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Director Of Sales - Higher Education

Philadelphia, PA, USA | Fortive

  • Industry:
    Manufacturing (Light Industry / Consumer-Oriented)
  • Position Type:
    Full-Time
  • Functions:
    General Management
    Sales
  • Experience:
    10-12 years
Job Description:
80 people have viewed this job

The Sales Director for Higher Education is responsible for managing a team of field sales representatives (FSR) and Sales Development Representatives (SDR). The Sales Director is responsible for actively driving and managing sales engagements through a complex buying cycle, from prospecting through closing. Meeting or exceeding bookings and revenue goals for this team is the Sales Director’s paramount objective. The position will require coaching and mentoring in support of the FSR’s direct selling activities. Must possess strong presentation skills, professional written communication skills and possess strong analytical capabilities. Will be organized and able to eliminate sales obstacles through creative and adaptive approaches. 

Job Requirements:

Manage a team of 4-6 sales professionals, remotely located, to meet and exceed sales goals including pipeline review and deal management along with performance management and development 

Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care

Sell value and ROI of Gordian’s solutions to the Higher Education market

Partner closely with GM of Higher Education, organizational leadership, and other teams to undertake strategic, revenue-generating initiatives

Use market knowledge and client requirements to influence the product development roadmap to create high-growth market opportunities

Determine customer requirements and expectations in order to capture business intelligence, articulate Gordian’s value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders

Mentor and develop the team to deliver consistent performance to quota

Maintain accountability for sales efforts to include pipeline reporting, forecasting and activity logs in the designated customer relationship management (CRM) system

Develop and maintain an expert level of knowledge of company solutions and competition in the market

Use individual selling skills when appropriate to drive key revenue opportunities

Participate in ongoing training to increase professional growth and job effectiveness

Drive standardization of Gordian’s business practices  

Qualifications:

Bachelor’s degree and 5+years of sales management experience

10-12 years’ experience selling technology, information services or business services solutions in the Higher Education market as an individual contributor or sales manager

Demonstrated ability to meet or exceed a sales quota as an individual contributor and sales manager, along with consistent track record of developing new business and managing sales cycle from generating leads through closing, are required

Excellent written, oral communication, organizational, presentation skills and the ability to work across a matrixed organization are a must 

Experience calling on Finance/Procurement and/or Facilities within Higher Education is required

Knowledge of the construction project life-cycle preferred

Ability to travel 50% of the time


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