Director of Sales (Security Systems Integration)
Allied Universal - New York City, NY
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Allied Universal® Technology Services, one of the largest security systems integrators in the United States, offers comprehensive and integrated technology solutions to help clients mitigate risk and protect people and assets. Allied Universal® Technology Services all-inclusive service approach offers intelligent and seamless technology solutions from electronic access control, video surveillance, fire/life safety, alarm monitoring, emergency communications, technological threat management and response, and other smart tech innovative solutions, including a broad array of hosted /managed services via the company''s Monitoring and Response Center (MaRC), and the Global Security Operating Center.We are in a growth mode and continue to hire talented Installation and Service Technicians, Monitoring Agents, Coordinators, Project Managers, Engineers, Architects, Branch Leadership and Sales Professionals. We offer medical, dental and vision coverage, life insurance, 401K, employee assistance programs, company discounts, perks and more! Start your phenomenal career with Allied Universal® Technology Services today!Allied Universal Technology Services is hiring a dynamic and strategic Director of Sales that will develop the sales strategy and execution plan, the Mid-Atlantic region, while leading a team to generate new and profitable sales and revenue within the electronic security and converged solutions marketplace. The Converged Security Solutions includes: (Access Control Systems, Video Surveillance Systems, Intrusion & Perimeter Detection Systems, Intelligent Video Systems with Analytics, Physical Security Devices, Hardware & Personnel, Security Operations Center Systems, Physical Security Information Management Systems (PSIM), Artificial Intelligence, Service Maintenance Plans, Hosted, Managed and Monitored Services, etc.)The Regional Sales Director will recruit, hire, coach and support the activities of the team to achieve sales and profit objectives. It is critical that the Regional Sales Director leverage prior insight selling knowledge within the contractor, consultant and vendor community. Responsibilities include working in a team environment to develop responses to deliver winning business development opportunities, maintaining a comprehensive knowledge base of security issues in vertical and horizontal market(s). Sales is a key partner, focusing on winning the right clients, developing customer intimacy, and understanding needs by ensuring proposals meet specific client needs. It is critical that the VP Sales not only achieve financial sales goals, but also engage with the team to provide our clients with quality service that fully represents Allied Universal Technology Service''s culture. The Director of Sales will report to the Regional Vice President to lead, coach, train, and develop sales teams, sales capture strategies, and account development initiatives in order to achieve and exceed sales bookings targets.PRIMARY RESPONSIBILITIESCollaborate with the regional management team to lead, coach, train, and develop sales teams providing focus, direction, and strategies for the development of both Enterprise & Commercial customers and prospectsCollaborate with the Vice President of Sales Operations to implement and drive adoption of sales tools, training and standards within the sales team.Mentor and coach sales professionals to identify, target, qualify, and acquire new customers on prospecting plans. Support activities within their assigned vertical markets, complex subjects, and complex negotiations.Provide strategic direction and management to assist the assigned region in achieving booking and business development targetsAttend ongoing customer-facing meetings with sales professionals adding insight and strategic coaching in a sales environmentMaintain thorough knowledge of industry, structure, trends, and issues to ensure full discovery and understanding of customer''s primary business goals, operations, challenges, and requirementsAssist the field sales teams with the development of existing customer accounts and relationships, examines the customer''s business and find the strategic impact of our offering to the customerDisplay a high level of critical thinking in bringing successful resolution to high-impact, complex, and/or cross-functional opportunitiesDrive collaboration and provides capture management on strategic deals, including development of capture strategies, cross-functional team coordination, customer presentations, and price settingDevelop and monitor sales account plans and progress, including market conditions, customer needs, and competitive activity; provide progress and execution updatesConduct weekly pipeline reviews with sales professionals and manage sales activity to ensure pipeline is diverse and robust to meet assigned sales goals and targetsCultivate effective business relationships between sales professionals and customers in order to communicate full scope of Allied Universal Technology Services'' (AUTS) solutions and services to meet customer business goals and achieve company sales objectives, including sales volume and market shareEstablish strong sales practices with the team to drive individual and regional performance to consistently meet and exceed company and Regional sales goalsManage expenses and maximizing return on investment and profitObserve and enforce company policies and proceduresREQUIRED SKILLS AND EXPERIENCEThe ideal candidate will have a Bachelor''s Degree plus at least 5 years of industry experience in sales management. Over 10 years of Sales Management experience will be considered in absence of a degree. We also seek the following:Proven success in hiring the best sales talent and effectively managing a sales team''s performance to achieve superior results through performance coaching and employee developmentDemonstrated experience overseeing key sales activities such as negotiations, account & project capture management, prospecting, strategic selling, proposal development, estimating, presentations and public speakingExceptional organizational skills, sales management skills, and communication skills with all levels of field sales and leadership teams, Directors, and Executives.Strong networking experience and desire to join associations to position Allied Universal Technology Services as the industry leaderMetrics driven leader that effectively leverages data through to report sales performance to executive leadersFormal sales training on strategic consultative selling techniquesIndustry subject matter expert demonstrating comprehensive knowledge of organization''s business practices and challenges faced while identifying and implementing resolution to overcome these challenges.Experience using a formal, defined sales processAbility to travel throughout all areas of the territory, including 25% overnight travelDemonstrated ability to work in and facilitate in a team oriented management environment to help identify and solve problemsWorld class interpersonal and communication skills, including highly effective written and oral deliveryCollaborative leadership ability to get along with other employees, work under stress and continuously improveAbility to deal with internal and external customers to ensure compliance with fair employment practices and perform multiple tasks in a timely, courteous and professional mannerHighly effective leader with the ability to build strong relationships internally with all levels of the organization and manage under difficult service delivery timeframesDedication to high quality customer service delivery and integrity through proven client and customer relationshipsProficient in web-based applications (i.e. ), and programs (Microsoft Word, Excel and PowerPoint), to effectively edit and create reports, database entries and presentation materialsAllied Universal® provides unparalleled service, systems and solutions to people and businesses within our local communities, and is North America''s leading security services provider. Allied Universal delivers high-quality, tailored solutions, which allows clients to focus on their core business. For more information: proudly support the Veteran Jobs Mission, a group of over 200 companies that have committed to collectively hiring a total of one million military veterans. EOE/Minorities/Females/Vet/Disability/Sexual Orientation/Gender Identity Allied Universal Services is an Equal Opportunity Employer committed to hiring a diverse workforce.Allied Universal® provides unparalleled service, systems and solutions to people and businesses within our local communities, and is North America''s leading security services provider. Allied Universal delivers high-quality, tailored solutions, which allows clients to focus on their core business. For more information: proudly support the Veteran Jobs Mission, a group of over 200 companies that have committed to collectively hiring a total of one million military veterans. EOE/Minorities/Females/Vet/Disability/Sexual Orientation/Gender Identity Allied Universal Services is an Equal Opportunity Employer committed to hiring a diverse workforce.
Created: 2021-11-29