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Director of Sales


Role Summary / Why The Role Is Important

This is a hunter role deploying insight-led selling of Mercaris’ solutions focused on our highest potential opportunities. Aligned around our ideal customer profiles, you will shape and close end-to-end complex deals to serve the needs of the customers and maximize revenue in collaboration with internal stakeholders and the Account Manager. The Director of Sales will be responsible for both upselling into the existing customer base, as well as new gross sales by bringing in new logos. 

 

This position will work collaboratively with internal teams to promote individual customer requests to discover approaches, solutions, and new product development. In this role, you will serve as the face and voice of Mercaris by building brand recognition at trade shows, conferences, demo opportunities, and partner events, as needed.

 

Director of Sales

This role requires someone who can:

  • Strategize new business opportunities, by identifying new logos
  • Actively pursue new sales opportunities as well as building and managing pipeline
  • Structure and negotiate large deals (new / up-sells)
  • Coordinate and manage internal and external stakeholders to win deals
  • Coordinate report launches with the product, marketing, and project teams to monetize against targets
  • Provide industry insights and thought leadership
  • Discuss and present our value proposition at both a strategic level and at a deep level of detail, depending on the audience.
  • Ability to develop & leverage deep customer knowledge & insights.
  • Builds trust & strong relationships with customers
  • Share customer knowledge and insights, as appropriate within Mercaris
  • Create a positive customer experience that sets Mercaris apart from our competitors.
  • Participate in strategic discussions with the business on product direction, but also “roll their sleeves up” to participate in “hands-on” work when needed.
  • Engage with customers across the country to get complex deals executed.
  • Develop and present product & pricing solutions by creating unique value propositions linking needs, benefits, and added-value offerings.
  • Lead internal discussions with multi-functional teams when customer projects and/or issues arise.
  • Effectively work with a virtual team
  • Travel, potentially up to 30%, depending on needs.

 

This role reports directly to the Chief Revenue Officer.

 

 

Major Responsibilities / Accountabilities / Daily Tasks Performed

 

The primary responsibility of the Director of Sales is to engage with and build relationships with companies and organizations with the goal of bringing in revenue via subscription services. A typical week might include developing a list of target companies to engage with, making initial outreach to identified firms, meetings with prospective customers, and/or conducting demos and training for potential Mercaris data plan subscribers.  Often collaborating across teams to bring forward the voice of the customer feedback to inform product development.  Working across teams on client deliverables.  The Director of Sales possesses solid time-management and follow-through skills, with the ability to simultaneously work on and manage multiple tasks and projects with tight deadlines.  The person in this role should be innovative, with a strong understanding of the commodity supply chain.

 

Essential Skills / What Do You Need To Bring To The Role

 

  • Deep understanding of physical agricultural markets with direct experience in a sales function related to grain, oilseed, or other commodities
  • Ability to help establish the company’s brand and reputation in the marketplace
  • Ability to motivate customers to take action
  • Strong selling skills (identify, develop, & articulate proposition/consultative selling/ ‘closer’)
  • Creative thinking
  • Excellent communication and presentation skills (verbal & written)
  • Strong interpersonal skills
  • Ability to organize and execute a strategic customer acquisition plan
  • Executive presence
  • Over 5 years of industry, sales or market experience
  • Experience selling to c- level executives

 

Mercaris is an innovative company that brings market-based tools to the identity-preserved agriculture commodity supply chain.  We are the clear leader in providing rigorous data and analytics, and an online trading platform for agricultural commodities that are organic, non-GMO, or are otherwise identity preserved.  We create new information, risk management, and procurement tools for the industry, and we’re looking for talented, mission-oriented folks to join our dynamic team.

 

Interested applicants should submit a cover letter and resume to [email protected] for consideration.