HdL Companies—Current Opportunity

Sales Executive

The position is responsible for establishing and executing sales strategy, and the growth of corporate revenue, clients, and client profitability across the company’s operating units. This includes pursuing new clients and supporting cross-sales to existing ones. The role will be the most visible face in HdL’s prospect markets and requires frequent travel. Those markets are all connected in some way to governmental organizations and operations. This is a new position presently a part of the CEO’s overall scope of work. As such, a successful hire will report to and work closely with the CEO, smoothly transitioning his sales roles and responsibilities.

Position Objective:

This position is going to be successful by meeting HdL’s revenue, client, and product penetration objectives. It will be measured by ongoing development of the sales pipeline, for accuracy, relevance, and timeliness of forecasting and overall revenue growth through client acquisition and cross-selling. It is, at the highest level, responsible for the development and excellence of HdL’s sales competency.

Primary Responsibilities:

• Drives enterprise growth of top-line sales revenue, beyond HdL’s double digit track record, in support of HdL’s year over year growth objective.
• Develops and is thoroughly competent in the KPIs that are relevant to understanding HdL’s likelihood of hitting its revenue growth and market share targets. Promotes sale situational awareness through key performance indicators and dashboards at the corporate and departmental level.
• Informs the CEO and Executive Team of the state of sales momentum and direction consistent with the overall strategic plan.
• Manages and directs the documentation process for all sales transactions, from RFP to agreement.
• Builds end-to-end sales processes which are transferable, and supportive of operating unit capabilities.
• Partners with operating unit leadership and executives to coordinate and centralize enterprise sales knowledge and activities.
• Builds an enterprise sales team by hiring sales personnel and by leveraging competence in operating unit sales roles.
• Supports HdL’s acquisition of other companies through evaluation of M&A targets’ sales processes and performance. Provides strategies for integration of acquisitions appropriate to the role.
• Personally engages in sales activities.
• Identifies and recommends new business opportunities.
• Cultivates and maintains relationships throughout local government, including partners, clients, prospects, and influencers.

This position will meet the following general requirements:

• Normally works 40-50 hours per week during regular business hours, though work requirements will dictate what is necessary to accomplish enterprise and functional objectives.
• Bachelor’s degree required. Master’s degree preferred.
• At least five years of enterprise level sales management experience required, preferably in a tech-enabled service-based organization with revenues of $40 to $100 million, and with multiple direct reports.
• Can show deep functional expertise in developing and leading a successful sales organization.
• Has a strong appreciation of and commitment to the value of customer service.
• Experience required in a company with subsidiaries, or business units with P&L responsibility, preferably operating in multiple states.
• Possesses, and can demonstrate, excellent verbal and written skills, capable of effective communication in and out of the company including senior government officials, municipal councils, boards of supervisors and legal resources.
• Competent in setting expectation through sales to municipal leaders including city managers, finance directors, CEOs, CAO’s, elected officials, and auditor controllers. Must be able to demonstrate that they possess proficiency that will raise HdL’s competency in selling to the government sector.
• Has deep understanding of governmental sales including RFPs, government procurement and contracting, along with related laws and regulations.
• Is knowledgeable of and skilled with sales management software applications and platforms, including standard desktop applications and ERP systems.
• Professional, assertive with a cheerful outlook, strong work ethic and demonstrated commitment to an executive team and to meeting enterprise goals and objectives.
• Strategic thinker with strong analytical skills
• Demonstrate that they possess proficiency that will raise HdL’s competency in selling to the government sector.
• Has a preferred deep understanding of governmental sales including RFPs, government procurement and contracting, along with related laws and regulations.

