Sales Director

POSITION SUMMARY: The primary responsibilities of this position fall into two specific areas of focus: One, similar to the Account Executive role, is to drive sales of the full breadth of FORTNA’s solution offerings through a vertical market oriented, consultative selling approach; and two, to manage and develop one or more assigned Account Managers as critical components of the broader territory and account management activities.

This dual focus requires Sales Directors to be both long-term relationship oriented, as well as specific opportunity focused. Both aspects of the role requires deep supply chain and industry domain experience with strong consultative, customer-centric orientation. Skilled practice and application of opportunity and pipeline management is critical to successful territory management and performance, but experienced relationship building capabilities are critical to managing and navigating complex solutions sales and large account management responsibilities.  The Sales Director will serve as the coach for the assigned Account Managers, but also will need to be equally comfortable in driving specific sales pursuits.

Leveraging tenure and industry experience to provide mentoring and coaching, as well as directing and guiding are the areas of competency that set this role apart from any other senior or experienced Account Executive.

PRIMARY RESPONSIBILITIES INCLUDE:

• Representing FORTNA and the capabilities of the company positively in the marketplace.
• Developing industry vertical-based territory plan for the assigned industry vertical and leading the penetration of FORTNA into the prioritized customers.
• Taking an active role and participating in industry associations and/or related events to further the penetration and raise FORTNA’s profile within the industry vertical.
• Possessing deep domain experience and continuing to improve domain expertise in supply chain and assigned industry vertical.
• Communicating clearly and leading a team-based selling approach in Client engagements.
• Understanding Client needs and translating those needs to arrive at a best-fit solution that can be designed, implemented and supported by FORTNA.
• Driving business case thinking internally and externally and leading development of the Client opportunity business case during the sales process.
• Maintaining strong relationships with Clients and prospects.
• Managing time and dollar investment in target accounts commensurate with expected return on the investment.
• Providing input and direction to marketing team on industry vertical specific marketing needs.
• Driving the team-based approach to develop compelling responses to request for proposal (RFPs), request for quotation (RFQs), and request for information (RFIs) as appropriate
• Producing and managing territory and/or account plans, opportunity plans, and standing customer meeting agendas to optimize every touch in the sales process.
• Producing and delivering sales presentations that are tailored to the specific Client needs and/or specific opportunity requirements.
• Supporting sales and marketing efforts at industry events through attendance at trade shows and speaking opportunities as appropriate.
• Provide active mentorship and coaching for assigned Account Manager(s)
• Willingness to accept and proactively pursue stretch assignments aligned with a defined growth and development agenda as assigned by the Sales VP and/or broader FORTNA organization
• Contribution to talent reviews, strategy sessions, etc. within the Sales VP team

REQUIRED QUALIFICATIONS:

• Bachelor’s degree in Business, Engineering or equivalent analytically based discipline
• Demonstrated experience in leading complex sales efforts and apply consultative sales techniques
• Strong relationship building skills
• Demonstrated Team Leadership and/or direct report management skills and ability to lead team based sales efforts
• Strong general business skills and business aptitude
• Passionate and enthusiastic mindset with regards to all job responsibilities including putting the Client’s needs first, providing meaningful solutions, and working with the Company to be sustainable, achieve goals and maintain business principles
• Excellent verbal and written communication skills
• Organized and focused with good project management skills
• Intermediate knowledge of Word, Excel, PowerPoint
• Experience in working in Salesforce.com and related applications
• Experience in using and navigating tools such as Zoom Info, LinkedIn Navigator, 6th Sense, etc. and willingness to embrace new applications and technologies utilized in sales enablement and demand generation
• Ability to multi-task and work cross-functionally (e.g., multiple sales efforts, marketing support, industry vertical leadership)
• Ability to embrace change and ambiguity
• Ability to travel domestically and internationally
• Ability to perform essential functions of the job

Desired Qualifications:

• Relevant post-graduate degree
• 2+ years of general business experience
• 2+ years of supply chain related experience
• 10+ years of experience selling software-based solutions and/or consultative services
• 3+ years and currently in role as AE in FORTNA or similar industry recognized firm and in great standing, actively growing responsibilities, with leadership trajectory/succession in mind

This job description describes the general nature and level of work expected of a person assigned to this position. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. Employees may be required to perform any other job-related duties as requested by their supervisor.

It is the policy of FORTNA and its affiliated companies to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, pregnancy or pregnancy-related condition, status with regard to public assistance, veteran status, citizenship status (if authorized to work in the U.S.), or any other characteristic protected by federal, state or local law. In addition, FORTNA will provide reasonable accommodations for qualified individuals with disabilities.