JOB SUMMARYThe individual in this role will focus primarily on growing sales, via direct channels, of the division.
Responsibilities include:- Prioritizing target list of prospect companies within target markets key potential opportunities
- Identifying potential customers needs and solutions to resolve these
- Creating and implementing effective direct sales strategies to capture these opportunities
- Determining key decision makers, gate keepers, and champion of each potential customer
- Completing annual sales plans for obtaining business in the market
- Account list including current customers of the division
- Key contacts at all levels of the organization
- Plan for contracting and meeting with key personnel on a weekly, monthly and quarterly basis to insure all accounts are communicated with regularly
- Proactively identifying changes in market and competitive pressures to develop and modify strategies and tactics accordingly
- Meeting or exceeding monthly, quarterly and annual sales forecasts
- Establishing effective relationships and collaborations with other departments (such as Engineering and Manufacturing) to address key business issues and opportunities
- Effectively using CRM system to track all customer related activity on a daily basis
- 80% of this position's time should be spent making direct sales calls
- Coordinating Hand off meetings to PM (not applicable to Witt)
- Additional items as assigned by manager
PRINCIPAL CONTACTS INSIDE/OUTSIDE THE COMPANYThis position interacts with prospective customers, current customers, estimators, inside sales associates, and project managers.
COMPETENCY OR POSITION REQUIREMENTS- Persuasion - Highly Effective Sales Skills
- Demonstrated past ability to truly understand potential customers' minds and hearts -- being a good listener to understand customer needs, pain-points and options (other choices)
- Demonstrated skills at determining who are the true decision makers, gatekeepers and champions at prospective customers
- Outstanding communication skills. Ability to create "benefit" (versus feature) focused presentations that position the Division in the best light versus other potential choices
- Effective closing skills. Past demonstrated experience of knowing the right time and approach to ask for and obtain the order
- Initiative/Accountability - Outstanding Motivation and Drive, Performance Focused
- Having high motivation and a strong desire to achieve in a demanding environment
- Having a sense of urgency to realize concrete results
- Moving steadfastly and resourcefully to achieve important objectives despite obstacles - and doing this consistently
- Having the drive to meaningfully contribute to and grow the Division's business
- Excellent, timely customer follow-through
- Being accountable for results including sales and customer satisfaction
- Thinking - Quickly, Street Smartly, Practically
- Ability to quickly understand Division's business
- Ability to quickly and appropriately understand potential customers' businesses
- Ability to sensibly explore sales opportunities (right customer targets) and their likelihood for success; avoiding low odds prospects
- Ability to continually re-evaluate opportunities as new information is uncovered through the sales process
- Demonstrated good common sense/judgment and learning from experience
- Teamwork -- Working Effectively With Others
- Skills in building and maintaining productive relationships with people in other departments, including those who may have different points of view
- Effective in ensuring proper hand-offs occur from Sales to other functional areas
- Being accessible, positive and open
- Ability to use technology tools, such as Microsoft products and CRM Goldmine, effectively
- All Armor employees are also expected to demonstrate Armor's core values of being:
- Customer-Focused
- Passionate about Work
- Solution-Oriented
- Driven by Integrity
EDUCATION AND/OR EXPERIENCE- Bachelor's degree preferred/equivalent relevant experience also acceptable
- 3+ years of experience preferred
