Eastern Region Sales Manager in Acton, MA

$100K - $150K(Ladders Estimates)

National Telefilm Associates   •  

Acton, MA 01720

Industry: Aerospace & Defense

  •  

5 - 7 years

Posted 53 days ago

Generate new business within the assigned region using proven sales methodologies and best practices. The Regional Sales Manager (RSM) will be the primary business contact for new customer opportunities within the region. The RSM will work cooperatively and effectively with sales, operations, marketing, and external influencers to achieve revenue goals and improve the organization's market position, offers, opportunities and profile. The RSM will build key relationships, identify new business opportunities, and collaborate with others in the organization to negotiate and close new deals.

RESPONSIBILITIES INCLUDE BUT ARE NOT LIMITED TO:

GROW SALES AND ACTIVELY DEVELOP NEW BUSINESS OPPORTUNITIES

Achieve Sales Goals:

o Actively follow up and qualify leads from online, business units, auditors, and consultants

o Grow pipeline by generating other opportunities through additional sales activities

o Convert and close opportunities using a consultative/experiential selling approach

Drive pipeline growth/movement according to sales best practices:

o Provide accurate forecasting; prepare action plans and schedules to identify specific sales targets and to estimate number of contacts needed to reach goals

o Convert technical offerings into business value; identify sales prospects - follow up on these and other leads/accounts using proven sales methodologies and processes

o Collect necessary information from prospects for a quotation/proposal and then follow up with continued communication and strategy to win the sale - including communications by phone, by email and, if it meets a set criteria, by performing on-site sales visits

o Provide the BD Associates with the information required to develop an accurate quote

Take the lead role for assigned RFPs:

o Work with internal resources to gather necessary/relevant information

o Coordinate with the technical Business Units for verbiage to differentiate our response

o Take responsibility for writing, positioning & submitting a winning response

o Prepare presentations when appropriate for potential customers

Capture perception impacts on operational and business areas for needed improvements

Develop relationships that result in new leads

o Develop strong relationships with existing ISO consultants and recruit/vet new consultants that align with NQA's values with the goal of increasing new business leads

o Work cooperatively with other regions, inside sales, and the technical business units on lead and opportunity development

EFFECTIVELY UTILIZE NQA'S SALES TOOLS AND PROCESSES

Proactively and persistently utilize the company's CRM to manage pipeline

o keep notes, emails, and activities with leads/customers up to date

o actively manage follow up activities, schedules, and alerts

Ensure all data in active lead files are accurate, up-to-date, and maintained

Utilize the tools within the CRM to communicate effectively

PROMOTE COMPANY CULTURE AND IMAGE PROJECTION

• Ensure image projection is aligned with organizational goals in the sales process with a focus on:

o technical expertise

o consultative style

o customer service

• Interface with quality/industry groups and professionals both in person and in online forums to create an experiential correlation representing NQA as technically competent and customer driven

• Research and analyze prospective customer or market targets

• Attend and contribute to sales-related meetings as required (virtual, if remote)

• Provide input as requested for the sales & marketing plan and regional budget/activities • Participate in tradeshows and conventions/events in assigned region and support other regions nationally – on average 4-6 times/year

REQUIREMENTS:

• Must be a US Citizen; extensive background, drug screening, and personality testing required

• 5+ years outside sales experience, including selling in a technical environment to large multi-site global organizations, small companies, and government - preferably in the ISO standards/audit/registration services industry OR we will consider 5+ years of account management experience selling/closing services to the aerospace, defense, medical, automobile, telecommunications, and high technology industries

• Consultative selling approach and mindset – ability to offer perspective and suggestions based on business/industry knowledge that is seen as a value to the prospect; technically oriented

• Ability to facilitate and arrange high level meetings, build pipelines and execute business

• Proven use of sales processes, methodologies, and best practices to drive and close new business

• Familiarity with ISO certification/standards and NQA target markets

• Experience with public speaking

• ISO Lead Auditor Trained/Certified a plus

• Working knowledge of CRM sales tools such as SalesForce

• Sandler and/or Miller Heiman Sales Training

• Manage travel and expenses within the approved budget

• 25%-50% travel

• Other duties as required

MINIMUM EDUCATION AND EXPERIENCE:

• Bachelors degree

• 5-10 years experience selling B2B services directly to the user, preferably in the ISO industry

• 5+ years experience relationship selling

LICENSES AND CERTIFICATIONS (IF ANY):

• Sales Training/Certifications (Miller Heiman, Sandler, etc.)

• ISO Lead Auditor Trained/Certified

Valid Through: 2019-10-17