Director of Sales

The Director of Sales will lead expansion efforts by strategically acquiring new clients within the assigned subsectors. The role demands a proactive approach to forming and nurturing relationships with potential customers. In addition, the incumbent will serve as a key liaison, working in concert with the Marketing team, RKL LLP Partners, and various external referral sources to construct and maintain a robust sales pipeline. This will be instrumental in fulfilling the
organization's objectives for new license acquisitions.

Success Factors

Responsibilities

• Oversee the entire sales cycle, from initial contact to the finalization of deals, ensuring a seamless progression from introduction, through discovery and demonstration, to closure.
• Proactively engage with potential clients to assess their needs, qualify sales opportunities, and identify tailored solutions that align with specific project requirements.
• Develop and customize presentations and demonstration materials to effectively articulate the value proposition of our solutions to prospects.
• Serve as a pivotal point of contact between prospects, eSolutions, and publishers, particularly the Sage team, to facilitate effective communication and collaboration.
• Participate in and contribute to marketing initiatives designed to stimulate demand, such as webinars, in-person meetings, industry group participation, networking events, trade shows, and other activities geared toward lead generation.
• Consistently nurture leads with systematic follow-up actions and engagement events, all managed through the Customer Relationship Management (CRM) system.
• Collaborate with Business Development Representatives to pinpoint new marketing targets and devise innovative strategies to reach them.
• Maintain up-to-date knowledge of product offerings, industry trends, and competitive landscape to ensure relevancy and strategic insight.
• Foster a motivated sales environment, setting clear priorities and deadlines while displaying strong time management and organizational skills.
• Uphold strict confidentiality regarding external account information and internal firm data, as well as sensitive employee details.
• Coordinate with sales leadership to enhance awareness, monitor progress, and strategize collectively to achieve all set sales objectives.
• Drive revenue growth for software solutions by designing and implementing future oriented selling strategies that cater to business needs
• Maintain confidentiality with external client information as well as internal employee and firm information

People Relationships

• Contribute to a collaborative team environment by actively seeking opportunities to assist team members
• Build loyalty and trust within the team through consistent, reliable actions and integrity
• Communicate proactively and clearly about the status and issues of tasks to all relevant
  team members
• Take responsibility for the completion and quality of assigned work, while being receptive to feedback and open to new ideas for personal and professional growth

Business Growth

• Demonstrate an understanding of RKL's business model, service lines, and competitive landscape
• Leverage knowledge of client service capabilities to contribute to the firm's growth and client satisfaction
• Stay informed on technological advancements and their potential impact on the firm's success and service delivery

Required Skills

• In-depth understanding of the specified industry or specialty, including familiarity with relevant terminology, business processes, and industry-specific content.
• Demonstrated success in sales with a track record of employing effective sales methodologies and achieving results.
• A proactive approach to lead generation with a strong foundation in customer service and success practices to support organizational growth.
• Technical proficiency and a quick learning curve for mastering new software programs.
• Exceptional communication skills, both written and verbal, to effectively engage with all levels of firm management and staff, and the capability to articulate issues and solutions clearly.
• Robust problem-solving abilities with the flexibility to shift focus and adapt to evolving circumstances.
• A customer-centric approach, coupled with the capacity to unite team members from various departments to address a broad spectrum of strategic priorities and operational initiatives.
• Comfort in interacting with senior executives, board members, and other stakeholders, underpinned by a commanding executive presence, strong interpersonal skills, and the power to influence across different disciplines

Education, Experience and Certifications

• Bachelor’s degree or commensurate experience
• Minimum of 2 years of experience in software sales and customer service success required; both transactional sales and strategic selling experience
• Demonstrated success in sales with a track record of employing effective sales methodologies and achieving results.
• Familiarity with Sage Software preferred
• Proficiency with Microsoft Office Suite
• Proficiency in customer relationship management (CRM) platforms (Salesforce preferred)

Essential Functions

• Regularly required to perform manual tasks, concentrate, think, learn, communicate, sit, stand, walk, use hands and fingers, grasp, handle or feel objects, reach with arms, talk and hear
• Must be able to remain in a stationary position as needed
• The person in this position needs to occasionally move about inside the office and on site at client locations
• Vision abilities required include close vision, distance vision and the ability to adjust focus.
• Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer
• Ability to communicate in a professional manner and exchange information with internal and external actors as needed
• Ability to lift/carry up to 20 pounds
• Ability to work outside of normal business hours and weekends as needed
• Ability to travel to local and non-local clients and events as needed, overnight travel may be required
• This job description is subject to change at any time and employee will be given additional responsibilities as assigned

Salary Range: