Director, Sales

US-IL-Chicago | US-TX-Dallas
Category
Sales

Overview

Fuel your intellectual curiosity and professional growth. Forrester is an idea company, where smart, motivated, curious people bring a diversity of opinions and the courage of their convictions to collaborate on ideas that change the course of business. Most of all, bring a point of view; here, every voice has value. At Forrester, you’ll work with innovative clients at emerging and established brands; these are the business and technology leaders we inspire and who inspire us. The Forrester experience is built on a singular, powerful purpose: to challenge thinking and lead change.

 

 

About This Role:

Forrester is looking for a sales leader who has excellent people, business, and thought leadership skills. The Sales Director will lead a team of six to eight individual sales professionals and drive team success by guiding the creation and execution of team members’ strategic account plans. This individual will ensure that each team member's activity, skills development, and bookings goals are planned and met on a monthly, quarterly, and annual basis. The Sales Director will focus the team on serving, retaining, and growing Forrester’s largest accounts with substantial growth potential and developing the strategic selling skills of the team. This individual will enable team success through creating and maintaining a collaborative, winning team culture; continuously coaching team members; managing his or her business effectively; and being involved in key meetings with clients.

Responsibilities

  • Manage the region as a business with appropriate expense and budget controls. 
  • Act as a role model and leader within the sales organization.
  • Achieve overall team sales goals.
  • Hire, coach, and motivate individual team members for growth.
  • Forecast accurately on a monthly and quarterly basis.
  • Collaborate with other Forrester departments and sales teams to enrich business.
  • Maintain a proper product mix ratio.
  • Lead team members in the adoption of new skills (e.g., social selling). 
  • Utilize the Forrester CRM system, data, and sales methodology.
  • Assist, when necessary, with presentations to clients and prospective clients.
  • Coach and train reps on new products, systems, and strategies.

Qualifications

  • A bachelor’s degree (an MBA is a plus).
  • Ten years of sales experience, with a minimum of three years of first-line sales management experience.
  • Executive presence.
  • Proven experience managing enterprise accounts, achieving revenue goals, and managing sales strategies.
  • A strong track record of sales management in both sales target attainment and people/team development.
  • Strong high-level relationship skills.
  • Demonstrated success in designing and implementing tactical sales initiatives through data and empirical analysis.
  • The ability to thrive in a team selling environment.
  • Coaching and mentoring skills.
  • The ability to travel to local and regional client accounts with sales reps as needed.

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FLSA Status:

Exempt

Forrester Research, Inc. is an Equal Opportunity/Affirmative Action Employer that is committed to equal employment opportunity for all qualified individuals without regard to race, color, religion, national origin, ancestry, sex, age, disability, sexual orientation, gender identity and expression, marital status, genetic information, military service, veteran status, or any other status protected by applicable law. Minorities, Women, Individuals with Disabilities, and Veterans are especially encouraged to apply.

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