Director of Sales
COMPANY:
Bedroc
LOCATION:
Franklin, TN
SALARY/WAGE:
Dependent on Qualifications; Base +
Bonus; Excellent Benefits
SALES
5+ Years Sales Management or Channel
Management Experience. Minimum five
plus years of B2B sales management
experience, preferably with high tech
products (hardware, hosted, managed
and/or professional services) in
companies with 250 – 2,000 employees
Bachelor’s Degree or equivalent
experience
STATUS:
Full Time Employee
OCCUPATION:
OTHER SKILLS:
Information Technology
Experienced Manager. Ability to travel.
Experience opening and building out
new territories is a plus
CITIZENSHIP:
U.S. Citizenship, EAD or Green Card
REQUIRED
JOB CATEGORY:
RELEVANT WORK
EXPERIENCE:
EDUCATION:
POSITION DESCRIPTION
The Director of Sales is an important leadership position vital to the achievement of the overall corporate strategy at Bedroc. The focus
includes achieving aggressive sales goals on an individual, team, and companywide basis. Significant time will be spent coaching and
developing account managers and sales reps, assisting them with client strategies and on site calls, motivation and team building, as well as
conflict resolution. Expert knowledge and application of the entire sales process is necessary. Understanding and leveraging Bedroc value
proposition to specific market segments is fundamental to success. The Director provides leadership by managing the P&L to achieve stated
business objectives and creating client value. This individual works in close partnership with rest of the executive team to represent Bedroc
corporate goals, missions and values.
This position reports to the President & CEO.
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STRATEGIC RESPONSIBILITIES
Lead Bedroc Sales strategy
o Make C Level calls to top 25 accounts with and without sales reps
o Manage leadership’s involvement in the top 25 accounts to ensure consistency
Develop and implement strategies for selling:
o Unified Communications
o Network Architecture
o Data Center
o Secure Enterprise
o Slate Cloud and Managed Service
Maintain Marketing Strategy
o Social Media (LinkedIn, Twitter, Bedroc Website Blog)
o Clearly defined sweet spot, value propositions, and heat mapping
o Target prospect list by Region/BDD
o Company-wide campaign plan
o Individual campaign template
Strengthen vendor relationships by meeting with key local management from select partners and through proactive participation on
various vendor advisory councils, consortiums and local and national vendor networking opportunities. Articulate scope of Bedroc’s
expertise to vendors.
Work with VP of Technology on expansion of sales offerings by effectively leveraging targeted market research, manufacturer relations
and effectively building a sales team to attack new markets.
Works with Director of Professional Services on overall professional services strategy (growth, target practices, etc.)
Review performance against objectives by determining priority markets, accounts, and cities for focus, and construct account
development strategies. Prepare and review monthly reports; forecast and actual sales, summary of previous and current activities
(meetings, demos, seminars, telemarketing) etc.
Define territory plans, account plans, and offerings plans to meet the long-term sales objectives.
Maintain a clearly defined recruiting process that aligns to growth needs.
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Maintain a clearly defined on-boarding process for new hires.
Maintain an ongoing training plan for the entire sales organization.
Train and measure the adoption of the Bedroc Sales Playbook within the sales team
Maintain sales tools to assist with the sales process.
o Collateral (1 Page Sales Slicks, Testimonials, White papers, etc.)
o Standard proposal templates in PowerPoint
o Standard RFP response content in Word format
o Customer reference list
Evaluate competitive information, offerings and customer perspectives and provide feedback.
OPERATIONAL RESPONSIBILITIES
Formalize a meeting / communication plan for the sales team
o Sales call ride a longs
o One on one meetings (account planning, funnel review, activity reports)
o Team meetings (daily touch points, weekly team WebEx, monthly in-person, quarterly in-person)
Plan marketing activities and coordinate with marketing resources
o Seminars/Lunch and Learns, etc.
o Drive support and attendance of sessions
Manage P&L to achieve stated business objectives and create client value that generates acceptable profits and market share for
Bedroc
o Proactive margin management by controlling/monitoring discounting
Demonstrate, coach and lead by example using a consultative sales approach
Create dashboard for each sales resource
Present relevant pipeline information to manufactures on a weekly basis
Create and implement customer satisfaction survey program
SKILLS/KNOWLEDGE/COMPETENCIES
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Experience developing and executing a sales and marketing strategy in the technology services industry for Commercial businesses
(250 – 2,000 employees)
o Requires a solid business acumen with a comprehensive understanding of IT and business alignment
o Ability to understand, articulate and present solutions encompassing ROI and TCO comparison and competitive analysis
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Proven track record in positioning, presenting and winning managed, professional and “X”aaS (as a Service) solutions with all levels of
management
Experience managing longer sales cycles and balancing and driving multiple simultaneous opportunities to closure
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Exceptional customer facing/listening skills and the ability to coach the same
Excellent verbal and written communication skills as well as strong presentation skills
Computer literate with a high level of proficiency in all Microsoft applications
Ideal candidate will be assertive, high energy, independent, results-oriented and have a strong work ethic and “winning” attitude
ACCOUNTABILITIES AND PERFORMANCE MEASURES
Achieves assigned sales quota for invoiced gross margin and booked Services/Managed Services revenue
Provide an updated territory plan by December for the following year
Audit and enforce the territory plan at least once per quarter
Provide an updated staffing plan to meet annual and long term objectives by December for the following year
Provide an updated interview template for BDD and AM by December for the following year
Provide an updated on-boarding plan for BDD and AM by December for the following year
Provide testing results from on-boarding plan for each new hire on a weekly basis
Provide sales team training plan by December for the following year, with monthly updates
Provide an updated version of the sales and marketing processes contained within “The Bedroc Way” by December for the following
year
Provide an updated one on one meeting plan for BDDs by December for the following year
Provide an updated team meetings plan for sales by December for the following year
Quarterly presentation and high level overview of current sales tools to sales team
Provide annual marketing plan by December for the following year
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o Target suspect list by Region/BDD
o Company-wide campaign plan
o Individual campaign template
Provide monthly status report on marketing plan for current year
Perform annual performance reviews for all sales team members by September
Build and provide monthly updates on contacts with key personnel in 5 of top 25 customer accounts
Build and provide monthly updates on contacts with key vendor personnel
Provide requested updates in exec team meetings
COMPANY INFORMATION
Bedroc is an IT value-added reseller founded in 2009 by experienced industry professionals. We’ve experienced rapid growth yearover-year, with 34 full-time staff members. We take a unique approach to client problem-solving and have superior intellectual
capital among the management team.
BENEFITS
Extremely competitive compensation along with an outstanding incentive bonus structure
Comprehensive benefit package including health insurance, dental, vision, paid time off, matched 401k
A dynamic, fast-paced and rewarding work environment that is friendly, casual and flexible. Opportunity to work for a company that
invests in your success in a position that offers variety and opportunity for growth
Opportunity to be part of an innovative organization with unlimited industry growth potential