Description:

WHAT YOU WILL DO

You will execute Gilbarco Veeder-Roots sales quota in an assigned region/accounts by managing relationships with the customers, distributors, and contractors in the region/accounts. This is a territory / (Account)-based sales leader role that combines individual quota ownership with a cross-functional mandate to accelerate product adoption across Convenience Retail (Solutions, Payment and Software) portfolio. The role is hands-on in-field Sales and partners closely with Product Management, Marketing, Channel, and Sales Operations.

Responsibilities
• Own a defined North American Account with full responsibility for pipeline development, account management, and quota attainment.
• Communicate, promote, and provide education on Gilbarco Veeder Root's key strategic initiatives, principles, goals, objectives, and programs with distributors and customers
• Schedule and log sales calls, manage assigned accounts and distributors by reporting key activities and updates
• Drive sales through direct customer engagement, distributor/channel partners, and strategic accounts; lead contract and deal-close activities for territory bookings.
• Maintain accurate territory forecasts and sales activity reports; collaborate with Sales Operations and Sr Director on territory-level plans.
• Design, manage and execute technical pilots, POCs, and channel tests that de-risk customer adoption and demonstrate commercial impact.
• Define pilot success criteria, collect and analyze results, and produce scalable commercialization plans and launch playbooks.
• Recommend pricing, packaging, and go-to-market approaches for portfolio additions or bundling opportunities based on pilot and field learnings 1
• Run VOC activities (customer interviews, site visits, feedback sessions) to capture requirements, prioritize features, and identify market shifts.
• Maintain competitive intelligence and translate findings into actionable guidance for Product and Marketing.
• Work with Product Management/Marketing to develop and deliver sales enablement assets: value-selling messaging, ROI calculators, battlecards, demos, webinars, and training for RSSMs, sales engineers, distributors, and channel partners.
• Support trade shows, customer events, and marketing campaigns with technical and commercial content; assist in web content and webinar development.
• Act as the principal conduit between your assigned account, field and Product Management/Marketing for Indoor Retail initiatives; ensure alignment on timelines and priorities.
• Act as mentor and leader for Retail Solution Sales Managers, provide feedback and direction
• Maintain an active funnel of opportunities on all product lines, forecasting sales, and managing contracts
• Manage price and profitability in the territory/accounts through management of pricing deviations and concessions

Qualifications:

WHO YOU ARE

Required Skills / Qualifications / Certifications / Tech Stack

Essential
• Bachelor's degree required
• 10+ years of channel or direct sales experience in retail technology, POS, payments, or adjacent B2B hardware/software; demonstrable quota attainment record
• Proven experience designing and leading technical POCs/pilots and converting pilot outcomes into commercialization plans.
• Strong presentation skills; comfortable presenting to C-suite and channel leadership.
• Proficiency in Excel and PowerPoint; able to build clear executive dashboards and ROI analyses.
• Excellent cross-functional collaboration, project management, and problem-solving skills.
• Technical aptitude for retail systems and solution demonstrations (POS, payment devices, remote management tools) strongly preferred.

Outcomes and Deliverables

Deliverables
• Territory quota attainment and pipeline quality
• Number / % of pilots converted to scaled deployments within target timelines

Outcomes
• Incremental revenue attributable to initiatives and enablement activities
• Adoption rate of enablement materials and sales plays across assigned partners/teams
• Time-to-scale for new features/offers after pilot completion

Physical Demands: N/A

Work Environment: Remote