Account Director Sales
Location: London
Sales Director, BFSI
The Sales Director manages sales through the supervision of the Account Executive team, for the purpose(s) of generating net new sales, through prospecting, networking and executing on marketing initiatives to increase and maintain our footprint within a vertical team focused on the Financial Industry resulting in revenue growth and quota attainment in the Top Banks and Insurance Companies.
The role will lead and assist the Account Executives to focus on attaining Sales targets, to proactively manage sales in named Iron Mountain Global Accounts in conjunction with Managing Directors (MDs), to increase the client spend assigned customer programs through account planning, new opportunity identification, upsell execution, deal closing, and issue management.
The Director will be part of the Global Industries sales leadership team working to ensure achievement of the sales growth plan.
Manage a team of 12 Account Executives. Help to drive cross-functional collaboration with multiple teams focused on Digital, ALM and Record Management Sales and Operations.
Meet Team sales goals. Individually motivate sales teams to develop new business.
Evaluate sales representatives: sales abilities, time management, prospecting, qualification, selling skills, sales strategy, product knowledge, and proposal writing and provide formal/informal training when needed. Manage AEs by providing feedback and coaching. Help to navigate the IRM career path and manage AEs to achieve success across multiple product lines of business.
Assist in selling new business, provide sales support for the sales team, analyze account profitability and work with AEs in determining sales techniques, advertising and market penetration. Plan, develop and execute sales strategy and tailor to potential clients.
Ongoing maintenance of a sales infrastructure relating to information/reporting systems (SFDC), proposal generation, closing, communication and information sharing. Coach and assist sales representatives in the preparation of special proposals including, pricing quotations, terms of sales and transfer dates as requested by potential customers. Accountable for establishing and implementing an effective sales force through recruitment, retention and management.
Understand and maintain current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems. Keep informed on competitive services, promotional matters, sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies. Work with local Operational leadership to drive market synergy between Sales, Customer Success and Operational teams.
Proven track record and executive relationships with Global Strategic Accounts (Financial Services preferred)
Proven selling skills in a service industry
Hands-on people management/development and team building skills
Formal Sales Training received, Delivery of Sales Training a plus
5+ years of sales management with a focus on new business development, preferably in a closely related business service industry serving the financial sector
~3 years minimum selling experience in a service industry
Represent sales to the TVP, SVP and other RSMs.
Exposure to senior leaders (EVPs, SVPs, CXOs) externally (Customers, Partners) and internally (Sales, Ops)
Strong business acumen to support solving client pain points with Iron Mountain services and solutions
Review and manage the competencies, sales ability and training needs of Sales Reps
Possess a high-level of: professionalism, assertiveness, creativeness, communication and strong organizational, resourcefulness and management skills.
Sales
# Apply
