Director of Sales

IMS Consulting and Expert Services

PENSACOLA, FL

JOB DETAILS
JOB TYPE
PENSACOLA, FL, US
Full-time
ADDITIONAL COMPENSATION
bonus plus salary based on qualifications
LOCATION
PENSACOLA, FL
POSTED
8 days ago

Job description

Director of Sales reporting to the EVP Sales and Operations, provides day-to-day support and leadership for the Client Managers (CM’s).

ESSENTIAL DUTIES AND RESPONSIBILITIES:

  • Adhere to IMS Core Values
  • Provide general management to members of the Sales Management team
  • Work closely with the Director of Marketing, Director of Revenue Operations and the Director of Industry Relations, to ensure positive collaboration on revenue generating initiatives
  • Work closely with the leadership of the Service Delivery and Client Success teams to promote best practices in collaboration to satisfy client needs
  • Be a valuable member of the IMS Leadership Team to ensure cohesiveness and collaboration among the firm’s top management
  • Direct and supports strategy, approach and relationship planning for targeted clients, including attorneys and law firms
  • Develop personal relationships by traveling in-market in support of IMS Client Managers and Business Development teams
  • Work with the Sales Managers to develop Annual Sales Plans and provide Quarterly Reviews, which are bolstered by regular one-to-one meetings, Sales Meetings, and monthly Productivity Reviews
  • Monitor and drive sales activities to achieve annual goals related to Opportunities, Searches, Consulting Projects, Expert Witness Placements, Close Rate, Average Fee and Gross Profit
  • Provide regular coaching and training related to sales and skills-sharpening
  • Facilitate Sales Meetings
  • Participate regularly in Management and Leadership meetings

SKILLS AND EXPERIENCE REQUIRED:

  • Commitment to integrity based selling model
  • Ability to create and maintain a results-based performance management system to support and develop industry leading sales professionals
  • Experience growing a sales organization through multiple rapid growth cycles
  • Proven success in complex B2B integrated services solution selling model
  • Experience managing and motivating experienced professional services sales teams serving a broad array of industries and disciplines
  • Committed to an Engineered Sales Process incorporating effective methodology to drive leading and lagging KPI to forecast and achieve results
  • Success in high-quality, fast-paced consulting, legal services or talent delivery organizations
  • Passion for technology and its uses in strategic selling
  • Experience leading adaptive organizations
  • Experience managing budgets of at least $5 million
  • Displays high level of energy and drive
  • Established history of ability to coach professionals and cultivate a high-performance culture
  • Experience with complex CRM platforms and use of business intelligence insight selling
  • Dedicated to trust-based leadership

EDUCATION AND TECHNICAL REQUIREMENTS:

  • 7-10 years of sales related management experience, preferably within a professional services, consulting or legal organization
  • Director or Executive level experience preferred
  • Bachelor’s Degree required, Advanced Degree preferred
  • High proficiency with MS Office—specifically Word, Excel, PowerPoint, and Outlook required
  • Knowledge of platforms such as LexisNexis, Bullhorn, Salesforce, Westlaw, Law360, Domo and Microsoft Dynamics a plus

Job Type: Full-time

About the Company

IMS Consulting and Expert Services

INDUSTRY
Legal Services