Bankruptcy Director

Division: Epiq AACER

Department: Sales

Location:  Remote       

Reports To: Vice President, Business Development & Revenue

FLSA Status: Exempt

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    Summary

    The Bankruptcy Director at Epiq AACER (AACER), is an individual contributor in a senior sales role that will focus solely on selling AACER’s Bankruptcy solutions & services within a set of named US based accounts. This role will require utilizing various internal resources for assistance throughout the sales cycle to execute on activities including requirements gathering, leading presentations, RFP responses & Business Reviews with top accounts, generating proposals, contract management and ultimately closing new business to both existing customers and new prospects.  

    Responsibilities

    • The generation of assigned annual revenue quota targets through sales of the AACER Solutions within assigned sales territory. Services include the AACER SaaS platform that supports bankruptcy services for; existing case monitoring, new case notifications, disposition monitoring, data search & retrieval, document creation, “Premium Data” extraction service, Trustee payment matching, reconciliation and data scrubs/special projects.

    • The sales territory will consist of a combination of existing accounts and new customer accounts.

    • Formulation and execution of sales plans specific to coverage of assigned territory/markets and achievement of assigned annual revenue quota targets.

    • Prospecting activities for identification of prospective new clients.

    • Sales calls, AACER briefings, customer meetings, presentations and demonstrations conducted in pursuit of new and repeat business from prospective and existing clients.

    • RFP response management.

    • Proposal generation.

    • Documenting activities in HubSpot CRM.

    • Timely and accurate forecasting.

    • Account Management of assigned and newly-generated clients.

    • Maintenance of assigned accounts.

    • Adherence to Company policies, and timely submission of sales reports as assigned.

     

    Work Environment

    Work is fast-paced and performed mostly in a remote home-office environment with substantial time spent on telephone and video conference calls. The industry we serve demands the highest level of confidentiality and professionalism in safeguarding customer and project information. Highly effective AACER team members thrive on being in an environment that rewards the following critical success factors:

    1. Adaptability: Appropriately reacting to changing situations without a loss of effectiveness and enthusiasm for strategic initiatives and corporate goals.

    2. Analysis: Identifying problems and causes or analyzing how processes and procedures could be improved, collecting relevant information and identifying possible solutions.

    3. Attention to Detail: Appropriately completing all of the individual tasks accurately or according to workflow/process guidelines with an emphasis on reaching or exceeding quality standards.

    4. Creativity: Being inventive, imaginative and innovative.

    5. Development of Others: Providing the means for others to grow and develop personally and professionally within and across departments.

    6. Energy: Maintaining a fast, active pace in the normal course of a day.

    7. Flexibility: Going into situations without preconceived notions with a willingness to assess various options in order to determine a course of action.

    8. Integrity: Strict adherence to job-related standards, values or norms.

    9. Learning Ability: Understanding and applying new information.

    10. Listening. Hearing and comprehending verbal messages and confirming back what you hear.

    11. Team Player: Functioning as an active member of a group while maintaining focus on your individual contributions and responsibilities.

    12. Verbal & Written Communication: Effective oral, written and nonverbal expression without preparation.

     

    Qualifications

    • Bachelor's degree in Marketing, Business Administration, Economics, Computer Information Systems, Finance, or related discipline.

    • Five to seven years' experience in selling technology and/or data outsourcing solutions.

    • Experience with Salesforce.com or other CRM solutions.

     

    Physical Demands

    • The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essentials functions.

    • Position requires no significant manual labor.

    • Position does require moderate standing, sitting, carrying and walking.

    • Position requires infrequent lifting, repetitive bending and/or moving.

    • Position requires close vision, distant vision, peripheral vision, and depth perception.

    • Position requires talking and listening to communications with customers and employees.

       

    Travel Requirements

    • 25-50% US based as needed with access to major airport, train, etc. for customer & prospect meetings, conferences, team meetings and sales kickoffs.

     

    Requirements

    • History of managing large and medium sized clients with deal sizes ranging from exceeding $1M+ ARR.
    • Proven and demonstrable knowledge of the Bankruptcy markets, including key decision makers, support processes, support solutions and systems, and industry trends.
    • Strong business acumen of the document & data management and outsourcing marketplace.
    • Proven ability to quickly gain entry to key Executives and articulate a proven value/ ROI-based sale.
    • Proven track record of managing a sizable geographic territory and building a robust pipeline of high potential accounts.
    • Must possess strong sales and presentation skills and experience.
    • Be detail oriented and exceptionally attentive to accuracy.
    • Excellent communication (verbal and written) and organizational skills.
    • Consistent quota over-achievement in prior roles
    • Effective analytical and problem-solving skills
    • Ability to manage multiple tasks.
    • Impeccable personal references and support of Epiq AACER Code of Conduct policies

     

    Competencies

    Results Driven Qualifications - Sets stretch goals for personal and team accomplishment and works tenaciously to achieve those goals; acts with a sense of urgency; takes the initiative on actions; identifies what needs to be done and takes action before being asked; does more than what is normally required in a situation; establishes metrics to monitor progress and measure success; maintains focus by avoiding or overcoming roadblocks.

    Client Focus- Takes action with the clients, both internal and external, and sees their needs as a primary focus; builds a sustaining collaborative and productive relationship with clients; seeks to understand client situations, issues, expectations, etc.; takes appropriate action to meet client needs and address concerns; implements or utilizes methods to monitor and evaluate client feedback.

    Building Effective Relationships – Identifies opportunities to build strategic relationships with individuals in other areas of the business in an effort to achieve business goals; develops the partnership through information exchange, clarification of partnership benefits and definition of partnership scope and expectations; recognizes the business concerns and perspective of others; shares information and own expertise with others to enable them to accomplish group goals

    Integrity- Behaves in an honest, fair and ethical manner; shows consistency in words and actions; does what she/he commits to doing; respects the confidentiality of information or concerns shared by others; is honest and forthright with people; carries his/her fair share of the workload; takes responsibility for own mistakes.