Director of Sales, North America

Description

InVue

Director of Sales, North America

Charlotte, NC

What We Do:

InVue transforms how retailers protect and manage merchandise by delivering Smart Access security solutions that balance security and experience. Our connected OneKEY ecosystem combines intelligent hardware, software, and data to help retailers and brands promote, protect, and enable the purchase of all their merchandise—creating environments that work better for everyone. By eliminating friction between security and experience, we empower customers to shop freely, associates to work efficiently, and businesses to operate with confidence.

Job Summary:

Director of Sales, North America will lead, develop, and scale a world-class B2B sales organization throughout USA and Canada. Drive rapid sales growth in North America by leading, coaching, and directing the company’s direct sales team to grow existing accounts and add new enterprise retail customers.

Responsibilities:

• Develop and lead a high-performance sales organization that achieves revenue targets, new product sales goals, and gross margin goals across all product categories
• Create and execute B2B enterprise sales strategies to acquire new customers and open new vertical markets.
• Markets include Telco/Mobile Carriers, Consumer Electronic chains, HBC, DIY, Grocery, Pharmacy, Sporting Goods, Discount chains and several other B2B retail vertical markets.
• Create and execute enterprise sales strategy to penetrate deeper into current strategic customers-working across multiple departments, establishing relationships at the highest levels, and gaining customer adoption of new products and solutions
• Drive consistent execution and improvement in the achievement of key organization targets, including revenue and margin growth, accurate forecasting, and expansion of customer accounts
• Help to facilitate the adoption of InVue’s IoT and software options which add more value to our customers versus hardware security only
• Represent the North American regions interest at a global level. Provide customer feedback, market trends, competitor activity, and product insights to assist with development and prioritization of product roadmaps
• Grow and manage the company’s winning sales organization, which includes leading several remote Business Development Managers
• Collaborate with product marketing, product development and regional product managers to ensure that market trends are recognized, the customer voice is heard, and InVue’s product roadmaps are most effective
• Establish annual, quarterly, and monthly performance objectives for assigned team members
• Develop each team member’s ability to achieve key targets including increased revenue and profits, new product growth, accurate forecasting and effective problem solving
• Collaborate cross-functionally in-order to support business development, strategy formulation, new product specification, and new opportunity identification
• Identify, analyze, and report on competitive threats, competitive pricing, customer concerns, and market dynamics

Qualifications:

• Bachelor’s Degree
• Experience selling B2B technology solutions into retail is highly preferred
• Existing executive relationships with enterprise retail customers; including, but not limited to Asset Protection, Store Operations, Merchandising, Store Technology, Customer Experience
• Experience selling B2B IoT Hardware-Software products or solutions into green field or blue ocean markets, gained early customer adoption, and quickly established profitable revenue
• Strong understanding of, and experience in selling, SaaS software, including knowledge of key trends, challenges, and opportunities, with the ability to translate complex solutions into business value
• Proven ability to build, lead, and inspire high-performing sales teams in their adoption and understanding of software solutions, providing coaching, mentoring, and professional development to drive results.
• Expertise in negotiating and closing high-value, long sales cycle software-as-a-service (SaaS) deals with C-level executives, aligning business and technical objectives between InVue and our enterprise customers
• Strong track record of hiring, managing, and leading direct end-user sales organizations and major account teams that consistently achieve targets and objectives
• Experience managing revenue of approximately $50-$100 million USD
• Clear track record of acquiring new customers and bringing new products to market
• Clear examples of hiring, developing, and top grading sales organizations
• Developed VP-level and C-level relationships within strategic customers
• Gained adoption of new products and product categories within existing customers
• Excellent presentation skills
• Ability to travel 60%+ with no restrictions

InVue Security Products, Inc is an Equal Opportunity employer. Federal law prohibits employers from discriminating against any applicant for employment because of applicant’s race, sex, color, religion, national origin, age, or disability. InVue Security Products, Inc. is fully committed to complying with Federal law and will not discriminate against any applicant for employment.