Sales & Business Development Director

Working at Sestra Systems provides a sense of purpose and belief that is different than other companies. Each one of us contributes something different as we deliver innovative solutions to our clients, with Sestra’s On Tap with Pour Control Advantage dispensing products. We understand we are creating value for our clients, who in turn are creating value for their guests and companies, and everyone plays a part and takes accountability. We know that is an important company value.

Our culture is one that thrives on teamwork in a fun and relaxed environment. We are inspired by the opportunity to be creative and innovative as we explore new ways to do old things. Sestra’s entrepreneurial environment is fast-paced, self-starting and goal-oriented - all adding up to a culture of purpose.

Currently, we are looking for a strong Sales and Business Development leader to manage our client acquisition and drive significant growth for the business. This key position will report into the COO and will grow the sales team as the company grows.

The primary accountability for this role is to attain new and named account client installations while building pipeline to meet sales objectives embedded in the Sestra business plan. This role will partner with other teams, as necessary, to achieve these objectives.

Key Areas of Responsibility & Activity for Position:

Achieve Sales Objectives

  • Achieve quarterly revenue targets based on ounces poured
  • Learn and demonstrate a fundamental understanding of the Company technology – and clearly articulate capabilities and advantages to prospective customers
  • Understand the communication needs of our clients and designs solutions to meet those complex business needs
  • Develop and implements sales plans for Named Accounts
  • Drive pipeline growth strategies across sales team
  • Provide baseline research within targeted accounts to identify key contacts and critical account information prior to prospecting call
  • Provide end to end management of named accounts including upsell and expansion
  • Conduct face-to-face consultative need analysis interviews with prospective customers
  • Prepare and present professional sales proposals and presentations that align with client business goals and objectives
  • Self-generate leads through industry networking, vertical trade shows and working all business lines within key named accounts
  • Qualify high value, new leads and request site surveys to determine serviceability of prospects, including submission of ROI analysis
  • Proactively contribute to sales materials including company, product, and competitive product and market knowledge
  • Contribute to long term strategic planning for Sestra new client acquisition
  • Partner with product teams/resources to ensure roadmaps reflect capabilities that support new client acquisition

Operational Efficiency and Effectiveness

  • Manage accounts post-sale to maintain customer satisfaction including making sure they are up and pouring, properly serviced, and delighted with Sestra’s products and services
  • Alert and escalate customer issues as necessary to ensure 100% uptime and customer satisfaction
  • Contribute to every component of the critical functions associated with fulfilling the sales cycle (forecasting, reporting, customer database maintenance and data entry, correspondence, and communications)
  • Remove inefficiencies and sales barriers to success
  • Work in conjunction with other business services support groups including product, marketing, complex design and operations to deliver the best customer solutions

Sales Reporting & Team Management

  • Provide weekly activity report to management
  • Maintain all sales databases necessary to report sales activity and customer information
  • Attends all sales meetings and training sessions as needed or recommended
  • Manage and measure sales manager effectiveness
  • Monitor overall sales productivity to ensure new and existing headcount are gaining efficiency over time
  • Coach and measure key activity metrics, adherence to sales process and company positioning
  • As needed, drive headcount growth in key, geographic areas to support sales goals, ensure smooth onboarding and manage learning curve

Education & Experience Requirements:

  • Four year degree from accredited university
  • Demonstrated success leading, growing and developing sales organizations for sustained top results, particularly in new client acquisition
  • Demonstrated results of operational excellence and sales force efficiency
  • Experience selling to concessionaires or food & beverage managers is a strong plus
  • Hardware sales experience is required
  • Successful experience in creating and leading initiatives across teams and business unit functions
  • Must be able to get along well with all departments and customer types
  • Must be able to travel 50% of every month

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