Job Summary

Our Americas Sales Director function is in charge of developing and executing strategies to increase eSmart Systems market share in North, Central and South America by adding new accounts to our customer base, and retaining and expanding the business within our existing client base. The future Sales Director is responsible for a book of business that amounts currently to approx. 5-10 existing clients in the USA and Canada. Your efforts will contribute significantly to the company's growth, revenue and margin objectives.

The Sales Director will maximize profitable company sales revenue by identifying, qualifying, negotiating, and closing new business with new and existing clients. This position is primarily selling eSmartb Systems’ software and software enabled services solutions. The Sales Director role is to help our clients to continually drive value from their investments in eSmart System’s Grid Vision technology and expertise in line with their related business objectives and to make sure these accounts positively view eSmart Systems.

The role will report into the Chief Revenue Officer.

Primary measures of performance will be new order entry and revenue from new and existing clients.

Objectives & Key Responsibilities

• Increase market share – hunting new accounts:
• Executing against yearly sales goals
• Qualifying and disqualifying new business opportunities
• Hunting activities (includes cold calling, conferences, trade shows etc.)
• Cross functional collaboration with customer success, product and finance
• Maintaining accurate forecasts
• Deliver solution presentations to key customers
• Develop enterprise software license and services proposals
• Negotiate enterprise software and services contracts
• Learning customer decision process
• Creating closing plans for forecasted business
• Close business in a timely manner
• Fully comprehend the eSmart Systems unique value proposition.
• Customer retention and revenue expansion:
• Objective: Enhance client satisfaction and net-revenue retention rates by x% over the fiscal year. Achieve a y% increase in revenue from existing clients through upselling and cross-selling efforts.
• Introduce, monitor, and optimize performance indicators that enable the function to enhance client satisfaction and retention rates.
• Cultivate and maintain strong relationships with existing clients.
• Act as the primary point of contact and trusted advisor for clients, understanding their needs and challenges.
• Identify clients at risk and resolve client issues.
• Work closely with implementation and inspection teams to ensure seamless onboarding of new solutions or services for existing clients.
• Coordinate with implementation team to address client-specific requirements and customization needs.
• Provide timely updates to clients on project progress and milestones achieved during implementation, roll-out and ongoing.
• Manage contract renewal negotiations, ensuring favorable terms for both the client and the company.
• Work closely with legal and finance to facilitate smooth renewals.

Qualifications and Key Skills

• Bachelor's degree in related field. MBA is a plus.
• Proven track record in winning new customers and account management
• Strong understanding of client relationship management and retention strategies.
• Experience in Utility Industry is highly desirable.
• Ability to navigate successfully in complex matrix organizations.
• Ability to work the SaaS software and recurring services renewal cycle from quote creation to closing the multi-year renewal in a business-to-business environment.
• Excellent communication, negotiation, and presentation skills.
• Analytical mindset with the ability to interpret data and draw actionable insights.
• Results-driven and goal-oriented, “get things done” mentality.
• Ability to work independently and collaboratively within a team.
• Exceptional organizational and time-management skills.
• Fluency in English, other languages like Spanish are advantageous

Department

Sales

Role

Sales Director

Locations

US

Remote status

Hybrid Remote

Employment type

Full-time

Employment level

Professionals

Application deadline:

29 February, 2024

Positions:

1