Sales Director

Sunnyvale

Duarte’s Sales Director is responsible for prospecting, qualifying, and cultivating new client opportunities. S/he is passionate about hunting for new business and has the contacts, networking ability and poise necessary to secure and conduct meetings with C-level and senior leaders across various disciplines (Corporate Marketing, Product Marketing, Communications, IT, HR, etc.) at Fortune 2000 companies. The Sales Director’s role is to assess the suitability of a given prospect, diagnose their communications challenges, recommend appropriate Duarte solutions, and then partner with our Account Services (and other) teams to secure the business. While the bulk of our business is generated through referrals and word of mouth, we want to accelerate our growth by hiring a Sales Director who can proactively secure new business from high value potential prospects. Our ideal client is one who aspires to true greatness, who recognizes the power of persuasive communications, and who desires a trusted partner to help up-level the effectiveness of their presentations and related communications.

RESPONSIBILITIES

Qualify leads and cultivate relationships and opportunities with prospective clients

  • Find and qualify prospective clients to determine if they are a potential fit for Duarte
  • Effectively communicate Duarte’s unique service offerings and value proposition
  • Diagnose and frame client’s challenges with a unique and insightful point of view
  • Foster an ongoing pipeline, identifying, engaging, and tracking viable prospects through research, industry events, direct outreach, and informal networks

 

Acquire new client relationships

  • Identify and secure opportunities to engage senior-level leaders in deep discussions about their communication challenges, ways to approach solving them, and how Duarte can help
  • Establish credibility through a consultative sales approach
  • Collaborate with Duarte’s executive team to develop and deliver solutions that address the unique needs of a prospect and bring their messages to life
  • Lead the process of cultivating the relationship from initial conversation through securing the partnership, and preparing it for handover to our Account Services teams
  • Coordinate with Account Services to create proposals that reflect the needs and aspirations of the prospect and the unique value Duarte can deliver
  • Fluent in social media marketing with ability to partner with Duarte marketing team to design and build tools to increase pipeline and close rates, while shortening the sales cycle

 

Act as an ambassador for Duarte

  • Model how Duarte shows up – being consistent with Duarte values and establishing  first impression of what clients can expect
  • Attend industry events looking for prospects

 

SKILLS

  • Ability to generate leads
  • A broad understanding of and curiosity for business communications strategy
  • The presence and confidence to be a strategic advisor to senior executives
  • Business analysis and financial management skills – excellent at researching, analyzing and monitoring financial, technological and demographic factors to capitalize on new business opportunities
  • Self-directed, able to manage multiple activities, and prospers in ambiguity
  • Exceptional written and verbal communication skills

 

QUALIFICATIONS

  • 10+ years’ experience at a management consultancy, agency, or in-house at a company or organization in a consultative sales  function
  • Experience and contacts across a range of industries preferred, such as software / technology, automotive, energy, financial services, consumer packaged goods, media, healthcare, biotech, pharma, etc.
  • Experience working closely with senior leaders, pitching work or solving problems
  • Enjoys an entrepreneurial atmosphere, but has been through the experience of scaling up an enterprise to significant organization size and revenues, building a high functioning sales team, etc.
  • B.A. degree in Marketing/Communications; MBA, or other advanced studies preferred