Sales Director

DTIS Sales Director Position Description

Position Summary:

DTIS is an industry-leading provider of fingerprint-based criminal history background checks.  Although the existing customer base is located across the country, DTIS is looking for a Florida-based Sales Director to establish a sales strategy to successfully secure new business for DTIS, with a specific focus on Florida health care and education markets. Included in this strategy is the establishment of a sales team.  The successful candidate will take a lead role in driving revenue growth by directly acquiring new customers.  

Key Responsibilities:

• Opportunity identification and pipeline development through a combination of networking, cold calling, opportunity pursuit, market knowledge/intelligence, market development campaigns.
• Create, maintain, and monitor a sales pipeline to ensure over-achievement within the designated market sector(s).
• Complete sales process management, including business development, opportunity qualification, preparation of bid/no-bid recommendations, and pursuit of the end-to-end sales cycle to close deals.
• Build and manage a sales team, including staffing, the establishment of individual sales targets, support customer engagement activities, and track achievements.
• Developing and maintaining strong commercial relationships with End Customers, as well as System Integrators and Technology Partners where applicable.
• Working closely with the management team and other strategic contributors to devise medium and long-term sales strategies.
• Working hand in hand with end customers to define their requirements and continuing involvement to ensure successful implementation.
• Working closely with all other parts of the company to ensure maximum leverage of resources.
• Growing DTIS’s market segments through direct customer interactions.
• Quarterly Sales Review (QSR) presentation preparation and delivery.
• Build account plans and strategies for each target account.

Person Specification:

Education & Qualifications:

• BA in Technical/Business or relevant field required.
• Sales training, including Consultative/Solutions selling.

Profile, Skills, and  Experience:

•  Proven commercial success (at least five years) selling direct to clients with two or more employers;
• Emerging market sales experience specializing in health care, education, and other sectors; Must have a background in sales related to staffing, background screening, and/or recruitment spaces.  Preferences may be extended to candidates with domain experience in fingerprint-based background screening.
• Must be high energy and dynamic in their approach to work.  Must understand the culture of selling products and building strategic relationships.
• Proven commercial success selling directly to high caliber health care and education or similar providers in the market.
• Management of good working relationships with end customers and technology partners.
• A proven track record of success driving consultative-led complex solution sales/partnerships in over-achieving quotas.
• High-level contacts in the critical end customers, partners, agents with credibility and respect within this community are essential. An existing network of contacts at the executive level across Florida corporates is highly desirable.
• They have proven and consistent overachievers, notable achievements to be outlined and verifiable.
• Opening and referring new vertical market opportunities to the company.
• Experience selling complex, mission-critical Software as a Service solutions into a market and innovatively creating real market opportunities.
• A well-rounded individual who can drive the sales process from cold calling to structured lead generation, tracking and managing the sales pipeline, and management reporting and execution.
• Ability to think and act strategically while maintaining a pragmatic commercial perspective.
• Strong influencing style and presence; articulate and confident.
• Development of presentation and trade show materials.
• Highly committed, energetic, determined, and “win-win” mentality.

Special Circumstances: Frequent travel required (travel up to 40% time).