Managing Director, Commercial Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee a commercial region as a business leader, taking charge of regional new client acquisition, profit-driven revenue growth, and P&L performance.

• Develop and lead a high-achieving team of Sales Directors.

• Take responsibility for regional pipeline development, coverage, quality, aging, stage progression, conversion, and opportunity balance.

• Monitor commercial metrics, including pipeline, win rate, cycle time, conversion, forecast accuracy, revenue, margin, and sales productivity.

• Manage sales cycles based on segment, deal size, solution, and purchasing process.

• Establish precise forecasting, maintain a disciplined operating rhythm, ensure strong CRM hygiene, conduct deal inspections, and facilitate timely interventions.

• Lead high-value and complex opportunities, focusing on deal strategy, commercial structuring, pricing, negotiation, risk management, and executive involvement.

• Collaborate with Finance, Credit/Risk, Legal, Operations, Product, Pricing, and other stakeholders.

• Define regional sales strategy and translate it into territory priorities, pipeline necessities, account focus, and actionable measures.

• Mentor Sales Directors in prospect strategies, discovery, business-case formulation, executive engagement, commercial structuring, negotiation, and closing techniques.

• Allocate leadership focus and company resources across various opportunities, territories, and sales teams.

• Enhance team capabilities through coaching, constructive feedback, development plans, succession planning, and selective external recruitment.

• Represent the region in strategic planning, budgeting, forecasting, and leadership discussions.

⛳️ Requirements

• Extensive experience in leading complex B2B enterprise sales teams.

• Proven track record in securing new business within multi-stakeholder environments.

• Experience in leading senior sales professionals.

• Proven ownership of significant revenue targets or P&L responsibilities.

• Proficient in utilizing commercial analytics to enhance performance.

• Experience in influencing C-suite decision-makers.

• Strong comprehension of financial statements, deal economics, risk management, and commercial structuring.

• Ability to navigate complex enterprise sales involving multiple stakeholders, sophisticated procurement processes, financial analysis, extended sales cycles, and challenging negotiations.

• Competence in hiring, onboarding, coaching, managing performance, developing, and planning succession for Sales Directors.

• Experience in fleet management is advantageous but not mandatory.

• Must be based in the U.S. within the assigned region.

• Willingness to travel extensively within the assigned region and for essential prospect, client, and team engagements.

• Successful completion of a background check post-conditional offer, if necessary.

🏝️ Benefits

• Extensive health and welfare benefits.

• A culture that prioritizes wellness.

• Paid time-off programs, including vacation, sick leave, and holidays.

• Annual incentive programs, comprising bonuses, commissions, or other performance-related compensation, applicable to the role.

• Tuition reimbursement opportunities.

• Retirement savings plans.

• Disability-related accommodations provided during the application and interview process.