SMB Sales Leader

The Small to Mid Business Sales Leader is responsible for driving sales of staffing and direct hire to mid-market and SMB clients. They will oversee a team of Client Service Managers responsible for acquisition and expansion selling to clients in these tiers. The SMB Sales Leader will also be able to present Aquent services and illustrate how Aquent can contribute to these organizations through a variety of solutions. They will have a prior proven track record of growing accounts both as an individual contributor (historically) as well as selling through others.

Key Responsibilities:

• Driving staffing and perm revenue through mid-market and SMB accounts

• Oversee the hiring, management and development of Client Service Managers (CSMs) aligned by industry verticals

• Develop and enhance the skills of the CSMs through, coaching and sales training on strategies to drive closure 

• Lead by example through achievement of personal sales goals and metrics 

• Leverage technology to optimize sales outreach, data hygiene to improve targeting and  increase efficiency 

• Supports the President, Aquent Enterprise and President, Aquent Talent through thought leadership, ideation and innovation of products and approaches to this client base driving Aquent’s competitive advantage.

• Partner with Senior Industry Leaders for Industry/Account based marketing/sales efforts

• Partner with Sales Enablement and Marketing on automation efforts, content creation, and training to drive revenue and client engagement

• Implement successful growth initiatives and scalability

• Develop, pilot, and implement growth strategies through data, customer value creation, and compelling stories needed to support a high-growth team

• Manage and analyze the performance of the segment, including accurate forecasting, pipeline generation, and opportunities for acceleration

• Manage and own the lead process including inbound lead follow-up and outbound lead prospecting/lead generation

• Maintain discipline for team to leverage SFDC for documentation, tracking, engagement

• Moves high prospect accounts up the industry chain (as leads become viable)

Critical Success Factors: 

• Leadership Ability: The successful candidate is internally driven, goal-oriented, strategic and confident in setting individual and team goals and has proven results establishing, growing and leading a business unit focused on a singular or multiple industry vertical(s). Seeking success for their staff and peers and regularly participates in cross-functional teams that impact Aquent’s future.

• Communication Skills: It is critical to be able to express ideas effectively to senior-level internal and external stakeholders and in front of both individuals and large groups. The ideal candidate is a persuasive team builder who leads through consensus with staying focused on the achievement of aggressive business goals. 

• Fanatical Customer Service: A role model to set the standard for customer service. S/he takes responsibility for finding solutions or redirecting others to appropriate channels and responds to all service issues with an incredible sense of urgency, whether from client, Talent or staff. 

Requirements and Desired Qualifications:

• 5 - 10+ years of experience in sales, preferably in solution sales and general management within the Industry vertical,  Marketing, Consulting or Creative industry

• Proven success in scaling a sales force and revenue streams to $10M - $25M and beyond

• Strong analytical and data driven decision making skills

• Critical thinker that has the ability to build strategies, combined with the tactical ability to execute

• Builder of teams, processes, and culture

• Highly collaborative and hands-on, excellent relationship building skills; an ability to prioritize, negotiate, and work with a variety of stakeholders

• Entrepreneurial, results oriented executive who is energetic, resilient, and personally committed to achieving success

• Bachelor’s degree required