Location : Nashville, TN
Job Description
This position is responsible for managing the field sales organization for Company’s Territory Sales Organization within a defined territory. This position requires strong collaboration and partnership with sales training, and human resources. The employee will be managing a team of 5 to 8 comprised of Associate Territory Sales Engineers (ATSEs), Territory Sales Engineers (TSEs) and Senior TSE or Team Leads. The TSL will be creating sales metrics, KPIs, SOPs, demo scripts for his TSE to execute, run Demos and other sales related activities. The employee will be responsible for achieving the quota, key sales metrics and objectives for his team for their cumulated assigned Territory.
Essential Function
- Defining, developing, and executing against sales specific metrics, KPIs, and processes that are maximizing efficiencies, ensuring scalability in order to achieve sales quota and increased market share for a given sales territory in Tier 4 accounts
- Manage, guide and coach, a team of Territory Sales Engineers (TSEs) utilizing data and metrics and a proven sales method and model
- Recruiting and on-boarding program initiatives with sales training, human resources and product owners
- Conduct weekly hands-on, in-person team meetings in order to review key initiatives, provide status reports, and strategize for the future
- Provide first line support and/or escalation for TSEs for their accounts
- Inform and communicate with Sales Training and Human Resources regarding training and developments gaps and requirements
- Maintain high connectivity with TSEs in order to assess progress and achievement of KPIs and other sales metrics
- Forecast and funnel generation responsibility for TSE assigned territory
- Set the example for Company demonstrations, sales processes, and communications
- Evaluate TSE performance utilizing sales metrics and Company culture
- Ensure that TSEs are following the burn grass, delta sell sales process
- Validate constantly that the proper product demonstration technique is being followed
- Ensure that the CRM is updated daily by TSEs and that data is inputted properly
- Review playbook dashboards daily to ensure that leads are being followed up on properly and in a timely manner
- Assist in the negotiation of pricing and terms and conditions for the TSE team
- Create a work environment that promotes the Company Culture
Knowledge, Skills, and Abilities
- Proven track record of utilizing a defined sales process to coach, guide, and manage a sales team
- Excellent ability to motivate, communicate direction and provide guidance to obtain results
- Ability to analyze and read sales data to make decisions / recommendations for individuals and groups
- Must be able to solve technical problems and learn new automation technologies
- Forecast bookings by analyzing sales metrics and other key performance indicators
- Experience selling at a high level within organizations
- Knowledge and experience working with Customer Relationship Management software to manage business
Minimum education and work experience required
- Three to five years of technical sales experience
- Leadership experience in a sales environment that values and focuses on metrics to achieve results
- Ability and means to travel over 75% of the time, with 25% overnight travel
- Must be able to lift over 20lbs and demonstrate Company products in front of customers and for the sales team
