About Guerrero
Guerrero is an executive advancement company at the intersection of media, professional networks, and executive search with a specialization in the Latino professional marketplace and corporate DEI initiatives.
We help executives, entrepreneurs, and aspiring business leaders harness the power of their story and advance their strategic objectives. Our media brands—American Builders Quarterly, American Healthcare Leader, Hispanic Executive, Modern Counsel, and Profile—attract, engage, promote, and inspire the executives in the center of our brand ecosystem.
Our professional communities—The Alumni Society and NextGen Collective—create space for Latino executives to build their networks and grow as leaders. Our search practice allows companies to effectively engage diverse talent through our ever-growing network.
Mission
The Sales Director is a key position that enjoys a critical role within the Guerrero Media sales team. They are expected to be the most helpful, effective, sales coach on the sales leadership team. The SD reports directly to the VP of Direct Sales and works collaboratively with others including but not limited to sales leaders, recruiting, sales operations, client services, and finance to help cultivate a successful sales team.
Their primary job is to train and develop CAMs for a successful career that drives consistent results that range between 4 months-2 years at the organization.
The foundation for being an effective SD is preparation, organization, discipline and focus. Having the right tools at one’s disposal for personal success is also critical. As such, the SD will own the operational components of the sales process so that the message they preach - and the lessons they teach - are reflected in their own behaviors and work ethic.
Positive outcomes of this role are improved sales, improved retention, and a strong company/department/team culture.
This person will be the champion of our process. He/she will also be expected to collect and interpret data/KPI’s regarding processes and pivot their coaching approach as required.
Lastly and importantly, this person is a master communicator, focused on improving their ability to talk with a variety of people with varying motivating factors. This is done with the resolute focus on driving results through the people they train and the team they groom.
Responsibilities
- Proactively participates in departmental strategic planning process that improves mutual performance objectives, financial targets, and critical monthly milestones
- Motivate, influence, coach, inspire daily; your direct and when appropriate indirect team(s) through activities such as call monitoring, role playing, pipeline audits, and closing deals alongside sellers
- Collect and interpret data to determine effectiveness of personal coaching and company training curriculum
- Strategize and develop new approaches and techniques to our sales process that will drive revenue or bottom line efficiencies
- Work with recruiting team to interview “A player” CAM candidates, providing specific feedback based on hiring needs (when/if needed)
- Perform sales administrative duties including but not limited to collecting and communicating scorecards, weekly reports, daily huddles, and assisting sellers outside of your direct reports
- Hire and fire duties
Qualifications
- Previous sales management roles were with organizations anywhere between 0-100M in annual revenue (change management, building plane while flying, mindset + communication style that is reflective)
- 2-5 years of experience in sales management
- 1+ years specifically working with onboarding and or sellers immediately post
- High initiative and demonstrated ability identifying new opportunities for impact in an entrepreneurial environment
- Proactive, positive, and detailed oriented with strong written and verbal communication skills - ability to effectively articulate and educate what we consider both the science (analyzing data, logical thinking) and the art of the sale (tact, strategy, tone, creativity)
- Leadership style that fits our core values of grit, gratitude and greatness
- Proven ability to give constructive feedback in a positive, motivational way that improves performance
- Onboarding on a re-occurring basis and an ability to lead a team with varying skill levels
- Interviewing and hiring experience
- Proven track record of meeting and exceeding teams’ quotas
- Create new processes, sales territories, modifying sales collateral, revising and or implementing a CRM
- Ability to identify and diagnose issues in a seller’s sales cycle
- Impeccable organizational and time management skills
