Sales Director, Manufacturing and Energy - Los Angeles, United States - Point B
Description
Point B is a consulting firm that is trusted by the world's leading organizations and specializes in business transformation and technology services.
We are committed to making an impact for our customers and leveraging technology to unlock human potential.We help accelerate our customers' progress toward meaningful outcomes by bringing together cross-industry expertise, proven process, and transformative technology to activate shared potential.
Our diverse set of experts spans13 U.S. locations, with international reach via our partnership withNextcontinent. We're united by our desire to help our customers succeed, wherever they do business.
Point B has been consistently recognized as one of the best places to work by Fortune magazine, The Wall Street Journal, Consulting magazine, BuiltIn, , and many others.
As a member of the Dedicated Sales team in Growth, this role is responsible for driving sales in specific industry segments and geographies.
Responsibilities include New Client Development (NCD) and working with Point B industry teams to develop and drive business expansion into new areas within existing clients (ECD).
This role will expand the sales and prospecting approach within Point B to effectively drive more high-value strategic offerings and outcomes for our clients.
WHAT YOU'LL GET TO DO:
Working with industry segment leaders, lead growth efforts across a portfolio of strategic customers/prospects to achieve customer and industry segment growth goals
Understand industry trends and competitive positioning for assigned industry
Lead/contribute to growth strategy discussions for assigned industry segments / customers
Understand customer strategic objectives and align growth plans to these objectives
Represent Point B brand and competitive positioning in prospecting discussions and sales pursuits
Employ leading business development approaches and an advisor mindset to provide an authentic, customer-centric buying experience for customers
Lead and drive customer pursuits from prospecting to closed sale
Achieve annual sales targets for outcomes based sales
Achieve target margins
Accurately track activities, leads, opportunities, and the sales forecast to ensure an accurate depiction of the direct sales pipeline at all times
Develop and maintain a strong professional network and intentionally add value to network contacts
Develop solid and long-term relationships with customer executives
Coach and mentor non-sales professionals in sales best practices
Deliver effective sales discussions and proposal presentations
Explore and recommend alternative sales and lead generation channels
WHAT WE OFFER:
The ability to chart your career path based on your expertise and passions
An environment that encourages you to identify new opportunities and supports you in reaching your goals
The opportunity to build and be part of a fun and collaborative culture with teams that are as passionate about their communities as they are about their clients
A comprehensive, flexible Total Rewards program that supports and recognizes each's unique needs and contributions to the firm
WHAT WE EXPECT YOU'
VE ALREADY DONE:
B.A. or B.S. degree required
5-8 years of consulting sales experience in industry; full cycle from lead generation to close of sale
Passion for growing Point B
Minimum of 5 years proven success in selling outcomes based consulting services, focused on the development of new clients, at a pace of $5-6M per year or greater
Demonstrated consulting agility and flexibility to build rapport with clients at all levels of the organization and drive to successful outcomes in the best interest of our clients
5-8 years of proposal development experience
Demonstrated understanding of Point B services, capabilities, and offerings and how to sell and market to clients
A deep and broad professional network that aligns to our target client base in the assigned industries
Ability to work effectively with a matrix organization offering a broad range of services
Expertise in managing and accurately forecasting sales cycles ranging from one to twelve months
Excellent organizational, negotiation, presentation, analytical, written, and verbal communication skills
THE KIND OF PEOPLE WE LOOK FOR:
Innate problem solvers who want to grow in a flexible, collaborative culture
Engaging leaders who make a positive impact on their firm, clients, and communities
Successful in ambiguous environments
Desire to and ability to learn
Passion for Point B's Mission, Vision, Values & Culture
Gets it done brand and attitude
Ability to work from home
Ability to work non-standard work hours when necessary
Ability to sell virtually and travel up to 40% to support pursuit of new and existing client opportunities
COMPENSATION AND BENEFITS:
The estimated base salary range for this role is $150,000 - $180,000 USD per year plus a target incentive opportunity that may exceed 100% of base salary.
Individual salaries vary on a number of factors including but not limited to geography, skills, education, experience and unique qualifications where applicable.
Bonuses are awarded at Point B's discretion and are based upon individual contributions and overall firm performanceINTRIGUED TO LEARN MORE?
When you apply for this role, your information will be personally reviewed by our talent acquisition team (not by a robot).
You can expect to hear back from us with feedback if we think there could be a fit and what next steps look like.
WHAT MAKES POINT B DIFFERENT?Our Founding Purpose and Values.
Because our teams help organizations solve their greatest challenges, we've created an inclusive culture that attracts and retains the world's best talent.
Be part of a collaborative culture where we build lasting relationships with each other, our customers, and our communities.
Benefits - Point B rewards high performance with a total rewards approach that includes competitive base pay, benefits, and short-and long-term incentives - as well as flexibility, leadership development opportunities, and a culture designed to help our diverse team of individuals flourish.
Our Employee Stock Ownership Plan is a non-contributory retirement vehicle that grows over time from annual allocations (based on individual compensation) and the value of our company.
Award winning - We are proud to be named a Best Workplace in the US by Fortune magazine, Best Workplaces for Millennials, and Best Workplaces for Women in addition to other awards regarding our workplace inclusivity.
We provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
You can read more about our commitment to diversity on our website.
Point B is committed to providing equal opportunities for persons with disabilities or religious observances, which includes providing reasonable accommodation for in any individuals with disabilities or for religious purposes.
Applicants with disabilities may contact our Accommodations team at or to request and arrange for accommodations through the application and/or recruiting process.
If you need assistance to accommodate a disability or religious observance, you may request an accommodation at any time.Please note:
This mailbox is only for accommodation requests or questions. Please use the Contact Us form for any recruiting inquires.
Legal Information for Job Seekers can be accessed on our Careers Website.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.