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Sales
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2100129 Requisition #

TriNet is a leading provider of comprehensive human resources solutions for small to midsize businesses (SMBs). We enhance business productivity by enabling our clients to outsource their HR function to one strategic partner and allowing them to focus on operating and growing their core businesses. Our full-service HR solutions include features such as payroll processing, human capital consulting, employment law compliance and employee benefits, including health insurance, retirement plans and workers’ compensation insurance.

TriNet has a nationwide presence and an experienced executive team. Our stock is publicly traded on the NYSE under the ticker symbol TNET. If you’re passionate about innovation and making an impact on the large SMB market, come join us as we power our clients’ business success with extraordinary HR.

 

JOB SUMMARY/OVERVIEW
The Director, Industry Sales is a strategic sales leader who maximizes TriNet’s business potential in a specific industry through all sales channels. The Director, Industry Sales is responsible for achieving revenue targets and driving the combined sales efforts for their assigned industry across multiple sales regions. The Director, Industry Sales acts in a matrix capacity and works closely with multiple Regional Sales Directors to drive excellent results.

The Industry Sales Director is responsible for developing a strategic plan for their industry on how to drive sales. The Industry Sales Director is also responsible for providing guidance to sales reps on industry messaging, new hire certification, targeting prospects, hosting events, developing/cultivating relationships with alliance partners and driving the sales process for key deals.

The successful Industry Sales Director demonstrates a thorough understanding of sales management cadence and operating methods, as well as possesses the ability to hire, coach, and develop a team of world class sales reps. The successful Sales Director is a leader who inspires their reps, drives thought leadership, and builds an ecosystem through all available channels.

ESSENTIAL DUTIES/RESPONSIBILITIES
• Connects TriNet to Industry:
o Achieve industry revenue targets and drive the combined sales efforts for the assigned industry across the field sales consultants, sales development representatives (SDRs), internal sales organization (ISO).
o Travel to assigned team sales offices and go on sales calls with team to provide coaching on the unique aspects of selling an industry product, focus on bigger deals and align the client’s business needs to our product, converting opportunities to RFPs and closed wins.
o Demonstrate deep level of understanding of the industry, total addressable market (TAM) and best practices of the sales cycle to direct sales activity focus, high conversion rates and achieve target per employee per month (PEPM).
• Execute Industry “Key Plays”
o Work with Sales Enablement, Product Management and Product Marketing to roll out new industry products, provide ongoing learning and enablement, share industry win success stories, and/or initiatives to drive growth, retention, engagement within the Industry.
o Determine industry resource allocation for assigned markets by TAM.
o Motivate team by supporting their individual/ team goals and achievements, and by celebrating their wins.
o Demonstrate commitment to the ongoing learning and development of team by providing industry-aligned resources and creating learning opportunities.
o Works with Regional Sales Director and sales reps to segment and target prospecting lists
o Create and/or collaborate on prospecting cadence and campaign matched to key play
o Work with Marketing and SDRs (Sales Development Reps) to build and execute prospecting cadence and campaign to build pipeline
• Connects TriNet to specific industry market activities
o Blocks time each week to source pipeline of sales talent
o Hosts monthly industry events in assigned markets to drive pipeline generation
• Builds Industry Ecosystem
o Coordinate with Marketing, Channel and Regional Sales Directors on all industry campaigns and/or events, as well as with Sales Development and the Inside Sales Organization to drive successful execution of industry campaigns and programs.
o Provide feedback and input into the ongoing direction and development of the industry product offering.
o Demonstrate a strategic external focus including industry involvement, to influence direction and build TriNet reputation in a specific industry market.
o Build strong national industry-based ecosystems and networking initiatives both in industry groups and via Channel & Alliances.
o Find and generate market referrals from strategic partnerships on a regular basis
o Identify and vet new alliance opportunities
• Drives Large Deals
o Monitor team performance and drive deals by bringing together the cross-functional department stakeholders to overcome barriers to winning.
o Manage the overall long-term pipeline for industry assigned territory to ensure team is building long-term pipeline to achieve revenue targets.
o Meet or exceed industry forecast commit to Sales VP every month for assigned sales team within 10%. Develop and implement quarterly and annual business plans to achieve goals and revenue targets.
o Coordinate and quarterback upmarket deals within assigned industry and region
o Drive upmarket deals every month within assigned industry and region
• Develops Sales New Hires:
o Build sales talent candidate ecosystem specific to assigned industry to generate potential candidates who meet the sales consultant success profile.
o Establish a regular cadence to coach and enable industry sales consultants on the unique aspects of selling into an industry and representing TriNet’s industry product offering, including certifications.
o Partner with regional sales directors for assigned team on recruiting, hiring, onboarding, and ongoing performance management activities.
o Assist Sales Enablement team with checkpoints throughout 6-month training of new hires to assess new hire knowledge and capabilities
o Collaborate with Regional Sales Director to ensure new hire success
• Coordinate with Client Services, Client Relationship Executives, and Sales Operations to drive client retention
• Engage in cross organizational collaboration with Sales Enablement, Product Marketing, Talent Acquisition, HR Business Partners and other internal teams to drive team productivity and success.

JOB REQUIREMENTS AND QUALIFICATIONS
Education: Bachelor’s degree is a plus; or equivalent combination of education and experience.
Training Requirements (licenses, programs, or certificates): None

Experience:
• Minimum 3-5 years of successful sales management experience, preferably leading a field-sales team, required
• Minimum 5 years of experience in consultative sales, B2B sales experience required
• Prior experience selling in one of the following industries preferred: SaaS, HRO, BPO
• PEO industry experience preferred; Human Capital Management Industry experience a plus
Other Knowledge, Skills and Abilities:
• Ability to navigate a complex sales process with multiple stakeholders
• Excellent verbal and written communication skills, interpersonal skills and presentation skills
• Ability to communicate with employees at all levels of the organization
• Strong knowledge and understanding of both state and federal employment laws
• A demonstrated commitment to high professional ethical standards and a diverse workplace
• Ability to adapt to a fast paced continually changing business and work environment while managing multiple priorities
• Proven ability to influence C-level executives and help direct reports drive new client business
• Forecasting and quota management skills
• Ability to demonstrate financial acumen by understanding key financial reports and measures (e.g., P&L, Balance sheet, profitability measures, etc.).
• Ability to demonstrate understanding of sales revenue model to maintain predictable regional profitability through pipeline and clients.
• Experience with technology and common software and web applications, including MS Office and Salesforce.com
• Strong Excel skills to be able to analyze a prospect’s hard and soft costs and translate that into a presentation

WORK ENVIRONMENT/OTHER INFORMATION (Travel required, physical requirements, on-call schedules, etc.)
• Ability and willingness to travel to prospective clients’ sites within United States
• Travel will be required at least 50% of the time
• Work in clean, pleasant, and comfortable office setting
• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
 

Please Note: TriNet reserves the right to change or modify job duties and assignments at any time. The above job description is not all encompassing. Position functions and qualifications may vary depending on business necessity.

TriNet is an Equal Opportunity Employer and does not discriminate against applicants based on race, religion, color, disability, medical condition, legally protected genetic information, national origin, gender, sexual orientation, marital status, gender identity or expression, sex (including pregnancy, childbirth or related medical conditions), age, veteran status or other legally protected characteristics. Any applicant with a mental or physical disability who requires an accommodation during the application process should contact recruiting@trinet.com to request such an accommodation.

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