5-10 years of experience in standards or publications sales.
Experience with SaaS sales.
Comprehensive knowledge of the standards industry is essential.
Familiarity with sales methodologies like MEDDIC or BANT.
Responsibilities
Expand existing account base and drive renewals in assigned territory.
Qualify new leads to pursue net-new customer opportunities.
Use consultative selling to identify customer pain points and propose tailored solutions.
Collaborate with cross-functional teams to achieve revenue targets and ensure customer satisfaction.
Create and present customized presentations to senior-level stakeholders.
Maintain accurate records and forecasts in CRM (Salesforce).
Consistently achieve monthly and quarterly revenue quotas.
Benefits
Comprehensive information security training provided.
Adherence to organizational ISMS policies is required.
Full Job Description
Position Summary
The Territory Sales Manager will be responsible for sales of standards collections and services to new customers, renewing existing customers, and transitioning customers and prospects toward the delivery systems best suited for their needs. They will focus on institute level growth and revenue goals by identifying opportunities to sell new emerging products for conformity assessment and accreditation within their territory, which will include the South-Central United States through Northeastern United States.
Essential Functions
Responsible for renewal and expansion of existing account base in assigned territory.
Rigorously qualify inbound and outbound leads hunting for net-new logos opportunities.
Apply consultative selling techniques, initial discovery conversations, understanding customer workflow, processes to uncover pain points. Standards management, accreditation, supplier risk, trade compliance, ESG requirements, supply chain disruption. Then articulate how ANSI can provide solutions. Standards Connect platform, content configuration, pricing and proposal negotiation, driving the sales process to signed contract.
Partner with business development, customer support, product management, and marketing to successfully meet assigned revenue and budget objectives while working toward overall customer satisfaction.
Develop and deliver tailored presentations and ROI-driven business cases to senior stakeholders including CPOs, VP Supply Chain, Procurement Directors, and Operations leaders.
Maintain accurate forecasting, pipeline hygiene, and activity documentation in CRM (Salesforce); provide reliable commit and upside reporting to Sr Director Sales.
Consistently meet or exceed monthly and quarterly new business revenue quotas.
Information Security Responsibilities
Attend/complete assigned information security training by the designated completion date.
Read and adhere to published ISMS policies and procedures.
Report timely any observed violations of ISMS policy - or known encroachments on information security - to your department leader and/or the Information Technology Department.
Education and Experience
Bachelor’s degree or related experience required.
Five to ten years related experience in standards or publications sales.
SAAS sales experience.
Other Qualifications
Comprehensive knowledge of the standards industry a must.
Experience with sales methodology, go to market programs. (MEDDIC, BANT or equivalent).
Excellent communication, presentation, collaboration within organizational skills,
Consultative selling process skills required
Ability to work alone to develop sales leads and to grow the business
Experience or education in the following: Salesforce or Microsoft CRM tools. MS Word, Excel, PowerPoint
Experience using selling tools, LinkedIn Navigator, ZoomInfo, Apollo.
Starting compensation will be a base salary in the $90,000 to $120,00 range, depending on education, experience, and other qualifications, in addition to earned commission.
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.
