Director, Software Sales & Solution Consultants

Director, Software Sales & Solution Consultants

The Director, Software Sales & Solution Consultants will lead a team of experience SaaS sales people (Technology Account Executives), Sales Engineers and Solution Consultants.

This team will be responsible for delivering sales targets for our Pulse cloud-based practice management software and supporting our field sales organization with deep clinical and technical expertise through our centralized center of excellence.

The Director will set strategy to achieve our short and long term technology goals and lead a team of experienced SaaS salespeople and will meet and exceed all monthly and yearly quotas for our Pulse PIMS platform.

This role will be responsible for creating best practices to simplify the understanding of our offerings and capture customer feedback on how to improve our offerings and ensure action is taken by all relevant areas of the company to implement the changes.

This individual will also align with the Product and Marketing organizations across the enterprise to stay up to speed on all relevant enhancements made internally, but also place a strong emphasis on deeply understanding the competitive landscape to ensure our Sales Teams are armed with the most recent data on market trends and competitive tendencies.

The ideal candidate will have a strong track record of meeting and exceeding sales quotas ideally in the Software as a Service (SaaS) space and will be a strong collaborator across the enterprise.

The Director will foster a culture of curiosity, collaboration, and open and effective communication to ensure Covetrus customers have a world class experience engaging with our entire suite of offerings.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.

• Develop the go-to-market strategy to identify the ideal target practices / clinics who have the highest propensity to buy our Pulse product
• Coaches Technology Account Executives (TAEs) to refine selling & territory management skills, and will provide clear, consistent, and actionable feedback
• Proactively identifies and manages underperforming TAEs, by looking at sales performance and job execution to expectations, cooperation, and willingness to be part of a team and deliver overall results
• Develop the playbooks on how to best position our product offerings to our customers so they have a deep technical understanding of the features, benefits, and practical applications to their practices
• Provide coaching, support, and continuous education for the team to ensure they are always on top of new and innovative market trends or competitive offerings
• Collaborate with all functional areas of the organization to ensure alignment with the overall customer journey to simplify the business of running a veterinary practice
• Develops and maintains positive relationships with key vendor partners and schedules regular monthly meetings with vendor region-level directors & VPs
• Coaches Directors & VPs to refine selling / technical / territory management skills and provides clear and consistent feedback to ensure appropriate expectation setting across the customer experience.
• Coaches and creates team sales acumen through continuous learning of product functions & enhancements with a strong emphasis on understanding the competitive landscape
• Represent Covetrus at industry symposiums and forums to remain at the forefront of emerging technologies & clinical practices to bring back to the team as new training curriculums
• Lead through influence with peer Directors and VPs to ensure teams are informed and educated on all pertinent Covetrus strategies, decisions, and programs.
• Create continually evolving Product training plans and present to Zone Vice President and others on an ongoing basis.
• Collaborates across Commercial, Product, Marketing, & Service organizations to ensure Vetsuite deal pull through.
• Performs additional duties and tasks as necessary to support the team and company objectives.

PERFORMANCE MEASURES :

• Pulse Closes
• Technology Placements
• Optimizing Gross Profit Opportunity

EXPERIENCE REQUIREMENTS

• Bachelor’s degree or equivalent experience in Business, Communications, or a related field is required.
• Minimum 10 years of relevant experience in SaaS sales and / or sales leadership
• Preferred experience within the veterinary or healthcare industry.
• Knowledge and experience in Technical Sales, Solution Engineering,and Sales Leadership.
• Knowledge of veterinary clinic operations or terminology as a former employee of a clinic, or other work in the industry is preferred

SKILL REQUIREMENTS

• Demonstrated ability to manage a technology sales team and reinforce Covetrus' strategic objectives, cultivate a high-performance culture, and provide effective coaching to drive results.
• Ability to focus and guide team to prioritize accounts based on account potential, propensity to buy, and profitability
• Excellent Communication skills, written and verbal, with the ability to inspire others and guide teams through change
• Strong analytical and problem-solving skills, and ability to suggest solutions that meet unique customer requirements and desired business outcomes
• Ability to create changing goals based on customer demands / organizational needs while working with development and sales teams
• Strong coaching mindset with organized approach to sales leadership and exceptional communication skills.
• Expertise in talent management, pipeline management, customer relationship management, and sales playbook & sales best practices.
• Ability to effectively network cross functionally within a national organization to gain knowledge and build relationships essential to leading a team with accountability to multiple functional areas
• Strong problem-solving skills : must be capable of accurately assessing team needs, maintaining a calm business demeanor, and taking quick action to resolve issues
• Ability to lead teams in a fast-paced environment and continuously re-prioritize while maintaining a constant focus on participating in the sales process

PREFERRED QUALIFICATIONS

• Experience in and proven success in selling SaaS platforms / products and associated leadership of teams selling said products
• Previous Experience in a SaaS sales role strongly preferred

PHYSICAL DEMANDS / WORK ENVIRONMENT

Travel Required >

Sales Positions are eligible for a Variable Incentive