When thinking about this person’s career trajectory and what would encourage a change to a role like this, he or she:

• Daydreams about an opportunity that values and seeks what she can bring to establishing a vibrant corporate sales culture. And that, at a company with both strong corporate performance and an attractive market presence.
• Has a heart and passion for what’s local, what impacts real people in their daily lives. Desires more of the satisfaction of lifting communities through support of the public entities who serve them.
• Tires of being pigeon-holed, craves the chance to break free of constraints that have inhibited him from building a key, functional organization.
• Is now, or wants to, sit in a seat that has a substantial, meaningful, and expected influence on organizational direction, particularly one closely aligned with their personal mission and vision.
• Has a burning desire to be with an organization where, step-by-step, the executive team is creating a roadmap for scaling the business, with sales an obvious and vital part of their algorithm, and her leadership an essential component.

When thinking about this person and their development as a sales executive, leader and manager, the following would be good clues that a match is possible:

• Strongly embraces, by way of experience, that influence is more powerful and productive than authority. As a result, people would describe her as a servant leader—someone who understands that leading is not lording, but meeting people at their level of development, understanding what they understand to help them move forward.
• Even while being a strong performer himself, is a team player. Understands that collaboration is at the heart of shared achievement in a complex organization. Welcomes feedback and ideas from others on how to move forward. Doesn’t react negatively when his idea falls flat. In fact, sees that as useful data in creating a better solution.
• Knows that relational friction around ideas and direction can often be productive. She has developed self-awareness to an extent these conflict opportunities are exciting and risky, but required to find the best way forward.
• Is an active contributor, offering valuable ideas with conviction, in any discussion.
• Has stories to tell of how they learned, often the hard way, that relationships are at the core of corporate performance. In fact, she has become known for fostering healthy relationships and encouraging others to do likewise.
• Develops others enthusiastically. Gives people meaningful work to do that grows them in anticipation of their potential to take his role.
• She is future directed…excited about what she and her colleagues are creating together. She has a sixth sense about what to anticipate, how to plan and provides thoughtful, actionable insights.

In the following, this person might think or respond in these ways:

• When presenting an idea, has ownership, but holds it loosely.
• When mistaken or misunderstood, accepts responsibility for short-comings, and is gracious when confronted.
• Over the days and weeks of working to achieve often disparate objectives, gets the goal, wants the goal and drives to achieve it. Understands that success and failure in themselves is inevitable in advancing to a goal.
• When confronted with information, can make sense of it, turn it around and talk meaningfully to what it may say. He is curious. And that curiosity leads him to think of the interrelationships of the information so much so that he sees the system behind it
• All day long, has no trouble with talking the strategic, then the tactical, and back and forth. Is rare in their ability to do this AND translate what they see into meaningful words and ideas appropriate for the path ahead.
• When presented with relational dissonance, her first thought is to protect and guard the relationships and the people in them. They see nothing more important.
• He is resourceful in a way that is confident in his own capacity, yet easily leans into the value of other subject matter experts in and out of the organization. He is forward thinking, wisely identifying and tapping their value.

OUR VISION: Our vision is for HdL to be a trusted partner to our clients and recognized by local governments, professional organizations, state agencies and elected officials for our expertise, professionalism, integrity, and the overall excellence of our team.

OUR MISSION: We exist to help local government agencies increase revenues, gain actionable insights, and operate more efficiently.

OUR VALUE STATEMENT: HdL is dedicated to delivering increased revenues, accurate data, expert analysis, and innovative software solutions that facilitate local government operations and decisions.

CORE VALUES.

Do the right thing. We always act in the best interests of our company and clients. We are respectful, have high integrity and are accountable for our actions. Deliver excellence in everything. We anticipate needs and believe that delivering extraordinary service, inside and outside our organization, is key to our success. We passionately pursue excellence in everything we do. Foster relationships. We build lasting relationships based on trust with our teams and our clients. We value collaboration toward our common goals and inspire each other to improve and progress. Give generously. We give generously of our time and resources with our teammates, clients, and communities. We impart information for best practices, encourage professional development and support charitable community organizations. Enjoy the journey. We enjoy our journey and enthusiastically celebrate our successes. We have fun and find fulfillment working with our colleagues and clients. Be authentic, grateful, and humble. We are thankful for the success we have achieved individually and as a company and never take it for granted.

Benefits

Additional information on HdL companies and the management team is available at: https://www.hdlcompanies.com