Commercial Sales Manager

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways. 

Are you curious about being part of our growth stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

The Commercial Sales Manager will be responsible for developing and delivering a commercialization strategy to drive revenue and business growth across our emerging portfolio of technology products and services. By evaluating market trends and anticipating solutions desired by our customers, this role will manage the sales team (Large Accounts KAMs and Mid & Small Market Inside Sales) to deliver on revenue and growth goals with these exciting new products and core business.

This individual will be recognized as a leading sales tactics operator and a business expert, with a highly sophisticated understanding of customer needs, technology and competitor offerings. Strong entrepreneurial skills with relevant industry experience and an in-depth knowledge of the market is paramount alongside a natural ability to identify opportunities for revenue growth. This will be coupled with being a natural leader of people with excellent managerial and motivational skills, and a strong eye for talent.

This role reports to the Commercial Director of the country and will play a visible role within the industry and will be a thought leader internally and externally demonstrating leadership in planning and executing successful sales tactics for Iron Mountain’s newest and core line of business. S/he will ensure customers have a best-in-class experience when engaging Iron Mountain. Through ongoing customer visits, s/he will have a strong pulse on refinement and enhance our offerings. S/he will have to demonstrate his/her leadership working along regional teams, pre sales teams, operational teams and be a strong pillar of vision and conduct this team to the sales success. S/he must be resilient and independent.

This is an excellent opportunity to make a huge impact on the business, as we pivot from our core offerings, building new high-tech solutions and shaping an outstanding sales team.

Responsibilities:

• Define the sales tactics given company strategies.
• Lead strategic business development and make recommendations on major business decisions within the market.
• Achieve sales target, market share and new logos of his team, helping and leading his sales team to the hunters/farmers dedicated account management and conduct new business opportunities.
• Lead and mentor a multifunctional sales team with direct and indirect reporting lines spanning across a diverse portfolio to ensure group targets are achieved.
• Collaborate with the Product Management and Marketing to accomplish key objectives and strategic plans, exploring growth opportunities and identifying key risks and success factors.
• Partner with Pricing/Revenue Management to develop a data-driven strategic pricing framework.
• Work with external third parties to leverage partnerships to fulfill new business opportunities.
• Monitor and respond to market and competitive developments.
• Maintain contact with key customers directly and through sales, customer care, engineers, and partners to understand their needs and levels of satisfaction with the products.
• Track sales performance to meet and/or exceed revenue and profitability plans.
• Ensure the sales team is aligned to deliver on metrics and goals.
• Provide routine updates on sales metrics to SVP, Directors and Managers.
• Will be responsible for building a team from inception.
• Represent the company in industry forums, conferences, and other public activities to build awareness and understanding of Iron Mountain’s full technology product suite and competitive differentiation.

Key Skills, Requirements and Competencies:

• 10+ years' experience as a sales leader, ideally in the industry, preferably in a data driven business or SaaS company .
• Bachelor's degree or the equivalent there of and MBA preferred.
• Keen attention to data and sales tracking. (salesforce experience preferred)
• Experienced at interpreting market trends, customer needs and various delivery models.
• Proven change agent and a strong strategic thinker.
• Proven experience in driving and achieving operational excellence and delivering results.
• Successful track record of managing multiple parallel work streams
• Comfortable with multi-tasking, resolving competing priorities and meeting project deadlines.
• Excellent written and verbal communication skills. English is a must.
• Highly effective leader with previous success creating, establishing and integrating high-performing sales teams .
• Proven ability to influence others without formal authority, build consensus for a plan of action and ensure alignment.