Executive Director of Sales

CEC is looking for an Executive Director of Sales who wants more than a number on a dashboard. This is a senior leadership role for someone who wants to build teams, shape strategy, influence the market, and personally drive meaningful revenue growth
.

If you thrive at the intersection of people leadership, data-driven selling, and complex enterprise deals
, this role gives you real ownership - of revenue, culture, and customer experience.

As Executive Director of Sales, you are accountable for revenue, margin, and managed services growth
, while also helping define where CEC goes next. You ll lead a team of Account Managers, Sales Executives, and Business Development leaders - and still stay close to the action as a personal producer
.

You ll work directly with executive leadership to:

• Set the sales vision

• Identify market trends

• Shape offerings customers actually want

• Build a predictable, scalable revenue engine

CORE RESPONSIBILITIES include, but are not limited to the following:

• Achieve Revenue, Margin, and Managed Services Quota: Hits annual revenue quotas set for each technology category, along with the overall revenue goals. Drives margin, managed services, and revenue growth. EDS maintains overall margin at least 30%
• Growing People: The EDS is focused on growing their people. The successful EDS utilizes the tools that CEC has invested in to ensure that their team continues to grow. This includes
• Weekly Account Planning Sessions: The EDS works with each of their team members on at least three accounts every week for the sales executives and at least one account every week for the Enterprise Account Managers
• Ride alongs and coaching sessions: The EDS should be spending the majority of their weeks in the field with their reps to move opportunities forward, uncover new opportunities, and help ensure that the CEC Experience is delivered to all customers.
• Annual Individual Development Plan: The EDS will create and discuss an annual IDP for each of their direct reports. The IDP should be focused on the Sales Executives Career goals. This document should be created at the begging of each year and should be reviewed monthly during the RAP session.
• Territory Management
  :
  The EDS will be responsible for creating a focus account list of up to 100 accounts for each of their assigned sales executives. The EDS will be constantly evaluating those lists to ensure that the customers that the sales team are targeting are customers that see value in CEC s solutions.
• Maintain a list of personal hold accounts
  :
  The EDS should have no more than 5 Hold accounts that they manage on their own.
• Partner with product Managers
  :
  The EDS should have a rhythm with the product Managers of each technology. The purpose of this is to provide market feedback to them, keep up with changing technology trends, and ensure that CEC has solutions that meet customer needs. This should be done Quarterly to ensure that market situations are identified and documented.
• Weekly PMO and Operations Huddle
  :
  The Successful EDS partners with their vertical leader in the PMO/Operations department. The EDS creates a successful handoff of our CEC Experience Wheel from the Solve section to the implementation section. The EDS coaches their sales team to have accurate Statements of Work, ensures that executive summaries are part of every proposal, and holds their team accountable to the knowledge transfer piece of the CEC Experience Wheel.
• Monthly Funnel Review with the Revenue Operations Manager
  :
  The EDS utilizes data to understand where their team s blind spots are located. The EDS should be engaging monthly with the business intelligence manager to understand their funnel, how much additional funnel is needed to hit quotas and to provide feedback on key deals to the business intelligence manager. The ROM works with the operations team on hiring teams for upcoming projects and it is critical that the EDS and the BIM work together to bring visibility to the needs of the organization.
• Client Business Review Creation and Deliverables: The EDS is responsible for ensuring that assigned CBRs are created and delivered to customers during their prescribed time each year. The EDS also needs to advocate for new customers to be added to this list on an annual basis.
• Holds the CEC Experience to the highest regard: Each grey line is a handoff and the EDS ensure that the handoff between 1,2 and 3 create outstanding customer experiences. The EDS utilizes the APS and C  process to ensure the fifth wedge is executed with all of CEC targeted customer base.
• Other duties as assigned.

SUPERVISORY RESPONSIBILITIES

• Uphold CEC Sales Methodology: The EDS will understand and coach Cultative Sales, and the CEC Key Account Management Process for the sales professionals that they manage.
• Lead Consultative Selling Conversations: The EDS will utilize the CEC sales process of assessments and presentations to spark consultative selling conversations with customers. Coaching their sales team to…