Sales Practice Lead

Who We Are:

Our headquarters is located in Escondido, California with remote locations across the United States, Canada, and the United Kingdom. We are a dog-friendly company that encourages our colleagues to establish a healthy work-life balance. We invest in colleagues' growth and development in many ways, including participating in Blanchard leadership training programs, individualized career development tracks, and have partnered with different companies such as Udemy, to allow our colleagues to enhance their personal and professional development through other online courses. Our company culture and values are critical to who we are and how we build connections with our colleagues and clients. As our wonderful Ken Blanchard states “no one of us is as smart as all of us”, and together we want to grow as a company and as individuals and we look for authentic, diverse talent to join our team. Check out more about us here:

Purpose: The Sales Practice Lead (SPL) plays a pivotal role in leading and driving the sales team with their respective Customer Success Team (CST) to achieve and exceed revenue targets. This position requires a strategic thinker with excellent leadership skills, a deep understanding of sales processes, and the ability to motivate and develop a high-performing sales team. The SPL will be responsible for implementing sales strategies, managing the sales pipeline, and fostering a culture of collaboration and success within the sales team. The SPL will also carry their own individual quota and contribute the success of the Customer Success Teams overall quota performance. This requires the individual to play a Player/Coach role as the SPL.

**Base salary range: $90,000 - $100,000 annually plus uncapped commission

Duties include:

• Team Leadership:
  • Provide strong leadership and guidance to the sales team, fostering a positive and collaborative working environment.
  • Collaborate with the Business Unit (BU) Leader and CST Leader to set clear performance expectations and goals for each salesperson and monitor and evaluate their performance regularly.
  • Conduct regular one-on-one and team meetings to review progress and provide feedback as well as direction and support using our SLII framework.
• Sales Strategy and Planning:
  • Ensure we are meeting or exceeding quota and meeting our sales KPI's around pipeline, quota attainment and gross margin target.
  • Collaborate with the CST Leader and BU Leader to align on effective sales strategies to achieve and exceed sales and gross margin targets.
  • Collaborate with the BU Leader and CST Leader to align sales goals with overall business objectives.
  • Collaborate with Director of Client Solutions (DCS) to ensure SMART goals are set each quarter for sales KPI's and gap plans in place.
• Pipeline Management:
  • Focus on developing a strong pipeline greater than quota, in line with our pipeline KPI.
  • Ensure pipeline includes a healthy mix of opportunities at each stage.
  • Work closely with the sales team on prospecting strategies, qualifying leads, strategizing on deal closure, and managing the overall sales process.
  • Implement and optimize CRM tools to enhance sales efficiency and effectiveness.
• Training and Development:
  • Identify training needs and opportunities for professional development within the sales team.
  • Provide ongoing coaching and mentorship to enhance the skills and performance of individual team members.
  • Foster a culture of continuous learning and improvement within the sales organization.
• Performance Analysis and Reporting:
  • Track and analyze sales performance metrics to evaluate the effectiveness of sales strategies to ensure sales KPI's are met: quota attainment, gross margin targets and pipeline health.
  • Prepare and present regular reports to CST Leader and BU Leader, highlighting key performance indicators, trends, and areas for improvement.
  • Collaborate with other departments to ensure a seamless customer experience.

Knowledge, Skills, and Abilities

• Strong leadership and interpersonal skills, with the ability to motivate and inspire a sales team.
• Excellent communication, collaboration and negotiation skills.
• Strategic thinker with the ability to analyze data and market trends.
• Knowledge and use of Blanchard's leadership models.
• Familiarity with CRM tools and sales technology

Who You Are:

• Results-driven and goal-oriented.
• Adaptable and able to thrive in a fast-paced and dynamic environment.
• Strong problem-solving skills.
• Ability to build and maintain positive relationships with clients and team members
• Ability to lead change and address conflict effectively

Education:

• Experience in sales, and in people, management with a successful track record of achieving and exceeding sales targets.
• Bachelor's degree in business, marketing, or a related field

Some of our perks include:

• Competitive salaries
• Medical, dental & vision plans
• Voluntary Life and AD&D
• Long Term Disability
• Unlimited Paid Flex Time
• Paid holidays & wellness days
• Hybrid & remote work options
• Schwab 401(K) plans + matching
• Physical & Mental Health support programs
• Employer paid Norton LifeLock (identify theft protection)
• Blanchard leadership & training programs
• Career development opportunities

Work Environment:

Normal office environment to include sitting for extended periods of time to read, write and operate computer at desk. Requires adaptability, quick decision making, ability to interpret data, dependability, good judgment, reading, social skills, stress controls, ability to work independently.

• Statistically, women and people of color are less likely to apply if they do not meet all the requirements. Even if you feel you do not meet every qualification, we encourage you to apply!

Blanchard is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, or any other status protected by the laws or regulations in the locations where we operate. Accommodations are available for applicants with disabilities.

Learn more about the culture here at Blanchard:

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