As a member of the Dedicated Sales team in Growth, this role is responsible for driving sales in specific industry segments and geographies. Responsibilities include New Client Development (NCD) and working with Point B industry teams to develop and drive business expansion into new areas within existing clients (ECD). This role will expand the sales and prospecting approach within Point B to effectively drive more high-value strategic offerings and outcomes for our clients. 

WHAT YOU'LL GET TO DO:

Working with industry segment leaders, lead growth efforts across a portfolio of strategic customers/prospects to achieve customer and industry segment growth goals

Understand industry trends and competitive positioning for assigned industry

Lead/contribute to growth strategy discussions for assigned industry segments / customers

Understand customer strategic objectives and align growth plans to these objectives

Represent Point B brand and competitive positioning in prospecting discussions and sales pursuits

Employ leading business development approaches and an advisor mindset to provide an authentic, customer-centric buying experience for customers

Lead and drive customer pursuits from prospecting to closed sale

Achieve annual sales targets for outcomes based sales

Achieve target margins

Accurately track activities, leads, opportunities, and the sales forecast to ensure an accurate depiction of the direct sales pipeline at all times

Develop and maintain a strong professional network and intentionally add value to network contacts

Develop solid and long-term relationships with customer executives

Coach and mentor non-sales professionals in sales best practices

Deliver effective sales discussions and proposal presentations

Explore and recommend alternative sales and lead generation channels

WHAT WE OFFER:

The ability to chart your career path based on your expertise and passions

An environment that encourages you to identify new opportunities and supports you in reaching your goals

The opportunity to build and be part of a fun and collaborative culture with teams that are as passionate about their communities as they are about their clients

A comprehensive, flexible Total Rewards program that supports and recognizes each’s unique needs and contributions to the firm

WHAT WE EXPECT YOU’VE ALREADY DONE:

B.A. or B.S. degree required

5-8 years of consulting sales experience in industry; full cycle from lead generation to close of sale

Passion for growing Point B

Minimum of 5 years proven success in selling outcomes based consulting services, focused on the development of new clients, at a pace of $5-6M per year or greater

Demonstrated consulting agility and flexibility to build rapport with clients at all levels of the organization and drive to successful outcomes in the best interest of our clients

5-8 years of proposal development experience

Demonstrated understanding of Point B services, capabilities, and offerings and how to sell and market to clients

A deep and broad professional network that aligns to our target client base in the assigned industries

Ability to work effectively with a matrix organization offering a broad range of services

Expertise in managing and accurately forecasting sales cycles ranging from one to twelve months

Excellent organizational, negotiation, presentation, analytical, written, and verbal communication skills 

THE KIND OF PEOPLE WE LOOK FOR:

Innate problem solvers who want to grow in a flexible, collaborative culture

Engaging leaders who make a positive impact on their firm, clients, and communities

Successful in ambiguous environments

Desire to and ability to learn

Passion for Point B’s Mission, Vision, Values & Culture

Gets it done brand and attitude

Ability to work from home

Ability to work non-standard work hours when necessary

Ability to sell virtually and travel up to 40% to support pursuit of new and existing client opportunities

COMPENSATION AND BENEFITS:

The estimated base salary range for this role is $150,000 - $180,000 USD per year plus a target incentive opportunity that may exceed 100% of base salary. This salary range is provided as required by local and state law as applicable. Individual salaries vary on a number of factors including but not limited to geography, skills, education, experience and unique qualifications where applicable.

Bonuses are awarded at Point B’s discretion and are based upon individual contributions and overall firm performance