Sales Director, Northeast Region

The Sales Director for the Northeast Region (SLED + HealthCare) is responsible for managing a team of field salespeople (Account Executives) selling Gordian’s procurement solutions into the State, Local, Education, and HealthCare markets. The Sales Director actively drives and manages sales engagements through a complex buying cycle, from prospecting to closing. Meeting or exceeding bookings and revenue goals for this team is the Sales Director’s primary objective. This position requires coaching and mentoring to support the Account Executives’ direct selling activities. The candidate must possess strong presentation skills, professional written communication abilities, and strong analytical capabilities. The Sales Director should be organized and able to overcome sales obstacles using creative and adaptive approaches.

Job Requirements:

• Manage a team of 6–8 sales professionals, remotely located, to meet and exceed sales goals, including pipeline review, deal management, performance management, and development.
• Oversee all aspects of the sales process, including lead generation, qualification, evaluation, closing, and account care.
• Sell the value and ROI of Gordian’s solutions to the SLED and Healthcare market.
• Partner closely with the VP of Sales, organizational leadership, and other teams to undertake strategic, revenue-generating initiatives.
• Use market knowledge and client requirements to influence the product development roadmap and create high-growth market opportunities.
• Determine customer requirements and expectations to capture business intelligence, articulate Gordian’s value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders.
• Mentor and develop the team to deliver consistent performance to quota.
• Maintain accountability for sales efforts, including pipeline reporting, forecasting, and activity logs in the designated customer relationship management (CRM) system.
• Develop and maintain expert-level knowledge of company solutions and competition in the market.
• Manage the sales team and sales engagements through virtual tools.
• Use individual selling skills, when appropriate, to drive key revenue opportunities.
• Participate in ongoing training to increase professional growth and job effectiveness.
• Drive standardization of Gordian’s and Fortive’s business practices.

Qualifications

• Bachelor’s degree and 5+ years of sales management experience.
• 10–12 years’ experience selling technology, information services, or business services solutions in the SLED and/or HealthCare market as an individual contributor or sales manager.
• Demonstrated ability to meet or exceed a sales quota as an individual contributor and sales manager, along with a consistent track record of developing new business and managing the sales cycle from lead generation through closing, is required.
• Excellent written and oral communication, organizational, and presentation skills, along with the ability to work across a matrixed organization, are essential.
• Experience in the State, Local, and Higher Ed (SLED) Government market and/or the HealthCare market. Experience calling on Finance/Procurement and/or Facilities within SLED and/or HealthCare is ideal.
• Knowledge of construction, construction processes, and/or facilities management is preferred.
• Ability to travel up to 50% of the time, when applicable.