Associate Director, Sales
BMI
Nashville, TNThis was removed by the employer on 5/5/2017 6:12:00 AM PST
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Full Time Job
POSITION SUMMARY: Responsible for meeting or exceeding sales goals by leading and managing Licensing Representatives, sales opportunities and processes. Provide day-to-day coaching, onboarding and training of team members while acting as knowledge leader and resource for assigned team.
FUNCTIONS OF THE JOB
• Lead and coach (full time) Licensing Sales team to ensure revenue goals and performance metrics are met.
• Analyze, evaluate and improve effectiveness of team, processes and opportunity to increase sales.
• Lead and deliver new hire training, targeted coaching and ongoing education to licensing representatives. Training and coaching will be focused on how to prospect, sell and meet (or exceed) individual and department monthly sales goals including and not limited to:
• To effectively sell the value of the music license and corresponding services that BMI provides;
• To initiate phone, email, and/or in-person sales, and marketing strategies; and
• To effectively manage all assigned opportunities, ensuring appropriate contact intervals, and proper supporting documentation.
• Monitor staff phone presentations and communication techniques; including product knowledge and selling/educating techniques.
• Monitor and manage staff attendance and schedule compliance.
• Responsible for maintaining and managing staff skill set inventory including identifying gaps and opportunities for team members.
• Document and share performance metrics, coaching notes and performance trends with Leadership and team members when appropriate.
• Handle escalated calls, or provide second voice support as needed.
• Utilize available technology to assist in the recording and evaluation of telephone calls to be used in training and coaching sessions.
• Develop, coordinate and lead team meetings, call review sessions and training activities.
• Assist and when necessary lead training new processes, systems and prospect/customer messaging.
• Perform other duties and projects as needed.
Supervisory Responsibilities:
Directly supervises departmental employees. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Physical/Visual Activities or Demands: Physical/visual activities or demands that are commonly associated with this position.
• Sitting, talking, hearing, walking.
• Concentrated mental and visual attention with normal hand-eye coordination.
• Clarity of vision at 20 inches B corrected or uncorrected.
• Generally negligible physical effort, but occasional moving of 1 to 100 lb. items.
POSITION QUALIFICATION REQUIREMENTS
Education:
Bachelor’s degree preferred.
Experience: Minimum one year of management experience preferred in a call center/contact center environment. Call Center/Contact Center management experience preferred.
Skills
and Abilities: Which may be representative but not all inclusive of those commonly associated with this position.
• Results Focus – Output Orientation
• Sales/Persuasion/Influence Skills
• Adaptability/Flexibility
• Handling Conflict or Difficult People
• Team Orientation
• Time Management
• Timeliness/Attendance
• Personal Energy/Enthusiasm
• Cultural sensitivity and an ability to build rapport with a diverse workforce
• Contact center knowledge and best practices including customer relationship management (CRM) experience such as Salesforce; fluent with Microsoft Office Suite
Licenses/Certifications Required: None