Year Up seeks a high-energy and experienced Deputy Sales Director (DSD) to assist with the management of a Regional corporate engagement team (business development and account management). Reporting to the Regional Director, Corporate Engagement, this individual will be primarily responsible for sales management including forecasting demand, business development strategy, and pipeline management. The DSD will manage and develop a talented team and architect various programs in pursuit of Year Up's national goal to develop major accounts. The DSD will provide analysis and decision support to the Regional Director (RD) responsible for their sites.
The ideal candidate desires to leverage their demonstrated experience in sales operations, sales strategy, and support practices within our mission-driven social enterprise. You will have experience managing a remote or virtual team, using Salesforce or other CRM and sales planning tools, you will have strong communication skills and a bias toward best practices and repeatable processes. You will be prepared to travel several days each month in support of your team, and you will be prepared to participate in cross-site collaboration and provide leadership on various projects with a scope beyond your region.
In keeping with Year Up's values, the DSD will also have the opportunity to interact with colleagues and students regularly to help create and sustain a positive educational environment. KEY RESPONSIBILITIES: Sales Management
- Manage Corporate Engagement (CE) professionals across multiple cities in a given region of the US
- Implement best practices in sales management in support of maintaining a robust pipeline of internship and job placement demand from corporate partners in multiple cities with diverse product offerings
- Manage day-to-day pipeline management, keeping on top of new business development and account management activity; identifying slack in the pipeline, particularly for new product offerings
- Review reports weekly and follow-up regularly with the Corporate Engagement team
- Coordination of business development and market development events such as Listening Campaigns, Designfest, Employer Focus Groups and Corporate Partner Days
- Plan and manage a weekly sales meeting and make sure the "trains run on time" - maintain discipline toward 6-month cyclical deadlines (surveys go out, internship seats get closed, due diligence gets done)
- Work with Sales Operations Support (SOS) team to develop market research that supports business development efforts in each city
- Support RD's with reporting and analysis across your region
- Participate in site leadership meetings for your Year Up office and establish yourself as the program-facing lead for your site, working with local program team on improvements to Corporate Engagement/Program communication, etc.
- Participate in site-level CE and Devo events, retreats, in-service days
- Work with RD and SOS on reporting to national Senior Leadership Team concerning market demand, anticipated challenges, resource needs, talent development, staff training and the like
- Act as a strategic thought partner to the Regional Director
- Participate in the annual sales planning process, derive insights and bring a regional view of market demand with actionable recommendations
- Design support programs, set milestones, and oversee implementation and follow-through of team projects and initiatives
- Leverage influence skills to work effectively within the team and across departments to obtain input, move groups to consensus, and build buy-in
- Collaborate with colleagues at the National and Site levels, as well as across the Year Up network
- Partner with Regional Director and Program Managers supporting the strategy and tactics in Strategic Account Plans for areas of proposed expansion.
- Partner with Training Academy identifying development/training needs of your assigned team to ramp new hires faster, reduce sales cycles and set new employees up for success.
- Demonstrate genuine commitment to the mission, vision, values, and culture of Year Up
- Ensure collaboration across departments
COMPENSATION & BENEFITS:
- At least 7-10+ years of professional experience in sales management, business development, strategic account management, management consulting, or service delivery
- Diligent, disciplined, & accountable - comfortable in performing at high-level in a dynamic deadline-driven environment
- Consultative sales approach with a focus on both internal and external clients and a passion for service excellence
- Proven ability to influence, develop, manage, and empower employees to achieve objectives within a team
- Ability to demonstrate prior success in meaningful relationship building, management, and growth to scale
- Demonstrated ability to set direction and manage complex teams, projects, and processes
- Strong organizational and time management skills with exceptional attention to detail
- A professional and resourceful style with the ability to work independently and as a team player, to take initiative, and to manage multiple tasks and projects at a time
- Ability to collaborate across teams, facilitate difficult conversations, and resolve issues
- Ability to lead, willingness to be led, and comfort with situational leadership
- Proficiency with Microsoft Office; Salesforce.com experience preferred; experience with relationship mapping tools a plus
- A willingness to travel and spend several days and 2-5 nights per month away from home, as needed
- A passion for working with young adults, an unshakable belief in their potential, and a strong commitment to the mission of Year Up
- Understanding of the Opportunity Divide and its drivers
- Commitment to diversity and inclusion
- Salary: Competitive and commensurate with relevant experience and skills.
- Benefits: Comprehensive healthcare options and dental coverage; 401(k) match for eligible participants.
- Vacation: Earn three weeks paid vacation in first year of employment; four weeks after initial year.
- Professional Development: Funds available to support staff in achieving career objectives ($2,500 per year)
** This is an exempt role (paid on a salaried basis). **ORGANIZATION DESCRIPTION:
Year Up is a national 501(c)3 workforce development organization committed to ensuring equitable access to economic opportunity, education, and justice for all young adults-no matter their background, income, or zip code. Employers face a growing need for talent while millions of talented young adults lack access to meaningful careers. These inequities only further perpetuate the opportunity gap that exists in our country-a gap that Year Up is determined and positioned to close through three interconnected strategies: providing targeted skills training and connections to livable-wage employment for students and alumni; empowering others to serve and support young adults, and changing systems that perpetuate the opportunity gap. Year Up's intensive training program utilizes a high expectations, high support model where students learn in-demand technical and professional skills and apply them during a corporate internship. Year Up has directly served more than 35,000 young adults since its founding in 2000. Year Up's nationwide presence includes Arizona, Bay Area, Charlotte, Chicago, Dallas/Fort Worth, Greater Atlanta, Greater Boston, Greater Philadelphia, Jacksonville, Los Angeles, the National Capital Region, New York City/Jersey City, Pittsburgh, Puget Sound, Rhode Island, South Florida, Tampa Bay, and Wilmington.
Voted one of the Best Nonprofits to Work For in the country by The NonProfit Times, Year Up is a rewarding and impactful place to work. Our staff is passionate, supportive, mission-driven, and committed to positive change and continuous learning. We set high standards for both ourselves and our students and live by a set of core values that reflect an unshakable belief in the talent and potential of our young people. The work we do is life-changing, and we know that our team is the greatest asset in achieving our mission.COMMITMENT TO DIVERSITY:
Year Up actively engages individuals from all backgrounds. We are committed to embracing diversity within our organization because we firmly believe that diverse employee teams help us to achieve our best organizational outcomes and provide the most effective support to our young adults as we work to close the Opportunity Divide. We are deeply dedicated to creating and maintaining an inclusive and supportive work environment. Learn more about our commitment to diversity: http://www.yearup.org/about-us/careers/commitment-to-diversity/
As an equal opportunity employer, Year Up is committed to providing employment opportunities to all qualified individuals and does not discriminate on the basis of race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, parental status, genetic information or characteristics, or any other basis prohibited by applicable law.TO APPLY:
Please submit a thoughtful cover letter and resume through our website.
Note that applications without a cover letter will not be considered. We respectfully request no phone calls.COVID-19 UPDATE:To ensure the safety of our young adults, staff, and families as we return to in-person work, Year Up requires that all staff be fully vaccinated against COVID-19 by January 2, 2022, unless someone qualifies for an exception. The vaccination deadline for our Seattle staff is November 1, 2021. Subject to reasonable accommodations for individuals with medical conditions or sincerely held religious beliefs that prevent them from being vaccinated. Face masks and physical distancing are also required in Year Up spaces.