Job ID: SEA000173
The NA Sales Manager is accountable for the achievement of sales objectives associated with the US and Canada including US and Canadian strategic key accounts. This position will be responsible for the development of assigned Field Sales Associates and the effective deployment of sales training and productivity tools including Salesforce.
As the NA Sales Manager, this role will be a catalyst for change management; specifically in the area of developing effective solutions selling tools for New Products and acting as a field oriented Player Coach to ensure new sellers are quickly on-boarded. For specific US and Canadian customers, the NA Sales Director will develop relationships throughout the customer’s organization with the goal of a partnership between Sea-Bird Scientific and the company or organization which is lasting and mutually beneficial. This role is responsible for development and implementation of strategic plan for targeted opportunities, including coordination of strategic actions across commercial functions.
Prioritize coaching and performance management efforts to have maximum impact on business results
Achieve assigned financial objectives and KPI’s through Monthly Forecast and Funnel Review Process
Assist in creation, maintenance and execution of divisional action plans
Manage and measure performance through the use of KPI’s and institute countermeasures where appropriate, to achieve goals, as well as performance improvement plan
Provide leadership and direction to a front-line sales team of 2-4 direct reports; active Player Coach spending significant time in the field nurturing high performing sellers
Implement and manage field support tools, including training programs, productivity initiatives, account and planning methodologies and customer communication tools
Assist Field SalesAssociates to effectively plan Time & Territory Management for their areas utilizing SFDC
Participate in Field SalesAssociates sales calls focusing on honing skills required to be top-notch solutions sellers, identifying customer need and selling complete instrument and service solutions
Take on a leadership role as Key Account Manager for 3-4 strategic accounts ideally with multiplier effect related to large-scale projects
Develop strong relationships with leadership, technical resources, and influencers within Key Accounts
Responsible for continued sales growth from assigned key accounts.
Work with all levels within key accounts to develop and maintain action plans for sales, service, support, and application development
Sea-Bird Electronics is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.
Critical Competencies/Leadership Anchors:
Delivers results; demonstrated track record of driving sales growth, customer expansion and market share growth
Process orientation with a proven track record of profitable growth and an excellent reputation for leadership in value-based selling process, and account management
Demonstrated experience increasing revenue within existing accounts by broadening or deepening product placement
Having both strategic and tactical dimension and capabilities, can analyze the market, competitors and company strengths and weaknesses while devising winning sales strategies
Ability to develop relationships with C-Suite professionals which bring about transformative solutions for the customer
Be a trusted advisor and problem solver for customers
Strong financial, bottom-line orientation
Excellent analytical skills and solid business acumen with ability to balance the needs of the market place with sound business judgment
Demonstrated ability to meet objectives, drive results and operate with the highest level of urgency in solving problems
- BA, BS, MS, Ph.D. or Sc.D. degree in Chemistry, Biology or Environmental Science or equivalent experience.
- 5-8years sales management experience; ideally in marine-focused markets
- Experience leading Key Account Sales in a complex selling environment
- Formal sales training with experience value selling and managing value sellers
- Strong sales operations background leveraging CRM (ideally Salesforce.com)