We are seeking an experienced Director of Sales, Casual Dining Accounts for the nation's largest in-venue and mobile digital entertainment platform. You will use your industry connections to further grow our footprint in the restaurant/casual dining markets. Experience selling in this segment is a must.

You will develop and implement effective prospecting and selling strategies to create and close major new business opportunities on a national level and act as a “player/coach” to lead a small Strategic Accounts sales team to close new contracts.

The Director of Sales, Casual Dining Accounts will:

• Be responsible for leading the Strategic Sales team through all aspects of the sales cycle: identifying opportunities, qualifying/sizing the opportunities, negotiating and winning/closing:

• Identify and build a pipeline of opportunities. Establish and maintain quality contacts and rapidly establish credibility with potential clients.

• Efficiently assess the value of an opportunity to qualify them for the client/partner.

• Establish and negotiate the terms and conditions of all corporate offerings while maintaining sight of the long-term impacts.

• Instill a “closing” mindset that can generate and grow a top line in a very competitive environment.

• Drive continuous development and evolution of the Strategic Accounts business and coverage strategies.

• Lead the Strategic Accounts team to secure market share with major target customers and present market growth opportunities to management.

• Oversee day to day account operations by working with the Strategic Accounts team in presenting to customers, developing proposals, and negotiating agreements.

• Achieve new business financial goals and quotas specific
  to large scale Casual Dining chain customers throughout North America.

• Identify any gaps in sales budgets and forecasts and develop action plans to mitigate gaps.

• Analyze customer feedback and make recommendations to aid in the development of new products, business models and service strategies to generate incremental sales and grow the Strategic Accounts footprint.

• Analyze pipelines and lead data, deliver regular periodic reporting providing key business insights: Demand Generation, Pipeline, Forecast and trends, conversion rates, target accounts, market segmentation, win/ loss, age.

• Create and communicate sales goals and ensure C-level executives are informed of progress against targets.

• Create strong relationships with senior level executives and influential stakeholders to build and sustain long term relationships.

• Anticipate market and competitive factors that will influence the selling of Strategic Accounts products to our target markets.

• Collaborate with the B2B Marketing Team on branding strategies designed to build awareness, prospect potential accounts, and support new business sales activities.

What you bring to the table:

• Demonstrated track record of successful sales in a National/Regional Account restaurant/casual dining environment through leveraging long standing industry contacts and relationships.

• 10-15 years of sales experience in related industries.

• Strong full cycle selling skills with proven ability to close profitable deals.

• Excellent presentation skills with the ability to translate product concepts into business value for our customers, primarily C-Level Executives.

• Strong pipeline management skills with a proven hunter-sales mentality and approach.

• Ability to act as a player/coach and be directly involved with customers while leading the Strategic Accounts to team close deals at scale.

• Solid business and financial acumen which appropriately balances creativity, entrepreneurship and risk taking.

• Experience researching and navigating through corporate hierarchy to gain access to decision makers.

• Experience with Salesforce.com or similar CRM application.
  

• Proficient computer skills, including MS Office and Outlook.

• Must have experience developing sophisticated strategy, research & reporting plans.

• Excellent consultative sales skills in defining need analysis, qualification and presenting value proposition.

Director of Sales, Casual Dining Accounts