Director, Sales - Strategic Accounts

Director, Sales - Strategic Accounts

Schaumburg, IL (currently 50% onsite, up to 50% remote)

At TouchTunes, the world’s largest in-venue interactive music and entertainment platform, we’re all about sparking joy and human connection. That moment in a bar where someone at the next table cues the jukebox to play your favorite song? That’s what we do – our platform plays millions of songs daily – but we’re also so much more!  We just bought the largest soft-tipped darts business in the United States, we’re reinventing our mobile jukebox app for launch later this year, and we’re operating nearly 100,000 connected devices across North America and Europe. We’re innovators, strategic thinkers, people making the future possible today – and what a great time to join our team.

We are looking for an experienced Director, Sales - Strategic Accounts, to use best in class business insights and selling skills to further grow TouchTunes’ footprint in the restaurant/hospitality markets.  The focus will primarily be on the Casual Dining segment of the restaurant market, therefore experience selling in this segment is a must.  The Director, Sales - Strategic Accounts will develop and implement effective prospecting and selling strategies to create and close major new business opportunities on a national level.  The Director, Sales - Strategic Accounts will act as a “player/coach” and leverage his/her contacts and experience in the industry to lead the Strategic Accounts sales team and will be directly involved in closing contracts.

What your day-to-day will look like:

• Responsible for leading the Strategic Sales team through all aspects of the sales cycle: identifying opportunities, qualifying/sizing the opportunities, negotiating and winning/closing:
• Identifying: Adopt a proactive approach to generating a “deal flow” of opportunities. Establish and maintain quality contacts and rapidly establish credibility with potential clients.
• Qualifying/sizing: Efficiently assess the value of an opportunity for the client/partner.
• Negotiating: Establish and negotiate the terms and conditions of all corporate offerings in an entrepreneurial way without losing sight of the long-term impacts.
• Winning/closing: Instill a “closing” mindset that can generate and grow a top line in a very competitive environment.
• Drive continuous development and evolution of the Strategic Accounts business and coverage strategies.
• Lead the Strategic Accounts team to secure market share with major target customers and present market growth opportunities to management.
• Oversee day to day account operations by working with the Strategic Accounts team in presenting to customers, developing proposals, and negotiating agreements.
• Achieve new business financial goals and quotas specific to large scale Casual Dining chain customers throughout North America.
• Identify any gaps in sales budgets and forecasts and develop action plans to mitigate gaps.
• Analyze customer feedback and make recommendations to aid in the development of new products, business models and service strategies to generate incremental sales and grow the Strategic Accounts footprint.

• Analyze pipelines and lead data, deliver regular periodic reporting providing key business insights: Demand Generation, Pipeline, Forecast and trends, conversion rates, target accounts, market segmentation, win/ loss, age.
• Create and communicate sales goals and ensure C-level executives are informed of progress against targets.
• Create superior relationships with senior level executives and influential stakeholders to build and sustain long term relationships.
• Anticipate market and competitive factors that will influence the selling of TT Strategic Accounts products to our target markets.
• Collaborate with the TouchTunes B2B Marketing Team on branding strategies designed to build awareness, prospect potential accounts, and support new business sales activities.

What you bring to the table:

• Demonstrated track record of successful sales in a National/Regional Account restaurant environment through leveraging long standing industry contacts and relationships.
• 10-15 years of sales experience in related industries
• University degree in a relevant discipline

• Strong full cycle selling skills with proven ability to close profitable deals.
• Dynamic presentation skills with the ability to translate product concepts into business value for our customers, primarily C-Level Executives.  
• Strong pipeline management skills with a proven hunter-sales mentality and approach.
• Ability to act as a player/coach and be directly involved with customers while leading the Strategic Accounts to team close deals at scale.
• Works effectively with functional leaders throughout the organization.
• Solid business and financial acumen which appropriately balances creativity, entrepreneurship and risk taking.
• Experience researching and navigating through corporate hierarchy to gain access to decision makers.
• Track record leading a team with year over year quota achievements.
• Experience with Salesforce.com or similar CRM application.
• Strong analytical, problem solving, and negotiation skills.
• Proficient computer skills, including MS Office and Outlook.
• Must have experience developing sophisticated strategy, research & reporting plans.
• Excellent consultative sales skills in defining need analysis, qualification and presenting value proposition. 

What is in it for you:

• Working alongside a bunch of super talented and friendly people.
• A fun, diverse, open and fast-paced environment focused on family atmosphere and creating an off-the-hook user experience.
• Challenging and stimulating projects.
• Working in a culture that likes to drive constant innovation.
• Very competitive insurance packages.
• Competitive 401K package with company match.
• Hybrid working environment.
• Current work schedule requires 50% time onsite, including Tuesdays, Wednesdays, and every other Thursday

Work Requirements:

• In an effort to protect our fellow employees, their families and our customers, TouchTunes requires all employees working onsite to receive the COVID-19 vaccination with exemptions only for limited reasons required by law.
• Must be authorized to work in the United States
• Ability to perform primarily sedentary work, frequently using a computer (visual acuity, fine motor skills) and telephone (talking/hearing).
• Ability to listen, to understand, and to follow verbal and written directions
• Ability to exchange information in written format
• Ability to learn the procedures, function, and limitations of assigned duties
• Ability to recognize when there is a problem (when something is wrong or is likely to go wrong)
• Ability to apply general rules to specific problems to produce answers that make sense
• Flexibility to work outside of normal hours, including evenings, weekends, and holidays, as needed

TouchTunes is an Equal Employment Opportunity / Affirmative Action employer. TouchTunes provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, creed, sex, gender identity or expression, age, national origin or ancestry, citizenship, disability, sexual orientation, marital status, pregnancy, veteran status, membership in the uniformed services, genetic information, or any other basis protected by applicable law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.