Director, Customer and Business Development

US-TX-Houston
Requisition #
2017-15927
Category
Sales
Type
Full-Time

Overview

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.
 
Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 25,000 people strong and growing. We’ve been a trusted records management leader since 1951.
 
Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Responsibilities

The Director, Customer & Business Development role is to direct and manage all the regional sales and client relations functions through the supervision of the Business Development and Client Development sales force, for the purpose(s) of generating net new sales, through prospecting, networking and executing on marketing initiatives to increase and maintain our footprint within their assigned territory resulting in revenue growth and quota attainment. The incumbent will assist the Business Development Executives and Business Development Executives (BDE) and Client Development Manager and Client Development Executives (CDE) to focus on Total Customer Satisfaction, to proactively manage approximately XX named Iron Mountain Key Accounts to increase the client spend assigned customer programs through new opportunity identification, upsell execution, renewal strategy, and issue management. The Director will work with the Inside sales and Client Services organization to ensure support to the sales region.

  • Accountable for establishing and implementing an effective sales force, through recruitment, retention and management of the territory sales force. Meet district and regional sales goals with budgeted resources and developing regional sales strategies for BDE and CDE’s to utilize. Conduct a standardized approach across teams and coordinate CDE’s activities. Collaborates with other Sales and Implementation teams related to new account on-boarding and strategic support related to account assignment coverage.
  • Understand and maintain current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems. Keep informed on competitive services, promotional matter, sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies. Work with local Operational leadership to drive market synergy between Sales and Client Services Management teams.
  • Individually motivate sales teams to develop new business. Evaluate sales representatives: sales abilities, time management, prospecting, qualification, selling skills, sales strategy, product knowledge, and proposal writing and provide formal/informal training when needed. Manage BDE and CDE’s thru the LOC process by providing feedback and coaching. Help to navigate the IRM career path and manage BDE & CDE’s to achieve success across multiple product line of business.
  • Assist in selling new business provide sales support for sales team analyze account profitability and work with both sales representatives in determining sales techniques, advertising and market penetration. Promote Iron Mountain and reaffirm Corporate image in the territory through ad hoc events, associations and through incorporating image into sales effort. Plan, develop and execute sales strategy and tailor to potential clients.
  • Ongoing maintenance of a sales infrastructure relating to information/reporting systems (SFDC), proposal generation, communication, and information sharing. Coach and assist sales representatives in the preparation of special proposals including, pricing quotations, terms of sales and transfer dates as requested by potential customers. Expert in forecasting and pipeline/opportunity stage management.

Qualifications

Functional Knowledge, Skills, and Competencies

  • Proven selling skills in a service industry.
  • Strong written, verbal and presentation skills.
  • Hands-on people management/development and team building skills.
  • Formal Sales Training received
  • Delivery of Sales Training a plus
  • Business Expertise
  • 5+ years of sales management with a focus on new business development, preferably in a closely related business service industry.
  • 3 years minimum selling experience in a service industry.
  • Leadership
  • Ability to provide leadership and guidance to the BDE’s. Represent territory sales to the TVP, SVP and other RSMs.
  • Problem Solving
  • Able to review client and territory needs. Review and manage the competencies, sales ability and training needs of Sales Reps.
  • Interpersonal Skills
  • Possess a high-level of: professionalism, assertiveness, creativeness, communication and strong organizational, resourcefulness and management skills.
  • Nature of Impact: Represent IRM to the sales territory, to the TVP, SVP and other RSMs. Area of Impact: Assigned territory within the GEO Sales organization.