Sales Director

Sales Director

Location 1-2 days per week - Nottingham

About GTT:

GTT is a leading networking and security as a service provider for multinational organizations, simply and securely connecting people and machines to data and applications – anywhere in the world. We serve thousands of organizations, bringing together the right people, partners and technology to reduce the burden on IT teams and solve the most pressing networking and security challenges. Built on our top-ranked global Tier 1 network, GTT Envision is a single global technology platform to connect, orchestrate, virtualize and automate enterprise networks, enabling customers with consumable solutions to achieve business missions and meet ongoing demand when, where and how needed. Our portfolio includes SASE, SD-WAN, security, internet, voice and other connectivity options, complemented by a suite of professional services and exceptional sales and support teams in local markets around the globe. We partner with our customers to deliver Greater Technology Together. www.gtt.net.

Role Summary:

Reporting to Sales VP, the Sales Director is responsible for the development and business results of a team of quota-carrying Business Development Managers/Directors. Each Business Development Manager/Director is responsible for maintaining high activity standards, daily prospecting, pipeline and account growth, prospect qualification, adherence to GTT sales methodology, and delivering assigned monthly sales revenue targets. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution, and building a highly-empowered, constructive sales culture.

Duties and Responsibilities:

• Results-Oriented: Meet and exceed assigned monthly, quarterly, and annual sales revenue and productivity targets assigned.
• Independent: Must have a track record of operating a high-performing team with a high degree of independence and autonomy.
• Customer Experience: Ensure consistent delivery of award-winning service, starting with initial contact, setting realistic customer expectations, and taking responsibility for quick and effective hand-offs within GTT.
• Staffing: Accepts responsibility for the monthly revenue production of the sales headcount assigned. In the event of turnover, the manager understands that replacement personnel must already be hired, trained, and ready to perform
• Associate Development: Monitor and track Sales Representatives individual performance, strengths, and weaknesses, and be able to clearly communicate evaluations and execute developmental steps (Performance Improvement Plans). Coach, develop, and mentor Sales Representatives to drive continuous improvement in sales skills and product knowledge
• Manage Activities: Ensure activity standards are being delivered per representative. Demonstrate clear ability to correlate activity standards with Business Results. Role Model and Coach: Sales VP must be the most effective and skilled sales resource on the team. The ability to teach sales skills and a track record of exceeding annual sales objectives are fundamental requirements.
• Collaboration: Work with other GTT business functions to ensure effective customer hand-offs to support functions, and work to improve the effectiveness of cross-functional processes.
• Training: Work with the Director of Sales Training to identify, prepare and execute incremental sales skills or product training in order to improve close ratios and increase productivity.
• Forecasting: Must be able to confidently predict monthly/quarterly/annual sales bookings utilizing pipeline management for each Account Representative. Must commit and take responsibility for the accuracy and achievement of the sales forecast.
• Reporting: Verify daily results, and productivity measures, and assist with commission tracking.
• Process Improvement: Interface with various groups within GTT to help improve the overall sales process as well as drive the strategic initiatives of the Sales group.
• Communication: Meet with each Account Representative individually and at least weekly to review results, lessons learned, and areas for improvement. Uses this opportunity to coach Account Representatives to increase results.
• Recognition & Reward: The candidate is expected to understand the motivations and goals of each representative assigned. The manager demonstrates an understanding of how to motivate employees for their reasons and understanding of how to manage a recognition and reward program for the team.
• Performance Management: Coach lowest performers for improvement.
• Directly Involved: Recognizes that leadership is through doing. Spends the majority of time on calls with Account Representatives identifying areas of opportunity and coaching.
• Entrepreneurial: Comfortable operating in a high-growth environment where change is embraced and encouraged.
• Spirit of Intent: Understanding of the essential role of Management is to deliver business results through people. Candidates must understand that Account Representatives are their responsibility. The manager understands the responsibility of knowing and demonstrating the key values of GTT in everything that he/she does.

Required Experience/Qualifications:

• 8+ years of high performance inside or outside international enterprise mid market sales management experience in a telecommunications and/or cloud telecommunications environment.
• Proven track record of achieving measurable business results goals in a high transaction sales environment. Must demonstrate a history of quantifiable success
• Experience in a fast-paced, high-growth business environment
• Proficient in MS Word, MS Excel

Core Competencies

• Business Acumen: Knowledge of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations.
• Effective Communications: Understanding of effective communication concepts, tools, and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Problem Solving: Knowledge of approaches, tools, and techniques for recognizing, anticipating, and resolving organizational, operational, or process problems; ability to apply knowledge of problem-solving appropriately to diverse situations.
• Networking: Understanding the business value of creating mutually beneficial relationships with individuals outside of the incumbent's own organization and the ability to generate productive relationships with internal and external partners that improve access to resources and expertise.
• Sales Proposals and Presentations: Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.
• Value Selling: Knowledge of the principles and practices for selling products, technology, and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.