IETEL OS
Sales Director
Overview
Owns the sales pipeline from qualification to signed contract.
Outcomes owned
- Qualified pipeline converts to signed contracts at a healthy rate.
- Every deal is scoped and priced by the Estimator before it reaches the customer — no unscoped verbal commitments.
- A clean handoff to Operations at Contract signature.
Responsibilities
- Qualifies inbound leads — budget, timeline, decision authority.
- Owns the customer relationship through Proposal and Contract.
- Reviews and approves proposals before they are sent.
- Negotiates commercial terms within approved pricing exceptions.
- Ensures the Project Manager has what's needed to start Project Creation.
Cadence
Daily
- Follows up on open leads and active proposals.
Weekly
- Reviews the pipeline stage-by-stage with the Estimator on active opportunities.
Monthly
- Reviews the month's win/loss pattern.
As-needed
- Qualifies new leads.
- Sends and negotiates proposals.
- Requests pricing exceptions from the General Manager.
Authority
Authority belongs to the seat (Position), not the function — shown here for whoever currently holds this role.
Sales Director
- Approves proposals before send
- Sets pricing exceptions
General Manager / Executive
Handoffs
Needs from upstream
- Inbound inquiries from Marketing and referrals.
- Priced estimate from the Estimator.
- The standard margin floor (Estimate Standard).
Delivers downstream
- Qualified opportunity record.
- Sent proposal.
- Signed contract handed to the Project Manager.
KPIs
Only meaningful once the underlying data is captured — see the Phase 1.5 status report for which of these are measurable today.
Lead-to-qualified conversion rate.
- Lead created date
- Qualification outcome
- Qualification date
Qualified-to-signed win rate.
- Qualified date
- Contract signed date
- Opportunity outcome
Average days from Lead to Contract.
- Lead created date
- Contract signed date
Proposals sent vs. proposals requiring a pricing exception.
- Proposal sent date
- Pricing exception flag
Tools / systems
- Phone and email
- Proposal documents
- Shared pipeline tracker
Future dashboard needs
- Pipeline by stage, with days-in-stage.
- Proposals awaiting customer response past the SLA window.
- Win/loss reason trend.