Job Summary
This position is responsible for the leading the field sales organization for Company’s product sales business in the defined district. This position requires strong collaboration and partnership with the product(s) business units and marketing communications. The employee will work closely with the product(s) field sales engineers to develop strategies to maximize bookings, sales efficiency, and partner productivity. The employee will be responsible for achieving the district quota and objectives for Company’s product(s).
Essential Functions
- Develop strategies and plans for generating business at OEMs and End Users to reach the annual quota, growing Company’s share at both existing customers as well as Most Wanted Accounts
- Utilize the 6 bullets sales process for winning at key Factory Automation accounts
- Conduct customer visits with field sales to close business, and provide continuous feedback to field sales with the goal of improving sales efficiency and increasing bookings
- Utilize data to make decisions for the district that will improve bookings, efficiency and achieve goals
- Provide an accurate sales forecast based on data. Insure FCR and BOF goals for the region are achieved
- Insure that field sales is properly trained on products and is following the burn grass, delta sell sales process. Validate constantly that the proper product demonstration technique is being followed
- Conduct monthly reviews with Partners to drive action and develop plans to achieve goals
- Ensure that the funnel is updated daily by sales engineers and that data is inputted properly into CRM
- Review playbook dashboards daily to ensure that leads are being followed up on properly and in a timely manner. Review dashboards to determine correct assignment of strategic accounts and to guarantee that information is being properly inputted into salesBook to properly feed the Market Map and other tools
- Assist in the negotiation of pricing and terms and conditions for large solution sales
- Utilize internal sales tools to make recommendations to the regional sales manager to allocate resources, assign quota, and create actions to maximize bookings
- Provide feedback to the business units for their product roadmaps
- Recruit sales engineers for Company, and interview potential candidates to assess fit
- Create a work environment that promotes the Company Culture
Knowledge, Skills, and Abilities
- Proven track record of sales performance in relation to Company’s product(s)
- Experience selling at a high level within organizations
- Knowledge and experience working with Customer Relationship Management software to manage business
- Uses defined sales process to deliver desired results on a consistent basis
- Ability to work independently is required
Minimum education and work experience required
- Technical Degree and 10 to 15 years equivalent work experience
- Proven sales experience selling into organizations where engineering is a key decision maker
- MBA Preferred
