• Foster a sales-driven culture. • Ensure accountability to metrics-driven results: activity, deal development, and pipeline development. • Promote a team-based culture to drive growth. • Ensure salespeople and group directors create, present, and own quarterly business plans. • Conduct regular one-on-one meetings with direct reports to review results and opportunities. • Maintain and enhance the margin-based commission structure to motivate business development. • Develop, document, and continuously update quarterly account plans. • Develop and implement effective sales strategies to achieve revenue targets. • Identify new market opportunities and lead efforts to expand the customer base. • Monitor market trends, competitors, and customers' needs to refine sales approaches. • Establish pricing strategies and optimize profitability. • Recruit, train, mentor, and manage a high-performing sales team. • Set sales targets, track progress, and ensure team accountability. • Guide team members to strategically target appropriate customers and prospects. • Ensure the team understands and follows the company’s business development process.