Director of Sales

This job oversees and manages the execution of the Sales strategy and drives growth within assigned markets through the delivery of exemplary client service for product offerings. This job manages a comprehensive portfolio and leads and motivates the team to develop a high performing culture that consistently acquires, retains and achieves projected top line revenue goals in alignment with the overall organizational strategy.
Key Accountabilities
1. Leads, coaches and manages up to 10 employees and to execute strategic selling to attain or surpass annual sales targets. Directly supervises and motivates the Account Manager, Senior Account Manager, and/or Strategic Account Director and makes all hiring, performance management and disciplinary decisions for these roles.
2. Develops and implements a comprehensive business plan/strategy for the assigned market in alignment with the organization's business goals, objectives and sales targets utilizing prescribed methodologies and tools. Works closely with Sales Operations and the Client Engagement team to leverage Cision’s evolving product and technology developments and proactively monitor industry trends and best practices to enhance overall service delivery and client experience.
3. Orchestrates the ongoing monitoring and reporting of sales performance analytics in alignment to projected sales growth. Drives accurate, relevant and timely performance metrics / reporting for the clients’ senior management and C-Suite leaders to facilitate accurate forecasts, effective planning and sound business decisions.
4. Develops, fosters and sustains key alliances with strategic partners enabling organizations to best understand customers' brand, competition and challenges, and anticipates changing business priorities to optimize account growth.
5. Grows the portfolio through proactive new business development, account assignment, right-selling of appropriate service/products to clients and collaborates with colleagues and internal stakeholders to train account executives to identify prospects, analyze, mitigate and resolve clients’ business / service challenges.
6. Leads and oversees the execution of all phases of the sales process including but not limited to; facilitating prospect training with other applicable members of support teams, creation of proposals, contract negotiations, client presentations, service level agreements, onboarding, renewals and final close.
7. Champions activities when partnering with internal support teams to streamline processes and shorten the sales cycle.
8. Liaises with industry associations and actively networks for new business opportunities.
9. Performs other duties as required.
Requirements
Qualifications
• Bachelor’s degree (or equivalent) in Media Relations, Communications, PR/Marketing, Investor Relations or a related field is preferred.
• Minimum of 8 years experience in sales account management across multidiscipline industries is required with at least 3 - 5 years' experience leading successful sales teams. Expertise within a global media distribution organization is a strong asset.
• Requires working knowledge of Canadian Anti-Spam Legislation (CASL) and Freedom of Information and Privacy Act and Regulatory Filing (Canada).
• In-depth knowledge and proven track record of success with SaaS sales and/or cloud methodology is required. Exposure to Miller Heiman or similar sales methodologies is an asset.
• In-depth exposure and success attaining sales targets and building the sales pipeline.
• In-depth expertise with Salesforce or similar CRM platform coupled with reporting capabilities.
• Advanced and demonstrated ability to build relationships, persuade and influence clients, C-Suite executives, leaders and stakeholders. Comprehensive expertise and exposure to social media and digital marketing initiatives.
• Advanced analytical skills and creative problem-solving skills, including negotiation and conflict resolution.
• Advanced time management, attention to detail and organizational skills. Adaptable and flexible with an ability to respond to changing work priorities, pressure and demands.
• Advanced listening and verbal communication skills, interpersonal skills, a consensus and relationship builder with a collaborative leadership style.
• Champions the latest sales methodologies, tools, best practices and processes in the industry / marketplace.
• Ability to work independently and as a member of a team.
• In-depth knowledge of MS Office Suite is preferred, including Word, Excel and PowerPoint. Working knowledge of web conferencing tools like Zoom.
• Fluency in English & French, written and oral is an asset.
Working Environment and Demands
• The job is primarily performed in an office setting, with the occasional need to attend / work in other office locations / client sites.
• Regular requirement for multi-tasking, simultaneous multiple urgent demands and / or work requiring attention to detail, subject to frequent, regular interruptions, or peak periods requiring an accelerated work pace or deadlines.
• Salaried job based on 37.5 hours / week, Monday to Friday This job has an occasional requirement to work a flexible schedule to meet the needs of the organization.
• Occasional travel is required to commute to client meetings, presentations and networking events across Canada.
• Sustained requirement for manual dexterity / coordination for computer use.
• Sustained requirement for light physical exertion typical of an office job, such as sitting, standing, walking and operating office equipment.
• Minimal requirement for heavy physical exertion, including sitting for prolonged periods with limited freedom to switch positions, and the ability to lift up to 20 lbs. (e.g. paper, files, office equipment machines).
• Regular requirement for low-intensity mental, visual or aural concentration for such activities as reading, inputting data within Salesforce, taking notes.
• Sustained requirement for high-intensity mental, visual or aural concentration such as account management and new business development activities, listening to calls / presentations or face-to-face interactions of a more complex nature.
Internal Contacts
• VP, Sales, VP, Sales Operations Enablement, Senior Director, Sales, other Director, Sales: To provide status updates, sales planning and escalate challenges / issues (weekly).
• Strategic Account Director, Senior Account Executive, Account Executives: To provide coaching, motivation and guidance on effective selling techniques and strategies (daily).
• Product Marketing Managers.: To understand platform enhancements, competitive intelligence etc. (daily).
• Sales Operations: To understand inquiries on contract terms, providing approval for discounts (daily).
• Sales Directors: To collaborate on best practices, key client wins and sales strategies (weekly).
• Managers/Directors Client Support: To collaborate on client onboarding, training and support (weekly).
• Finance / Payroll: To ensure efficiencies in commission calculations (monthly).
• IT: To gain access to software / platforms and/or escalate issues or challenges (as required).
• Communications / Marketing teams: To understand product/services messaging for clients and prospects, contributing to product collateral (as required).
External Contacts
• Clients: To gain perspective on needs and solutioning (daily).
• Industry partners: Networking, sharing best practices (as required).
Decision Making
The job has the accountability and authority to:
• Approve / authorize discount approvals for pricing proposals and employee expense reports.
• Make recommendations on commission payouts with the VP, Sales.
• Establish policies, procedures and processes for the team.

This job profile provides an overview of the minimum requirements of the job and does not include all the duties inherent, included or associated with the job or with the performance of the job. The Senior Leadership Team reserves the right to make changes to the job profile as it sees fit to meet the needs of the organization.