Director - Enterprise Sales - San Diego

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours.

Job Summary

The Field Regional Sales Director will be responsible for managing all sales activities within a defined district for Enterprise Sales with the focus of meeting Sales Targets. The Field Regional Sales Director will manage a team of Account Executives in the field and oversee Team performance, focusing on developing new business with existing customers and acquire new customers across a Named Account List. Working with our Sales Leadership, Internal Support, and our Training and Development Teams the Field Regional Sales Director will be enabled to position SHI’s Innovative Solutions and World Class Support to their Target Customer List.

The Director of Sales is responsible for developing and executing strategic sales plans to achieve organizational targets and drive revenue growth, while leading a high-performance sales team through effective coaching and management. This role involves identifying new business opportunities, building strong client and partner relationships, and overseeing sales budgeting and forecasting. Additionally, the Director collaborates with marketing and product teams, ensures compliance with sales standards, and drives innovation in sales processes, providing strategic insights to senior leadership.

This is an outside sales position. As such, the Field Regional Sales Director is expected to spend 50 percent or more of the time outside of an office interfacing and building relationships with existing and potential SHI customers, identifying new opportunities, networking, and following up on potential leads. The Field Regional Sales Director must be self-motivated and comfortable working with limited direction and oversight.

Role Description

• Develop and execute a strategic sales plan to achieve organizational sales targets and drive revenue growth in alignment with business objectives.

• Provide dynamic leadership to the sales team, cultivating a high-performance culture through effective coaching, motivation, and performance management.

• Identify and pursue new business opportunities, leveraging market insights and competitive analysis to expand the customer base and increase market share.

• Build and maintain strong relationships with key clients, partners, and stakeholders to enhance customer satisfaction and loyalty.

• Oversee the sales budgeting and forecasting process, ensuring accurate financial planning and resource allocation.

• Monitor sales performance metrics and analyze data to identify trends, opportunities, and areas for improvement, driving accountability and continuous improvement.

• Collaborate with marketing and product teams to develop and implement effective sales strategies and campaigns that align with market demands.

• Ensure compliance with sales policies, procedures, and ethical standards, safeguarding the organization’s reputation and integrity.

• Drive innovation and continuous improvement in sales processes and practices to enhance efficiency and effectiveness.

• Report on sales performance, challenges, and strategic initiatives to senior leadership, providing actionable insights and recommendations.

Behaviors and Competencies

• Business Development: Can lead strategic business development initiatives, inspire others to identify and seize business opportunities, and foster a culture of continuous business growth and improvement.

• Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.

• Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.

• Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.

• Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization.

• Negotiation: Can lead strategic negotiations, inspire others to develop negotiation skills, and foster a culture of constructive dialogue and compromise.

• Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.

• Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.

• Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.

• Impact and Influence: Can drive organizational change and win the support of key stakeholders through effective influence and persuasion.

• Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.

• Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.

Skill Level Requirements

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Expert

• Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Expert

• Familiarity in using Microsoft Dynamics AX for enterprise resource planning, including tasks such as order tracking, inventory management, and financial reporting. - Expert

Other Requirements

• Completed Bachelor's Degree in Business or a related field, or relevant work experience required

• 7-10 years of experience in Sales or a relevant functional area

• 4+ years of experience in a management position required

• Ability to travel to SHI, Partner, and Customer Events

• Ability to travel 25%

• Ability to travel to customer sites within dedicated territory

The estimated annual pay range for this position is $250,000 - $400,000 which includes a base salary and commissions. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status