Manager, Commercial Sales

As a Manager, Commercial Sales at Procore, you'll oversee a team of Account Executives focused on driving new commercial business. This involves leading the prospecting efforts, conducting technical demonstrations, supporting your team to close deals, and setting key performance indicators to gauge success. Monthly analysis of your team's performance will help you provide sales forecasts and improve lead quality alongside closely collaborating with the SDR and SE teams.

To apply for the Manager, Commercial Sales position at Procore, you should have at least a Bachelor’s degree or relevant work experience. A minimum of 5 years in quota-carrying software sales, particularly in a SaaS environment, is necessary, along with 2 years of management experience. Candidates should demonstrate a history of hiring and developing successful sales representatives and achieving sales quotas consistently.

Procore invests in its employees' growth through various programs designed for career enrichment and skill development. As a Manager, Commercial Sales, you will have access to comprehensive training resources and leadership programs aimed at enhancing your skills in managing Account Executives, ensuring you’re well-equipped to elevate your team and drive success.

Key performance indicators for a Manager, Commercial Sales at Procore include lead generation metrics, team sales performance against quotas, customer satisfaction rates, and the effectiveness of training programs for Account Executives. These KPIs will help you track the team's progress, enabling targeted support and adjustments as needed to hit your sales goals.

Procore's work culture is built on a foundation of collaboration, diversity, and continuous improvement. As a Manager, Commercial Sales, you would be part of a supportive environment where creativity and new ideas are welcomed. The culture empowers you to lead your team effectively while fostering a dynamic workplace that encourages professional growth and accountability.

To motivate my team as a Manager, Commercial Sales at Procore, I would focus on setting clear goals and providing regular feedback. I believe in recognizing efforts and achievements publicly, which boosts morale and drives performance. Additionally, I would encourage an environment where team members can share best practices and support each other, thus enhancing collaboration.

Handling conflict within my team would begin with open communication. As a Manager, Commercial Sales, my approach would involve mediating discussions between the conflicting parties to understand each perspective, then collaboratively seeking a solution. It’s critical to ensure that the team remains focused on our shared goals and that individual differences are respected.

Having utilized various sales methodologies in my previous roles, I understand the importance of adapting approaches to fit specific team dynamics and market conditions. For the Manager, Commercial Sales position at Procore, I would analyze the team's strengths and weaknesses, then implement the most effective methodologies that encourage engagement, lead nurturing, and ultimately, closing deals.

To track and measure my team’s performance, I utilize a mix of CRM tools and regular reporting to analyze metrics. For the Manager, Commercial Sales role, I focus on both qualitative and quantitative indicators including individual sales numbers, lead conversion rates, and overall team objectives. Regular one-on-one meetings help delve deeper into performance trends and encourage open dialogue.

Ensuring alignment between the Account Executive team and other departments is crucial. As a Manager, Commercial Sales at Procore, I would hold regular cross-departmental meetings, fostering communication and collaboration. I’d prioritize understanding each department's objectives and challenges, making adjustments where necessary to ensure we’re all working towards the same goals.

When onboarding new Account Executives, my approach is comprehensive and supportive. At Procore, I believe in providing new hires with resources that help them understand the company culture, sales processes, and product knowledge. I also pair them with seasoned mentors and ensure that regular check-ins occur to address any concerns and keep their training aligned.

Developing a sales strategy for a new market involves thorough research and analysis. I’d start by identifying market trends and customer needs. As a Manager, Commercial Sales at Procore, I would formulate a strategy that aligns our product offerings with potential clients’ expectations while ensuring that our messaging resonates with that audience for effective outreach and engagement.

Data plays a pivotal role in my decision-making process. As a Manager, Commercial Sales at Procore, I rely on analytics to inform my strategies, gauge team performance, and forecast sales. Utilizing data allows me to identify trends, optimize our sales processes, and provide targeted support to boost our team’s effectiveness on multiple fronts.

Team culture is essential in a sales environment because it directly impacts motivation, collaboration, and overall productivity. As a Manager, Commercial Sales at Procore, I would foster a positive team culture that encourages sharing knowledge and celebrating wins. Such an environment cultivates loyalty and dedication, ultimately resulting in better sales performance and reduced turnover.

To ensure consistent achievement of sales quotas, I would prioritize developing a robust training program tailored to the needs of individual Account Executives. I’d implement key performance indicators to monitor progress and establish regular check-ins to review strategies. Encouraging open feedback among the team allows us to tackle challenges together, ensuring that targets are not just met but exceeded.