Director of Portfolio Services

Fort Lauderdale, United States

Job Description

Director of Portfolio Services

Company Overview

We are redefining and elevating the role of facility professionals in the modern world. Established in 2004, Encompass delivers award-winning facility services to building operators with any facility makeup. Our unique combination of top facility professionals empowered by our proprietary and industry-leading technology delivers a higher standard of facility management for our customers. We are seeking a Director of Portfolio Services to join our team and help us, and our customers, achieve our ambitious goals for our business and the industry.

Position Overview

Encompass is a leader in the facility management industry, and our technology differentiator has us uniquely positioned to gain market share and significantly grow the impact of what we do. Currently, we work with all types of customers, from large retailers to large university campuses. Our goal is to provide tech-enabled facility services that drive the industry’s best results for our customers and make us irreplaceable. As the Director of Portfolio Services, you are responsible for overseeing the entire sales process from start to finish. This includes developing and implementing strategies that will help increase revenue, as well as managing the team that supports the sales process. This position will report directly to the GM of Platform/Head of Product, and AE” s will report into them. An ideal candidate will have experience in a sales leadership position at a fast-growing startup, or high growth tech company. The ideal candidate will be able to help craft and refine a G2M across all business units and be comfortable working independently in a result driven environment.

Position Expectations

Working with the executive team to develop a sales department strategy aligned with company goals.
Developing and managing the sales process, and necessary tech stack needed to ensure compliance from AE’s.
Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement. Analyzing data from various sources—including metrics from CRM software, website statistics, call logs, emails, etc.—to identify trends or opportunities for improvement in the sales process.
Provide input to senior leadership in the development and administration of sales incentive compensation programs.
Coordinating and quarterbacking the process for proposal submission (in collaboration with AE’s) and ensuring timely submission.

Managing sales rep performance as it relates to sales goals (quota) by providing feedback, identifying training needs, and offering support where needed. Coordinates training delivery to sales reps.
Developing strategies for improving sales performance through increased sales volume or higher margins on existing sales.
Planning and coordinating events such as trade shows, conventions, and webinars.
Implements enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data.
Coordinating sales activities with marketing needs to ensure that both departments are working together to achieve common goals.
Interacting with external sales stack vendors to ensure that all vendor contracts are signed, terminated as needed, and renewed on time.
Building and maintaining sales dashboards so that stakeholders have near real time data on sales performance. Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization.
Generate and update sales scorecards for each AE.
Execute daily/weekly/monthly sales standups and meetings.

Experience/Qualifications

At least 5 years of experience in Enterprise Sales and Sales Leadership. Preferably at a startup, tech enabled service company, or enterprise software company.
You are up to date on all the sales technology and sales enablement techniques.
Up to speed on best practices for managing SDR’s and Sales Development technology in house.
You take a Gap Selling based approach to generating leads and communicating to customers the right solutions.
You are an energetic, and tenacious player, willing to hustle to ensure everyone hits quota and key metrics.
Excellent verbal and written communication skills.
Activity centric, fearless attitude and willingness to take calculated risks.
Must be proficient in standard lead gen tech stack functionality, ideally:

Hubspot, Pipedrive, LinkedIn Sales Navigator, Salesloft, Vidyard
Collaborative and solutions-based approach with other team members.
Multiyear experience working in sales leadership, leveraging account-based marketing (ABM) for lead generation.
Background working in Facilities, Prop Tech, or other similar industries.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job.
Must be able to frequently lift, and/or move 50 pounds and occasional lift, and/or move up to 50 pounds.
Must have the use of sensory skills in order to effectively communicate and interact with other employees and the public through the use of the telephone and personal contact.
Physical capability to effectively use and operate various items of office related equipment, such as, but not limited to, computer, calculator, copier, and fax machine.
No significant standing, walking, moving, climbing, carrying, bending, or kneeling.
Some reaching, sitting, standing, pushing, pulling, crawling, and handling.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

Requires working under stressful conditions or working irregular hours, occasional high stress work may require dealing with customers/clients.
Must be proactive in identifying better ways to resolve problems, handle conflict, and make effective decisions under pressure.
Requires some exposure to machines, minimal exposure to chemicals, and solvents that are not green certified.

Must understand vague and implicit instructions and react favorably in all work situations.
Must be mentally adaptable and flexible in dealing with a variety of people.
Available to routinely provide guidance or handle difficult situations.
Must be able to think creatively when faced with an unprecedented scenario, quickly weighing out the best short- and long-term solutions.
Ability to do moderately difficult math calculations, input data into computer software programs and analyze data as necessary.

FLSA Status: Exempt

EEO Classification: First/Mid-Level Officials and Managers

Encompass is an Equal Opportunity Employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, national origin, disability, protected veteran status, gender identity, or any other factor protected by applicable federal, state, or local laws.

Our commitment to quality service and performance begins with attracting the most qualified employees and cleaning professionals who wish to work alongside leaders in the building maintenance field. With support and recognition from co-workers and management, our employees have an opportunity to attain the highest level of professional achievement and personal satisfaction in a dynamic and friendly environment.

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