Accountable for establishing and implementing an effective sales force, through recruitment, retention and management of the territory sales force. Meet district and regional sales goals with budgeted resources and developing regional sales strategies for BDE and CDE’s to utilize. Conduct a standardized approach across teams and coordinate CDE’s activities. Collaborates with other Sales and Implementation teams related to new account on-boarding and strategic support related to account assignment coverage.
Understand and maintain current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems. Keep informed on competitive services, promotional matter, sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies. Work with local Operational leadership to drive market synergy between Sales and Client Services Management teams.
Individually motivate sales teams to develop new business. Evaluate sales representatives: sales abilities, time management, prospecting, qualification, selling skills, sales strategy, product knowledge, and proposal writing and provide formal/informal training when needed. Manage BDE and CDE’s thru the LOC process by providing feedback and coaching. Help to navigate the IRM career path and manage BDE & CDE’s to achieve success across multiple product line of business.
Assist in selling new business provide sales support for sales team analyze account profitability and work with both sales representatives in determining sales techniques, advertising and market penetration. Promote Iron Mountain and reaffirm Corporate image in the territory through ad hoc events, associations and through incorporating image into sales effort. Plan, develop and execute sales strategy and tailor to potential clients.
Ongoing maintenance of a sales infrastructure relating to information/reporting systems (SFDC), proposal generation, communication, and information sharing. Coach and assist sales representatives in the preparation of special proposals including, pricing quotations, terms of sales and transfer dates as requested by potential customers. Expert in forecasting and pipeline/opportunity stage management.
Functional Knowledge, Skills, and Competencies
Proven selling skills in a service industry.
Strong written, verbal and presentation skills.
Hands-on people management/development and team building skills.
Formal Sales Training received
Delivery of Sales Training a plus
5+ years of sales management with a focus on new business development, preferably in a closely related business service industry.
3 years minimum selling experience in a service industry.
Ability to provide leadership and guidance to the BDE’s. Represent territory sales to the TVP, SVP and other RSMs.
Requisition # 2018-17291