ESC Corporate Services Looking for Sales Director at Toronto , Ontario Full Time

The Sales Director is accountable for growing financial services pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities in the financial services sector. Responsible for driving the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales through deal origination, presentations/demos, sales negotiations and closure. The Sales Director handles the opportunity from sales pursuit to close using deep sales process and offering expertise. Develop relationships with key buyers and decision-makers at new and/or existing clients, protect and grow the business. Act as point of contact for resolution escalation of all key items with the client and internally.

The Sales Director has the following responsibilities:

• Provides search & registration solutions to complex business customer workflow processes within the financial services segment which requires in depth analysis of origination, loan fulfilment, default processes. Has the ability to develop compelling business case and proposals to drive growth objectives for all lines of the business.
• Required to provide input in setting strategic direction and sales targets to establish near term goals for financial services segment. Interacts with senior management levels and involves negotiating or influencing on significant matters.
• Has latitude in decision-making and figuring out objectives and approaches to critical assignments.
• Provide mentoring new or junior sales team members which includes providing guidance and coaching of junior sales representative for sales training, opportunity planning, execution against sales targets, weekly 1:1 updates, pricing/proposal negotiations, sales pipeline generation and execution and development of win tactics & action planning to build talent.

This position reports into the VP Business Development leader position and will require the individual to:

• Assist in the creation and execution of sale proposals, pricing analysis, quarterly business reviews, responses to RFPs, client agreement review and customer process workflow design and requirements for creating in depth relationships with current and prospective clients.
• Leverage advanced solution selling skills including legal search & registration subject matter expertise to elevate ESC as a trusted business service partner while attaining personal and professional growth. Monitor performance against goals via financial and sales operations reporting to ensure that objectives are met.
• Achieve quarterly and annual revenue goals
• Achieve accurate pipeline management and forecasting
• Leverage all ESC resources (IT, Sales, Operations and Partnerships) current and future product sets to continuously think outside the box with the goals to grow ESC revenue through “value-add” solutions for client business applications in assigned industry verticals.
• Achieve higher degrees of penetration in all assigned accounts to fully understand the key stakeholders, decision makers and influencers including their budgets and internal challenges/projects underway.
• Work with partners as appropriate with industry leaders in targeted market segments to evolve new ways to diversify our revenue stream and create new avenues for growth.
• Create and develop business requirement documentation relating to new product designs/solutions and work collaboratively with ESC internal IT/Operations team to deliver solution.

Position Requirements:

Financial Knowledge and Experience

• New business development activities through direct sales.
• Legal Knowledge of Search & Registrations services relating to the government public records domain which include: PPSA/RDPRM, Corporate Registry and Land Registry
• Customer Onboarding AML/KYC Regulations relating for financial services segment
• Credit Bureau and data insights that are relevant to the financial services segment
• Understanding of equipment leasing, auto lending, small business lending, insurance, loan origination systems & requirements an asset
• Developing strong relationships with the customer leading to deep understanding of their products and long-term business strategies.
• Supporting development and implementing sales strategy.
• Own and periodically review the accounts by preparing quarterly business reviews and delivery of review directly with customer.
• Drive increase in revenues and margins through consultative selling, single source deals and a coordinated sales strategy.

Delivery/Customer Satisfaction 

• Orchestrate internal resources in Sales, IT and Operations through the delivery/implementation to give the customer an enhanced experience across touch-points.
• Build a trusted group of reference-able customers who can vouch for ESC
• Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline.

Offering/Competency Development 

• Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.
• Showcase ESC’s IT Portal/API solutions as a strategic fit for the customer organization through sale presentations, workshops, conferences and networking events.
• Push for higher value/value added services and solutions to the customer in line with ESC’s offerings.
• Capture and create integrated opportunities with end-to-end solution delivery requirements.
• Exemplify ESC leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.
• Drive implementation of sales process and help lead through example of more junior sale reps
• Sales process adherence: Account plan, Reviews, Estimation, opportunity update, etc.

How to apply: 

https://isc.wd3.myworkdayjobs.com/en-US/ISC/job/Toronto/Sales-Director_JR0000018

Only those candidates selected for an interview will be contacted.