Now Hiring - Divisions Maintenance Group - Management And Consulting Head of Mid-Market & SMB Sales in Cincinnati, OH

Middle Market (MM) &Small Medium Business (SMB) Job Description

Position: Director, Middle Market (MM) &Small Medium Business (SMB)

Reports to: SVP Enterprise, MM, SMB

Location: Remote

Department: GTM

JOB SUMMARY

Divisions Maintenance Group provides maintenance services to multi-site and commercial facilities across the country. We are leading the way with our technology, creating world-class products that are revolutionizing the industry and fulfilling our brand promise of “Uninterrupted Peace of Mind.” DMG is a Certified Great Place to Work with a strong, inclusive culture, and top-notch benefits.

We are seeking an experienced sales leader to join our growing organization. As a Middle Market (MM) & Small Medium Business (SMB) Sales Leader you will develop, implement, and ensure execution of sales & operations strategies for delivering increasing market revenue while achieving gross margin and expense management goals. You will also be responsible for leading and scaling an Inside and Outside Sales team accountable to establishing consistent sales & account management processes, building, and maintaining strong business relationships with customers, and developing sound individual and national performance measures.

RESPONSIBILITIES:

• Provides strategic direction to a management and Inside and Outside Sales team while anticipating key business, marketplace & competitor dynamics.
• Responsible for creating a long-term focus on delivering sales and operational excellence.
• Oversee and manage training, metrics, accountabilities, communicating goals and expectations, all tied to a customer centric strategic business plan.
• Ensures forecasting and reporting of performance is accurate.
• Partners effectively with various departments to build trust and confidence through the creation of strong working relationships.
• Ensure all customer expectations are met, and the Divisions value proposition is delivered.
• Establish and execute strategic business development initiatives in alignment with product strategy and create documented key account plans for current and targeted customers.
• Look for new opportunities, product synergies and partnerships. Identify market trends and new market opportunities.
• Maintain sales forecasting, deliver bi-weekly market and sales reports.
• Identify business needs and apply your knowledge to develop and present world-class solutions.
• Prepare sales strategy, pre-sales resources, pricing, and negotiation for closure. Possess a “hunter” mentality and an energetic attitude to win new logos and grow business.
• An appetite to continuously learn about our products, competitors and adjoining technology segments.

QUALIFICATIONS:

• 10+ years' experience managing and leading local and regional outside sales organizations.
• Experience managing pod style sales teams, inside sales reps, self-service products, and/or P&L driven salespeople. Experience managing outside sales reps and supporting operating teams.
• Experience working with corporate senior management and articulating intuitive insight and strategies.
• Experience and understanding of how to navigate small, mid-size, and regional organizations to gain access to key owners, management, and purchasing decision makers.
• Proven track record of achieving revenue targets and managing a successful sales team.
• Hands-on leader with solid understanding of sales operations processes, software pricing/discounting, contracting, and negotiation strategy.
• Key understanding of budget, P&L, forecasting, and execution of financial deliverables.
• Excellent oral and written communication skills, multi-task oriented and extremely strong public speaking skills.
• Experience working across business units to leverage resources and capabilities to accomplish company goals.
• Strong strategic thinker with proven ability to link strategies and objectives to tactics. Foster change, incorporate innovation, and implement strategies throughout all levels of the organization.
• Leads by example fosters an environment that reflects the values of the company.
• Ability to work in an entrepreneurial environment and work collaboratively as part of a go-to-market team.
• Strong communication and project management skills are a must – the ability to understand and articulate complex challenges and obtain buy-in from stakeholders to drive towards a solution; experience presenting to C-level and Senior Leadership.
• Lives Divisions Basics.

Educational Requirements:

• Bachelor’s or Master's Degree in business, marketing, or a related field; MBA preferred.

Computer skills and knowledge of hardware & software required:

• Working knowledge of all Microsoft Office applications (Word, SharePoint, Teams, PowerPoint, Excel, Outlook). Strong working knowledge of Salesforce.

Certifications & licenses (i.e., CPA, etc.):

• Valid Driver’s License.

Position Demands:

• Business travel when required to support accounts and new business growth.

DMG is an equal opportunity employer.