Executive Director of Sales - Madison - Communications Engineering Company (CEC)

Description

CEC is looking for an Executive Director of Sales who wants more than a number on a dashboard. This is a senior leadership role for someone who wants to build teams, shape strategy, influence the market, and personally drive meaningful revenue growth.

If you thrive at the intersection of people leadership, data-driven selling, and complex enterprise deals, this role gives you real ownership - of revenue, culture, and customer experience.

Why this role matters

As Executive Director of Sales, you are accountable for revenue, margin, and managed services growth, while also helping define where CEC goes next. You'll lead a team of Account Managers, Sales Executives, and Business Development leaders - and still stay close to the action as a personal producer.

You'll work directly with executive leadership to:

• Set the sales vision
• Shape offerings customers actually want
• Build a predictable, scalable revenue engine

CORE RESPONSIBILITIES

• Achieve Revenue, Margin, and Managed Services Quota: Hits annual revenue quotas set for each technology category, along with the overall revenue goals. Drives margin, managed services, and revenue growth. EDS maintains overall margin at least 30%
• Growing People: The EDS is focused on growing their people. The successful EDS utilizes the tools that CEC has invested in to ensure that their team continues to grow. This includes
• Weekly Account Planning Sessions: The EDS works with each of their team members on at least three accounts every week for the sales executives and at least one account every week for the Enterprise Account Managers
• Ride alongs and coaching sessions: The EDS should be spending the majority of their weeks in the field with their reps to move opportunities forward, uncover new opportunities, and help ensure that the CEC Experience is delivered to all customers.
• Annual Individual Development Plan: The EDS will create and discuss an annual IDP for each of their direct reports. The IDP should be focused on the Sales Executives Career goals. This document should be created at the begging of each year and should be reviewed monthly during the RAP session.
• Territory Management: The EDS will be responsible for creating a focus account list of up to 100 accounts for each of their assigned sales executives. The EDS will be constantly evaluating those lists to ensure that the customers that the sales team are targeting are customers that see value in CEC's solutions.
• Maintain a list of personal hold accounts: The EDS should have no more than 5 Hold accounts that they manage on their own.
• Partner with product Managers: The EDS should have a rhythm with the product Managers of each technology. The purpose of this is to provide market feedback to them, keep up with changing technology trends, and ensure that CEC has solutions that meet customer needs. This should be done Quarterly to ensure that market situations are identified and documented.
• Weekly PMO and Operations Huddle: The Successful EDS partners with their vertical leader in the PMO/Operations department. The EDS creates a successful handoff of our CEC Experience Wheel from the Solve section to the implementation section. The EDS coaches their sales team to have accurate Statements of Work, ensures that executive summaries are part of every proposal, and holds their team accountable to the knowledge transfer piece of the CEC Experience Wheel.
• Monthly Funnel Review with the Revenue Operations Manager: The EDS utilizes data to understand where their team's blind spots are located. The EDS should be engaging monthly with the business intelligence manager to understand their funnel, how much additional funnel is needed to hit quotas and to provide feedback on key deals to the business intelligence manager. The ROM works with the operations team on hiring teams for upcoming projects and it is critical that the EDS and the BIM work together to bring visibility to the needs of the organization.
• Client Business Review Creation and Deliverables: The EDS is responsible for ensuring that assigned CBRs are created and delivered to customers during their prescribed time each year. The EDS also needs to advocate for new customers to be added to this list on an annual basis.
• Holds the CEC Experience to the highest regard: Each grey line is a handoff and the EDS ensure that the handoff between 1,2 and 3 create outstanding customer experiences. The EDS utilizes the APS and CBR process to ensure the fifth wedge is executed with all of CEC targeted customer base.
• Other duties as assigned.

SUPERVISORY RESPONSIBILITIES

• Uphold CEC Sales Methodology: The EDS will understand and coach Cultative Sales, and the CEC Key Account Management Process for the sales professionals that they manage.
• Lead Consultative Selling Conversations: The EDS will utilize the CEC sales process of assessments and presentations to spark consultative selling conversations with customers. Coaching their sales team to utilize assessments, the EDS will help their sales executives to solve business challenges VS providing parts quotes. The EDS will strive to create platforms for their customers, which result in a better customer experience, higher margins, and managed services.
• Spearhead a team of sales hunters to quota attainment: The EDS will hire, train, and coach a group of sales hunters. The EDS is responsible for inspiring their team and should see 70% of their team hitting their annual quotas. The EDS should also be focused on growing new logos. Each year they should be focused in attaining 20% of their revenue as new business.
• Annual Quota Creation: The EDS will work with the VP of Sales to create data driven quotas for their team each year. The EDS will analyze their pipeline and company inanities to determine realistic company goals that drive growth towards 50% of CEC's revenue being Managed Services.
• Recruit Sales Professionals: The EDS is responsible for ensuring that they always have their territories staffed with the correct amount of Sales Professionals. This requires working with the EDS- Services to ensure their team is ready to take on the next role and doing external recruiting.
• Ensure Accurate Monthly Forecast: The EDS is responsible for working with their team to ensure an accurate monthly booking forecast. This entails having great account control and knowing which deals will book, cleaning up future opportunities, and having visibility in the coming months on potential bookings. Data integrity in the forecast is critical to CEC having the correct people ready to installs ad they book and because of this, forecasting accuracy is one of the major success traits of managing sales executives at CEC.
• Ensure CRM integrity: CEC's sales organization is a data driven organization that focuses on winning the right deals. In order to utilize this data, the EDS needs to ensure accuracy with their sales professionals' CRM. This includes reviewing the data during the weekly account planning, utilizing the report function to manage opportunities, and working directly on opportunity management as key opportunities arise.

Preferred Qualifications

• At least five years selling to Enterprise customers resulting in sustained recurring annual spend of $1M+.
• Experience working in or with Systems Integrators, or low voltage systems
• Miller Heiman Sales Certification or similar sales training program
• com background.
• At least five years in a sales role or sales leadership role
• Documented History of exceeding a sales quota
• History of selling deals over $500k

Personal Attributes

• Strong interpersonal skills, ability to communicate and lead well at all levels of the organization and with staff at remote locations essential.
• Strong problem solving and creative skills and the ability to exercise sound judgment and make decisions based on accurate and timely analyses.
• Excellent Presentation Skills, large and small groups
• High level of integrity and dependability with a strong sense of urgency and results-orientation.
• Ability to work in a growth driven organization.
• Personal Accountability/ Self Starter.
• Driven to succeed
• Desire to build an organization they way that they like it.

Other Skills & Abilities

• Strong knowledge of low voltage systems, including audio, video, security, fire alarm, wireless, and data networks.
• PC proficiency is essential (Windows environment) and strong working knowledge of Excel is preferred.
• com experience preferred
• Ability to define problems collects data, establish facts and draw valid conclusions.
• The duties of this job require the employee to effectively talk and hear English language communications.
• The employee is required to stand, walk, climb, sit and use hands and fingers.
• Some light lifting of objects is required.
• Reaching, grasping and carrying activities also required.
• Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception and the ability to adjust focus.
• Above average intellectual ability and excellent judgment are needed to deal effectively with a wide range of problem solving and trouble shooting activities.
• This job is primarily located in a private office.
• The noise level in the work environment is usually moderate.
• Although most work is performed inside, occasional outside activities are subject to seasonal temperature fluctuations.

"Essential duties and responsibilities" describe those functions considered to be essential to the performance of the job. All requirements may be modified to reasonably accommodate individuals with disabilities.