VP of Sales and Business Development DriveFactor
THIS JOB HAS EXPIRED About DriveFactor
DriveFactor strives to be the ?Trusted worldwide source for driving data and analytics for the Auto Insurance Industry?. It was founded in January 2010 and is privately owned and backed by VC firms Safeguard Scientifics (NYSE: SFE) and QED Investors. The firm also has a strategic alliance with FICO, the worldwide leader in risk scoring.
Headquartered in Richmond, VA, DriveFactor combines mobility technology and high-powered data and analytics software into a single, revolutionary offering in the usage-based auto insurance (UBI) market. Usage-based insurance means using electronic sensors to measure how a car is driven and setting rates based on those sensor readings. DriveFactor?s offering helps drivers improve their driving and benefit from personalized rates and safe-driver discounts.
The key benefit of the company?s value proposition is that it provides insurance companies with a turnkey solution (hardware, software and services) that can underwrite driving insurance based on a Driving Score. This solution requires very little IT integration and helps drivers improve their driving and benefit from lower premiums with an easy to use device.
Scope of Responsibilities
The VP of Sales and Business Development manages the business development and sales function and is responsible for delivering top line results. Our sales organization is focused on identifying and winning specific new business opportunities to generate profitable revenue growth.
Consistently qualify, generate, and execute on opportunities that provide profitable revenue to DriveFactor.
Communicate the significant value proposition of the company?s entire portfolio. Instill confidence among clients with your personal credibility and experience and the company?s footprint in the insurance telematics space.
Provide leadership to identify, prioritize, create and execute plans to increase market share.
Consistently build an effective pipeline and execute on each phase of the sales process.
Incorporate knowledge of our products and services, the customer, and key competitors into the sales process and use that knowledge to uncover customer needs and create value based solutions.
Monitor market trends, competitive products/pricing, and be a key participant in identifying and analyzing the products to be developed for and channeled to the market place.
Own all aspects of sales planning including forecasting and achieving annual operating plan by defining a sales process and toolkit
Responsible for selling to both new and existing customers.
Establishes effective communications with appropriate executives in the insurance industry to understand their needs and deliver effective proposals.
Effectively manage and mentor a team of sales professionals
Ensure all required departmental policies, procedures and processes are documented and communicated.
Ensure adequate systems are in place to support staff needs.
Knowledge, Skills, and Abilities
Extensive knowledge of professional services selling and the ability to build and sustain long term relations with clients to drive revenue. Demonstrated success in an individual contributor sales role for a professional services or technical IT organization. Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling.
Prior sales experience in ?hunter? role managing revenue of more than $8-10 Million; specific credentials of achieving and overachieving sales quotas
Familiar with sales and account management techniques
Experience using CRM tools including Salesforce
Must have the ability to translate customer needs into solution requirements.
Excellent written, oral and presentations skills.
Strong interpersonal, planning, and analytical skills
Ability to influence others in a matrix environment.
Minimum of ten years of sales experience, at least five of those years in sales management. Experience building a national sales program and team driven by assertive sales goals with a successful track record of closing new accounts.
Selling experience in an IT solutions environment with special emphasis on selling large multiyear annuity deals under a SaaS revenue model would be helpful.
Exposure to technical sales and/or delivery and knowledge of global delivery model is a must
Bachelor?s degree required; MBA preferred
||Glen Allen, VA |
THIS JOB HAS EXPIRED