Essential Duties & Responsibilities:
• Drives revenue and advances the Company's business interests in partnership with theSales Director and Marketing Team
• Develops comprehensive sales plans; manages territory business plans to meet revenuegoals and quotas• Builds targeted business plan / strategy for allocating resources and driving sales activities
• Assists in planning sales strategy and managing the internal processes in support ofTerritory Managers
• Builds, monitors, and orchestrates sales pipeline to ensure continuous population of near tolong term opportunities; manages the size, shape, and quality of pipeline; analyzes overallwin rates and win/loss ratios
• Mentors and coaches Territory Managers on sales process (prospecting to closing), activitystandards, work discipline and consultative selling; leads by example
• Manages and assists Territory Managers with sales tactics, identifying buying signals,handling objections and deal strategies for both existing and new customers in order toincrease business and close deals
• Conducts deal reviews weekly with each Territory Manager, manages to metrics, trackspipeline activity daily to yield results
• Engages the right resources (including themselves) at the right times• Maintains intimate knowledge of deal stages, as well as the commitments to next steps withinassigned territory
• Assists individuals with understanding clients' needs, qualifying opportunities, diagnosing, andresolving issues
• Hires and retains high caliber sales talent, efficiently on-boards as needed, understandscurrent employee's strengths and opportunities, off-boards non-performers
• Motivates and supports sales teams in prospecting and selling, including a high level ofsupport in the pursuit and closing of new and install base deals
• Proactively assesses, manages, and documents employee performance to ensure individualand group excellence and provides essential feedback
• Effectively uses and reinforces the use of sales tools / metrics
Qualifications:
• Three to Five (3-5) years' experience selling end of line packaging equipment through distribution, required
• Industry related sales management experience, required
• Work results that include success in achieving progressively high quota or other salesrelated goals
• Demonstrated track record of customer acquisition and retention
• Proven ability to prospect, qualify, negotiate, manage, and close deals
• Leadership experience with a documented record of achievement
• Proven experience motivating self and others• Solves practical problems and deals with a variety of variables across complex situationsand to interpret a variety of instructions
• Analyzes and interprets business information, technical procedures, or governmentalregulations; communicates clearly and succinctly in a variety of communications mediumsand settings; can get messages across that have the desired effect
• Identifies and resolves problems in a timely manner; gathers and analyzes informationskillfully. Looks beyond the obvious and doesn't stop at first answers. Develops alternativesolutions
• Follows instructions, responds to management direction. Takes responsibility for ownactions; keeps commitments. Commits to long hours of work when necessary to reachgoals. Completes tasks on time or notifies appropriate person with an alternate plan
• Effectively facilitates open communication and relationships with staff, organizationalcolleagues, prospects, and customers. Relates well to all kinds of people. Builds appropriaterapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuseeven high-tension situations comfortably
• Spends time and the time of others on what's important; quickly zeros in on the critical fewand puts the trivial many aside; can quickly sense what will help or hinder accomplishing agoal; eliminates roadblocks; creates focus
• Can be counted on to exceed goals successfully; is constantly and consistently one of thetop performers; very bottom line oriented; steadfastly pushes self and others for results
• Has a nose for talent; hires the best people available from or outside; assembles talentedstaffs.
Supervisory Responsibilities:
Yes. This position leads a team of 5-10 Territory Managers in their assigned territory. The RSM assists his/her team in reaching their sales goals by mentoring and coaching their team members. The RSM develops tactical plans, recommends, and implements best practices, continuously assesses progress and aligns resources to reach sales goals.Physical Demands and Work Environment:Occasional travel to customer sites may be required Office
Setting:
• Choice of sitting or standing or alternating between them (stand-up desk optional)• Keyboarding/typing on a computer for extended periods of time• Moderate noise, i.e., phones, printer, light foot traffic
• Medium noise, i.e., manufacturing facility with machinery operating on factory floor withheavy traffic
