Overview
The Territory Sales Manager role is a trainee sales position that will operate within the assigned sales territory under the direct supervision of the Executive Sales Manager. With this guidance, the TSM will be responsible for achieving revenue goals by providing customers with complete hardware and software solutions for inventory and asset management. The TSM will work with management as necessary to identify business opportunities, maintain consistent contact with customers to ensure needs and expectations are being met, and provide pre- and post-implementation support. The TSM is an inquisitive self-starter, who will learn established techniques to reach goals using a collaborative, consultative and solution-based sales approach.
Responsibilities
Under supervision and direction of the Executive Sales Manager, the TSM will do the following:
Manage and grow the distribution base by fostering existing relationships, hunting for new opportunities and ensuring proper training and support is being provided by the appropriate resources.
Cultivate new direct business opportunities using a high degree of initiative and creativity to promote the products and brand.
Pursue non-traditional applications of the hardware and software by developing differentiating solutions for new markets and verticals.
Lead software demos, conduct training sessions and deliver professional presentations in order to educate customers on product implementation, usage and optimization.
Ensure the sales process is continually moving forward by applying project management skills and being prepared to respond to both technical and operational questions in a timely and credible manner.
Demonstrate knowledge and understanding of the hardware and software by communicating effectively and adapting to the customers’ environment.
Maintain detailed and accurate records of sales activities (call-plans, forecasts, quotes, customer contacts) by fully utilizing the CRM and ERP systems, and provide reports on status and opportunities when requested.
Embrace and attain all assigned goals, and track to monthly metrics & KPIs.
Provide accurate analysis of systems’ configuration, requirements & databases.
Prepare and deliver necessary sales communications in a concise, professional and informative manner, including proposals, presentations, emails, etc.
Work on behalf of the customers’ best interest by recommending the right system, provide training & support and assist with physical machine configurations.
Accelerate the sales cycle by assisting customers in completing database preparation activities.
Perform all other duties as assigned by management.
Qualifications
Bachelor’s Degree in a related field preferred
2 - 3 years of relevant experience
Self-starter and fast learner who can assimilate quickly and work effectively within the time constraints of a fast-paced, collaborative environment
Excellent oral & written communication skills with the ability to explain clearly & listen to customer feedback
Strong organizational skills with the ability to manage multiple competing priorities and tasks
Excellent analytical, problem solving and decision-making skills
Tenacity to drive results and achieve established goals; self-motivated and persistent
Basic knowledge of networking and IT infrastructure with a mechanical aptitude
At least an intermediate level of experience working with: Windows Systems, Microsoft Office Suite (Word, Excel, PowerPoint, Outlook are critical), and ERP or Asset Management systems
Must be able to travel within the assigned territory as needs dictate (expected at least 50%) and occasionally attend / work trade shows
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