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SalaryLocation:REMOTEin AR, AZ, CO, FL, GA, IA, MD, MO, NC, NE, NV, OH, PA, TN, TX, UT, VA, and WA.
About Arbinger:
The Arbinger Institute is a fast-growing leadership development and culture transformation organization. We help leaders, teams, and organizations create people-centric cultures that drive exceptional organizational results. Through an innovative process of training, coaching, and consulting, we help people adopt an outward mindset which is integral to accelerating performance, creating genuine inclusivity, and ensuring sustainable change. We work with thousands of organizations of all sizes across a broad spectrum of industries, including manufacturing, technology, non-profits, healthcare, law enforcement, finance, and the federal government.
The Arbinger Institute was founded over 40 years ago. Arbinger is an equal opportunity employer committed to diversity and inclusion in the workplace. Arbinger has been named a Top Workplace by the Salt Lake Tribune for three years running (2020-22) and is a 2022 and 2023 recipient of the HIRE Vets Medallion Award for our commitment to hire, develop, and retain our United States veterans.
The Position:
The Managing Director oversees the activities of Arbinger’s account executives and manages the satisfactory experience of all accounts contained within their assigned practice area which, for this role, will be Corporate. The Managing Director’s responsibilities include building and maintaining a sales pipeline with a high conversation rate, attending sales meetings to provide progress updates, and researching industry trends. This role should also be able to identify new sales opportunities through networking initiatives and customer referrals.
Roles and Responsibilities:
- Perform regular self-assessments using Arbinger’s internal 3A+ tool to gauge and enhance individual performance impact.
- Responsible for establishing and communicating the 3A+ expectations, creating job maps, and utilizing various Arbinger tools to enhance the impact of direct reports.
- Manage a team of account executives to ensure that sales objectives are achieved.
- Set reasonable sales quotas to be achieved by the sales team.
- Develop long-lasting relationships with new customers.
- Recruit, hire, onboard, and coach a team of account executives to achieve practice targets.
- Develop and implement effective account plans to retain existing customers.
- Identify customer needs and communicate how company products and services fulfill those needs.
- Develop solid sales proposals to help potential and existing customers commit to purchase company products and services.
- Collect customer feedback to determine product and service shortfalls.
- Perform other related duties as assigned.
Required Capabilities:
- Superior negotiation and consultative sales skills.
- Excellent leadership and management skills.
- Exceptional customer service skills.
- Proven organizational skills, multitasking skills, and attention to detail and deadlines.
- Strong communication and skills.
- High level of emotional intelligence with deep-seated empathy for teams and partners.
- Ability to prioritize tasks and collaborate with multiple departments.
- Ability to delegate tasks and responsibilities as appropriate.
- Proficient with Microsoft Office Suite or related software.
Preferred Capabilities:
- Familiarity with Project Management software (ex:? Asana, Trello, Basecamp, etc.)
- Familiarity with customer relationship management tools (ex: SalesForce)
Education and Experience:
- Demonstrated experience managing sales team to meet targets successfully for multiple years required.
- Bachelor's degree in marketing, communications, business administration or management, or equivalent work experience.
- 5+ years of related experience required with demonstrated successful goal/quota attainment where account annual spend is in excess of $100k.
- In-depth knowledge of The Arbinger Institute’s Intellectual Property and how it can be applied to the organizations in the practice they serve.
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
Salary: $275k On-Target-Earnings, with $175k base salary + Variable Compensation with Uncapped earning opportunity.
Arbinger Benefits:
- Leadership Training
- DEIA Workshops
- Health Benefits
- Health Savings Account (HSA)
- 401K Plan
- Accident Coverage
- Critical Illness Coverage
- Disability Coverage
- Life Insurance
- Paid Time Off (PTO)
- Paid Parental Leave
- Discounted Gym Memberships
- Pet Insurance
- Comprehensive Employee Assistance Program
- Birthday and Anniversary celebrations
- 11 Company Paid Holidays
- Company Paid Veterans Day off for all Veterans
- Note: the job description is not meant to cover all responsibilities but only provides an overview of the role.
** Arbinger is an equal-opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, protected veteran status, or any other basis protected by applicable federal, state or local law.
