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Director, Industry Sales

Company: TriNet Group
Location: Austin
Posted on: May 18, 2018

Job Description:

TriNet is a leading provider of comprehensive human resources solutions for small to midsize businesses (SMBs). We enhance business productivity by enabling our clients to outsource their HR function to one strategic partner and allowing them to focus on operating and growing their core businesses. Our full-service HR solutions include features such as payroll processing, human capital consulting, employment law compliance and employee benefits, including health insurance, retirement plans and workers--- compensation insurance.

TriNet has a nationwide presence and an experienced executive team. Our stock is publicly traded on the NYSE under the ticker symbol TNET. If you---re passionate about innovation and making an impact on the large SMB market, come join us as we power our clients--- business success with extraordinary HR.

The Industry Sales Director is a strategic sales leader who maximizes TriNet---s business potential in a specific industry through all sales channels.

Business Results
--- Achieve industry revenue targets and drive the combined sales efforts for the assigned industry across the field sales consultant, sales development representative (SDR), internal sales organization (ISO) and emerging market teams (EM).
--- Monitor team performance and drive deals aligned to the industry strike zone by bringing together the cross-functional department stakeholders to overcome barriers to winning.
--- Travel to assigned team sales offices and go out on sales calls with team to provide coaching on the unique aspects of selling an industry product, focus on bigger deals and aligning the client---s business needs to our product, converting opportunities to RFPs and closed wins.
--- Establish a regular cadence to coach and enable industry sales consultants on the unique aspects of selling into an industry and representing the TriNet industry product offering, including certifications.
--- Work with Sales Enablement, Product Management and Product Marketing to roll out new industry products, provide ongoing learning and enablement, share industry win success stories, and/or initiatives to drive growth, retention, engagement within the Industry.

Operational Excellence
--- Manage the overall long-term pipeline for industry assigned territory to ensure team is building long-term pipeline to achieve revenue targets.
--- Meet or exceed industry forecast commit to Sales VP every month for assigned sales team within 10%. Develop and implement quarterly and annual business plans to achieve goals and revenue targets.
--- Demonstrate deep level of understanding of the industry strike zone, total addressable market (TAM) and best practices of the sales cycle to direct sales activity focus, high conversion rates and achieve target per employee per month (PEPM).
--- Determine industry resource allocation for assigned markets by TAM.
--- Build sales talent candidate ecosystem specific to assigned industry to generate potential candidates who meet the sales consultant success profile.
--- Balance time locally with travel to go on sales calls with assigned team; travel will depend upon industry and sales team assignment and could be up to 50-75% of time.

Employee Engagement
--- Motivate team by supporting their individual/ team goals and achievements, and by celebrating their wins.
--- Demonstrate commitment to the ongoing learning and development of team by providing industry-aligned resources and creating learning opportunities.
--- Partner with regional sales directors for assigned team on recruiting, hiring, onboarding, and ongoing performance management activities.
--- Demonstrate POISE, TriNet---s core values, at all times

Client & Partner Centricity
--- Coordinate with Marketing, the Channel and Regional Sales Directors on all industry campaigns and/or events, as well as with Sales Development and the Inside Sales Organization to drive successful execution of industry campaigns and programs.
--- Provide feedback and input into the ongoing direction and development of the industry product offering.
--- Demonstrate a strategic external focus including industry involvement, to influence direction and build TriNet reputation in a specific industry market.
--- Build strong national industry-based ecosystems and networking initiatives both in industry groups and via Channel & Alliances.
Coordinate with Client Services, Client Relationship Executives, and Sales Operations to drive client retention

Education: Bachelor---s degree desired; or equivalent education and/or related work experience.

Training Requirements (licenses, programs, or certificates):
--- None

--- Minimum 10-15 years--- management experience required
--- Experience leading a sales team
--- Minimum 5 years--- experience in consultative sales
--- Minimum 5 years of B2B sales experience required
--- Prior experience selling in one of the following industries: SaaS, HRO, BPO
--- PEO industry experience preferred; Human Capital Management industry experience a plus

Other Knowledge, Skills and Abilities:
--- Excellent verbal and written communication skills
--- Ability to communicate with employees at all levels of the organization
--- Strong knowledge and understanding of both state and federal employment laws
--- Excellent interpersonal skills
--- Excellent presentation and facilitation skills
--- A demonstrated commitment to high professional ethical standards and a diverse workplace
--- Ability to adapt to a fast paced continually changing business and work environment while managing multiple priorities
--- Proven ability to influence C-level executives and help direct reports drive new client business
--- Ability to manage remote team
--- Experience with technology and common software and web applications, including MS Office and
--- Forecasting and quota management skills
--- Ability to demonstrate financial acumen by understanding key financial reports and measures (e.g., P&L, Balance sheet, profitability measures, etc.).
--- Ability to demonstrate complete understanding of TriNet's revenue model (Service Fees, WC/Medical, UI, payroll/banking interest and Strategic Services) to maintain predictable regional profitability through pipeline and clients.
--- Strong excel skills to be able to analyze a prospects hard and soft costs and translate that into a persuasive economic presentation

WORK ENVIRONMENT/OTHER INFORMATION (Travel required, physical requirements, on-call schedules, etc.)
--- Ability and willingness to travel to prospective clients--- sites within designated territory.
--- Work in clean, pleasant, and comfortable office setting
--- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Please Note: TriNet reserves the right to change or modify job duties and assignments at any time. The above job description is not all encompassing. Position functions and qualifications may vary depending on business necessity.

TriNet is an Equal Opportunity Employer and does not discriminate against applicants based on race, religion, color, disability, medical condition, legally protected genetic information, national origin, gender, sexual orientation, marital status, gender identity or expression, sex (including pregnancy, childbirth or related medical conditions), age, veteran status or other legally protected characteristics. Any applicant with a mental or physical disability who requires an accommodation during the application process should contact a company manager, a company officer or a TriNet HR representative to request such an accommodation.


Keywords: TriNet Group, Austin, Director, Industry Sales, Sales, Austin, Texas

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