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Sr. Sales Director

Performant Financial


Location:
Livermore, CA
Date:
06/22/2017
2017-06-222017-07-22
Job Code:
2017-80-1R-002
Categories:
  • Sales / Business Development
Performant Financial
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Job Details

Performant Financial Corporation

Performant Corporation is an Equal Opportunity Employer (Minorities/Females/Disabled/Veterans).

Sr. Sales Director
Job Code:2017-80-1R-002
Location:Remote - Livermore, CA
Status:Regular Full Time
  
Responsibilities:
As the Sr. Director of Sales you will have the responsibility for growing our business by promoting and selling Performant solutions in both government and commercial markets.  You will be accountable for achieving assigned revenue and market expansion goals by driving the sales life-cycle for assigned territory and market focus, and educating potential clients on how Performant’s solutions can impact their  bottom line.  Job duties include, but not limited to:

Sales and Marketing
-Meet assigned financial targets for new business
-Develop sales pipeline and tracking of all sales activities
-Leverage relational network within assigned territory to source leads and identify opportunities to expand Performant’s footprint and create sales opportunities
-Develop sales discussions and definition of offerings with existing clients for service expansion opportunities
-Understand target company business and educate target companies on Performant offerings to identify solution opportunities
-Builds forecasting and account strategies for assigned territory
-Successfully manage and execute simultaneous opportunities
-Develop and Deliver effective tools and presentations to prospects and articulate Performant’s message, solutions and key differentiators
-Continuous evaluation of sales performance against objectives, and adjustment to territory strategies as needed to meet business objectives
 
Relationships and Collaboration
-Build relational network within assigned territory without losing sight of the ability to close business
-Build relationships and collaborate internally effectively
-Leads cross functional activity required to support the sales cycle
-May mentor and train other sales staff

Solution Delivery and Client Satisfaction
-Partners with Account and Program Management to ensure successful customer implementation strategy and successful transition from sales to solution implementation
-Establishes feedback process with application Account and Program Managers to support and influence solution implementation as needed
 
Other
-Participate in developing sales tools and process based on best business practices and sales strategy
Travel as required
 
Required Skills and Knowledge:


-Strong understanding of the Recovery and BPO industries, and demonstrated ability to navigate within it to identify key stakeholders and acquire new clients
-Strong understanding of and ability to manage full sales lifecycle for solutions and/or consulting services
-Ability to manage and execute multiple sales cycles simultaneously with exceptional organizational skills and focus under pressure
-Proven success in consistently developing and managing pipeline that results in new contracts aligned with company objectives, while meeting and exceeding objectives and sales targets.
-Requires exceptional influencing, facilitation, and communication skills coupled with analytical and critical thinking abilities
-Demonstrated ability to develop and leverage a strong network within assigned territory and industry, bring stakeholders on board and manage relationships effectively in the best interest of the business
-Great listening skills and patience with demonstrated ability to leverage effectively throughout the sales and customer lifecycle
-Strong technical and presentation skills that can be leveraged to understand and effectively communicate -Performant solutions.
-Ability to deal well with ambiguity. Can effectively shift focus and priorities comfortably, can decide and act without having the total picture, comfortable handling risk and adversity.
-Applies excellent interpersonal skills both in one-on-one situations and in larger group meetings.
-Ability to influence at all levels, including C-level decision makers, in a positive and professional manner that aligns with Performant Company Values (People, Excellence and Innovation)
-Proven ability to work independently and in cross-functional teams, with customers and key stakeholders through collaboration, adapting and consulting.
-Possess ability to work in team environment where collaboration and the knowledge transfer process are critical for success.
-Ability to build strong relationships, credibility and trust, both internal and external to the organization
-Exercises excellent judgment and possesses a keen attention to detail
-Demonstrates initiative, creativity and innovation to drive excellent sales results
-Demonstrates good judgment by anticipating the consequences of actions and weighing multiple, sometimes conflicting, priorities
-Demonstrated ability to maintain positive attitude and good judgment in fast paced, dynamic environment
-Able to solve complex problems, and resolve disagreements with informed, rational debate.
-Acts with confidence and achieves results
-Mind-set of continuous improvement and adapts quickly to change
-Strong computer application skills (Microsoft office suite, and others)
-Ability to travel 50-75% of time

Physical Requirements:
Heavy use of computer and phone
Lift/carry/push/pull under and over 10lbs occasionally
Keying frequency, handling, reaching, fine manipulation
Sit/stand/walk 8/12 hours/day
*Travel required
 
Education and Experience:

-8+ years senior professional level solution sales experience
-5+ years sales experience in Recovery and/or BPO commercial markets, preferable in both government and commercial space
-Bachelor’s degree in business, finance, management, or equivalent combination of education and experience


Other Requirements:
*Must submit to and pass background check. Must not have any Federal or State liens resulting from County, State or Federal tax issues.  Must not have any current defaulted student loans.
*Must be able to pass a criminal background check; must not have any felony convictions or specific misdemeanors.
*Must submit to and pass drug screen.
*Performant is a government contractor. Certain client assignments for this position may require additional background and/or clearances.

Job Profile is subject to change at any time.

Performant Financial Corporation is an Equal Opportunity Employer. Performant Financial Corporation is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, ancestry, age, religion, gender, gender identity, sexual orientation, pregnancy, age, physical or mental disability, genetic characteristics, medical condition, marital status, citizenship status, military service status, political belief status, or any other consideration made unlawful by law.