Branch Managing Director
We have an exciting opportunity for an energetic Senior Leader with outstanding organizational skills who is adept at building relationships, highly networked in the US staffing industry and a leader in business development. The candidate will be responsible for managing and building strong relationships with the existing portfolio of Clients as well as quickly develop a pipeline of new prospects. The candidate will liaise with internal cross-functional teams to improve the entire customer service experience.
Reporting to EVP of Sales.
Primary Responsibilities
Sales Management
Develop and execute overall sales strategy to exceed annual revenue targets.
Identify business opportunities, build client relationships, and provide strategic inputs to refine service offerings
Maintain and deliver sales and revenue plans; establish and oversee sales targets to maximize revenues and support business goals
Hire, develop, and inspire a Sales team for long-term success and high performance
Business Development
Establish and build a robust sale and recruiting talent pipeline in your geography that allows for the efficient and effective hiring of BDMs and Technical Recruiters. Additionally, this pipeline should provide Apolis the opportunity to "top grade" its sales and recruiting team, as well as opportunistically hire talent.
Maintain all sales opportunities through CRM process
Develop, cultivate, and strengthen strategic client relationships. Utilize these strategic client relationships to drive business at key accounts, as well as to improve individual BDM activity.
Leveraging your key strategic relationships, introduce BDMs to new client managers and opportunities at accounts.
Should be able to analyze market strategies, deal requirements, and client potential for prospective business deals.
Stimulate requirement volume from new clients and existing clients.
Prospect outreach to create a pipeline of prospective clients and identify key decision-makers to set up meetings.
Lead sales pursuits and strategy that ensures WIN-WIN for Apolis and their customers in every opportunity
Formulate a well-defined and executable strategy to increase the percentage of requirement qualification calls among the sales team.
Advance Apolis brand awareness and client relationships through meetings, lunches, and client entertainment activities.
In conjunction with the BDMs, identify, prospect, and secure new business opportunities.
Increase market share at new and existing clients.
Business Management
Develop, implement, and execute a formal business plan for your geography along with your direct supervisor.
Institute and update Territory Plans by individual Business Development Manager (BDM), so that consistent revenue, gross profit, and headcount growth is achieved.
Hire, train and provide management, leadership, and mentoring to a team of 2-5 revenue generating resources who are focused on expanding Apolis' IT staffing and solutions footprint, as well as increasing revenue, gross profit, and headcount at Apolis' accounts.
Locate and secure office space for the local team to work out of on a fixed hybrid basis.
Conduct weekly 1:1 meetings with each BDM during which you will inspect the individual activity of each BDM, including his/her call, email, meeting, requirement, interview, and placement activity.
Ensure that minimum performance metrics are met by each BDM. Currently, the minimum performance metrics for each BDM are 200 outbound calls per week and 10 client meetings per week. If minimum performance metrics are not met, develop a remediation plan with the respective BDM.
Complete quarterly performance reviews with each BDM, during which you will review individual performance, "gearing ratios" for each account and each manager at each account, update Territory Plans, and, if necessary, modify target lists. Control budget and optimize expenses
Create a monthly cadence with each BDM in which you investigate all client meetings and entertainment activity to ensure he/she is focused on the correct sales prospects.
Forecast and track key account metrics (e.g., monthly and quarterly sales results and annual forecasts)
Mandatory Skills/Traits
Interpersonal
Conduct business and comport oneself in an ethical manner, and in accordance with Apolis' core values.
Strong client relationships and network, preferably in the assigned market
Strong negotiation, presentation, written and oral communication skills
Able to work seamlessly with multiple stakeholders, including marketing, solutions and delivery teams to create winning sales strategies and plans
Staffing Sales Expert
Hands-on experience in selling Staffing services to Fortune 500, Small-Medium-Businesses (SMB) and MSP’s.
Strong familiarity with sales and delivery management and performance metrics.
Able to provide hands-on training to personnel
Maintain highest level of integrity in sales process and transactions to drive long-term strategic engagement
Deeply familiar with global delivery model
Requirements
10+ years of proven success in growing IT Staffing business and in client management
Should have supported sales in US geography as Business Development Manager in US Staffing
Proven record of hiring and training an effective sales team
Able to work in office in assigned location.
PC proficiency and solid working knowledge of Microsoft Office (MS Word, Excel)
- Operational, financial, and general business expertise
- Ability to travel domestically for client meetings as needed
- Travel Requirements: 50%+ as needed for client meetings
- Desired Location: TBD
Apolis is an Equal Opportunity Employer.
