The Director of Sales is a highly skilled sales closer and mentor. The Director supervises two Sales Account Mangers and monitors all sales activity in the pipeline and provides guidance and training to Account Managers. The Director also manages select group of major accounts and is a Salesforce.com power user that ably monitors, tracks sales progress and reports on results for the sales group. The Director manages all aspects of the supplier and member relationship pre-sale through sales closure. The incumbent also works closely with the Director, Stakeholder Success on post-sales activity and customer relationship management. Position manages day-to-day account relationships and works closely with the Sr. VP of Business Development and the Director, Business Development Solutions and as well as other NAA departments to further develop the NAA sales strategy and ensure seamless execution of NAA sales activity for the multifamily housing industry. Manages advertising sales relationship with third party sales organization that sells space in NAA’s magazine and newsletters. Oversees sales of NAA website, APP and NAA mailing lists to stakeholder partners.
The Director will build upon NAA success in working with our supplier partners, and members and strengthen our strategic relationships with them to attract new partners and members as well as upsell and cross sell a variety of NAA products and services. The incumbent will be responsible for building out the Open Door Program, our affinity program for member discounts on products and services by exploring and expanding relationships and harnessing our members’ purchasing power.
The Director will visit NAA’s current sales stakeholders as well as potential stakeholders in order to understand the needs of key decision makers, and to craft winning partnerships that deliver real, sustained value to NAA. In collaboration with the SVP, the individual has responsibility for the implementation of the Sales team’s strategic direction and development of the goals, objectives, and sales processes for the group. Responsible for informing the other teams within the business development department the customer’s sales needs. In cooperation with the Director, Stakeholder Success, monitors account churn and employs active renewal and retention strategies for assigned NAA products and services.
The Director makes sure the entire customer sales experience and process goes smoothly through:
Customer onboarding – understanding current process, their goals and pain points
On-going sales account support
Manage subscription needs (where applicable)
Consultative sales calls
Customer communications - the incumbent is responsible for devising regular customer sales meetings, and conference calls to review sales options, and keeping customers up to date on latest product and service offerings and program feature enhancements to ensure retention.
Define the vision of an ideal customer sales experience
Standardize the sales processes for a success plan for customers (suppliers and members)
Define and oversee sales lifecycle processes/touch points, including stakeholder sponsors, “listening” points (e.g. sales objections, program suggestions, usage, etc.)
Create standard sales presentation materials to support ongoing customer interaction and activities
Be an expert on best practices in change management
Find ways for Sales Account Managers to deeply understand NAA customers’ objectives and become a trusted right-hand advisor
Determine how to define, drive, and demonstrate the value (ROI) delivered
Drive alignment of new and renewal sales
Align with customer success team on renewal and up-sell strategy and work closely with Director, Customer Success on renewal/upselling strategies for existing customers to ensure smart hand-off’s
Define Sales Account Manager involvement during sales cycle
Create salesforce.com dashboards to monitor sales opportunity progress and measure sales success
Develop and own key metrics for sales team
Utilize Salesforce.com as the system of record and ensure all sales and contact activity is loaded in to salesforce.com by all sales staff and provide ongoing oversight of sales team’s efforts to maximize use of the system
Develop ongoing reporting and sales dashboards
Achieve operational excellence
Set expectations on performance and give ongoing feedback
Continuously communicate metrics to team, colleagues and Sr. Vice President of Business Development
Resume, cover letter and salary history/requirements must be submitted to be considered. Please send to Resumes@naahq.org. No phone calls, please. EOE M/F/H/V
Bachelor’s degree in a relevant field
7-10+ years of experience in sales and sales management in the multifamily housing industry, supplier and/or with an association or corporate membership/customer engagement management
Clear understanding of membership and industry relationship and engagement building
Proactive, strategic thinker and problem solver with excellent team building skills
Proven ability/record of customer relationship management and use of CRM system such as Salesforce.com
Strong business orientation and ability to make data-driven decisions.
Strong oral and written communication skills
Solid organizational skills with ability to balance team and individual responsibilities
Must be able to travel, to attend events and other off-site functions
Other duties as assigned
Experience in membership-driven trade or professional association, or national non-profit organization
Experience developing and managing customer success teams
About National Apartment Association
The National Apartment Association is the leading voice for the apartment housing industry. As a trusted partner, a valued connector and a powerful advocate, we are committed to serving our 160 affiliates, over 73,000 members and the 9 million apartment units they operate globally.
We lead the way home.