SMS Assist Summary

At SMS Assist, we’re not just in the business of fixing properties—we’re fixing an entire industry. Typically, facilities maintenance is tough work—both in the nature of the job (plumbing, HVAC, snow removal) and the lack of clarity throughout the experience. We decided a better way wasn’t only possible, but essential. Through our award-winning technology platform, built and powered by SMSers, we connect local contractors to our customers and help manage an experience that surpasses expectations.

Recognized on Forbes’ Cloud 100 list, Deloitte’s Technology Fast 500, Chicago Crain’s Top Tech Employers, and more, SMS Assist manages more than 186,000 properties where people live and work. Our customers’ livelihoods are in our hands—think a restaurant manager whose only fryer goes down on a busy Friday night or a family in Florida without power after a hurricane. We work across the industries that make up your community, including retail, food service, banking, residential, and more, and we help them find the right provider in our network (we call them Affiliates) in more than 45 trades.

We’re innovators, disruptors, and out-of-the-box thinkers. We set each other up for success in the office and for the perfect spike on the volleyball court during an intramural game. We’re community volunteers, karaoke partners, and lifelong friends. We’re passionate about the people we serve, and we give our all because we care. We want to make every property better, and we want your help to make it happen.
 

Job Summary

The Director of Sales (self-contributing role) will be responsible for opening up new business and expanding existing relationships for SMS Assist accounts in one of the following multi-site market segments:

Restaurants: Casual dining and quick service restaurants (QSR).
Retail: Big box, small box, convenience stores and grocery chains.
Public Sector: Various large multi-site agencies.
Multi-Site General: May include telecommunications stores (wireless), religious, other categories that operate large volumes of sites.

(Given the scale of SMS Assist’s service offerings, the more locations the target client has the better)

Targeted year one quotas will be in the $10-12 million bookings range. Given the large average deal sizes, the successful Vice President Sales will have a strong history of selling to senior level executives in large complex organizations.

• Deliver Revenue: Responsible for selling the full outsourced solution into the C-Suite or an “a la carte” single line of business to procurement.  In addition, this position is responsible for generating revenue from base business organic growth, as well as from referrals.
• Maintain Customer Relationships: Maintain and foster existing customer relationships via face-to-face appointments, phone conversations, and emails.  Maintain ongoing communication with customers to understand their needs and provide solutions.  Possess a thorough understanding of the customer’s structure and leadership, with the ability to influence key decision makers.  Demonstrate solution and value proposition and deal with customer issues, questions, and uncertainties.  Identify and deliver on any opportunities to increase SMS Assist’s suite of offerings to existing customers. 
• Manage Install base – Maintain relationships with the current install base and look to expand services in each account.   
• Keep Current on Industry/Customer Data: Maintain up-to-date, detailed customer knowledge and industry data. Read and research all relevant trade and industry materials, publications, news, etc.  Serve as an active member of groups and associations related to the industry and relevant customers.  Must be a ‘student’ of the Facilities, retail, and other related industries.  Must maintain current knowledge of trends and competitive activity impacting existing and potential customers.  
• Participate in Pipeline Management: Responsible for updating all sales initiatives by category, customer and status in salesforce.com.  Utilize reporting to gain an understanding of which prospects are in various stages of the selling process.  Use appropriate selling strategies and techniques to engage clients at all stages of the pipeline, and identify and address any weaknesses in the strategy.  
• Operate within the Organization’s Financial, Legal, and Ethical Policies: Responsible for driving the growth of revenue and profit originating from the Sales department.  Manage the Sales P/L.  
   

Required Background and Experience

• Experience selling large deals ($3M plus) to senior level executives in large complex organizations.
• Demonstrated expertise and track record of success in selling complex solutions to one of SMS Assist’s key market segments (restaurants, retail, telecommunications, public sector, multi-site general) with a high volume of remote locations.
• At least 8 years of sales experience and a minimum of 5 years of complex sales, ideally in technology or services.   Experience selling a national outsourcing platform is a plus.  Value based technology solution selling is also a big plus. 
• Strong sales process and sales pipeline orientation, including effective use of CRM systems such as Salesforce.com.
• “Take charge and deliver” type of personality who can learn the business, institutionalize best practices, and deliver results.  
• Must welcome responsibility, challenge and decision making.  
• A strategic thinker who can contribute to a sales strategy while also being tactical and hands-on in the roll-out of operational initiatives. 
• Superior presence, confidence, and communications skills. Also, tremendous intelligence, passion and drive.  
• Team player with a track record of building productive working relationships focused on delighting clients.
• Strong quantitative, analytical, and forecasting skills.
   

 Management Abilities and Executive Presence

Team Oriented:  Prior experience as a sales executive and part of a high performing team.  Must have a strong proactive team orientation. 

• Intellectual Horsepower:  Has the mental capacity and emotional maturity to step into the organization and learn the subtleties and nuances of SMS Assist’s business, thereby allowing him/her to develop the appropriate activities to be successful.  
• Proven On-The-Job Performance:  Has a proven technical and business track record of sales execution and delivering meaningful results.
• Superior Presence:  Capable of making informative and persuasive presentations internally to executive, peer, and junior level employees, as well as to current and future customers. 
• Undergraduate degree is required.  MBA is desirable. 

     Personal Attributes and Character Strengths

• Tough:  Ability to work with and influence powerful, strong-willed Founder & CEO.
• Entrepreneurial:  Understands the demands of a private, emerging growth company.
• Strong Leader:  Action oriented and leads by example.
• Smart:  Dynamic, aggressive, and strategic.
• Decision Maker:  Analytical thinker who can make swift decisions, adapt to changes while staying the course and delivering results. 
• Collaborative:  Ability to work closely with executive team to execute direct sales strategies and programs.
• Role Model:  Charismatic executive with ability to create a positive work environment.
• Self-Driven:  Past behaviors demonstrate a passionate, trustworthy, and self-driven character.
• Hardworking:  Works all hours needed to get the job done including efficient use of time.
• A Consistent Winner:  Always finds a way to win and achieve set objectives and milestones, through execution, experimentation, and adaptation, all within the highest ethical and business standards.
• Innovator:  The successful candidate will have the ability to innovate effectively and react real-time to changes in technology, client demands, and the economy. 
• Great References:  Valued highly by others having the ability to provide verifiable personal and professional references substantiating historical performance and achievement. 

     Key Performance Indicators for Success

• Aggressive growth in top line sales.

• Increase in number of national multi-site client locations served.

• Accurate and reliable sales forecasting and reporting.

Job Classification

• This is a full time, exempt position.

Additional Requirements

• Travel requirements: Domestic travel upwards of 30%. 
• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities, and schedule may change at any time with or without notice.

SMS Assist is an Equal Opportunity Employer (EOE) that welcomes and encourages all applicants to apply regardless of age, race, color, religion, sex, sexual orientation, gender identify and/or expression, national origin, disability, veteran status, marital or parental status, ancestry, citizenship status, pregnancy or other reasons prohibited by law.

This position is not eligible for visa sponsorship.