong written, verbal, computer, and interpersonal skills.
• Willingness to travel as required.

Area Sales Director manages the day-to-day operations of an Enterprise Account Executive team focused on closing new logo opportunities and driving growth within the existing customer base by hiring, mentoring, and developing team members, ensuring quarterly revenue targets are achieved, and maintaining accurate CRM data and reliable forecast information for upper management. The work directly supports enterprise-wide expansion by negotiating and assisting in closing highly complex B2B SaaS transactions through executive-level relationships with key prospects across various industries.

Day-to-Day Responsibilities

• Manage the day-to-day operations of an Enterprise Account Executive team.
• Hire, motivate, mentor, and provide training to increase the efficiency, productivity, and skill sets of team members.
• Ensure quarterly revenue targets and monthly goals are achieved.
• Maintain accurate and up-to-date CRM data for the team and provide reliable forecast information to upper management.
• Quote, negotiate, and assist sales representatives in closing highly complex transactions through the development of executive-level relationships with key prospects.
• Actively engage in territory planning and opportunity development.
• Work closely with an extended team of pre-sales, services, training, legal, and renewals business partners.

Skills & Qualifications

• 10+ years of experience selling enterprise B2B SaaS solutions.
• 5+ years of SaaS enterprise sales management experience.
• ISV and partner experience.
• Cloud security experience is a plus.
• Builds strong identity teams that apply diverse skills and perspectives to achieve common goals.
• Develops people to meet both their career goals and the organisation's goals.
• Consistently achieves results, even under tough circumstances, with a strategic mindset focused on translating future possibilities into breakthrough strategies.