Sales Manager

Job Description

JOB SUMMARY

The individual in this role will focus primarily on growing sales, via direct channels, of the division.

Responsibilities include:

· Prioritizing target list of prospect companies within target markets key potential opportunities

· Identifying potential customers needs and solutions to resolve these

· Creating and implementing effective direct sales strategies to capture these opportunities

· Determining key decision makers, gate keepers, and champion of each potential customer

· Completing annual sales plans for obtaining business in the market

o Account list including current customers of the division

o Key contacts at all levels of the organization

o Plan for contracting and meeting with key personnel on a weekly, monthly and quarterly basis to insure all accounts are communicated with regularly

· Proactively identifying changes in market and competitive pressures to develop and modify strategies and tactics accordingly

· Meeting or exceeding monthly, quarterly and annual sales forecasts

· Establishing effective relationships and collaborations with other departments (such as Engineering and Manufacturing) to address key business issues and opportunities

· Effectively using CRM system to track all customer related activity on a daily basis

· 80% of this position’s time should be spent making direct sales calls

· Coordinating Hand off meetings to PM (not applicable to Witt)

· Additional items as assigned by manager

PRINCIPAL CONTACTS INSIDE/OUTSIDE THE COMPANY

This position interacts with prospective customers, current customers, estimators, inside sales associates, and project managers.

COMPETENCY OR POSITION REQUIREMENTS

· Persuasion – Highly Effective Sales Skills

o Demonstrated past ability to truly understand potential customers’ minds and hearts -- being a good listener to understand customer needs, pain-points and options (other choices)

o Demonstrated skills at determining who are the true decision makers, gatekeepers and champions at prospective customers

o Outstanding communication skills. Ability to create “benefit” (versus feature) focused presentations that position the Division in the best light versus other potential choices

o Effective closing skills. Past demonstrated experience of knowing the right time and approach to ask for and obtain the order

· Initiative/Accountability – Outstanding Motivation and Drive, Performance Focused

o Having high motivation and a strong desire to achieve in a demanding environment

o Having a sense of urgency to realize concrete results

o Moving steadfastly and resourcefully to achieve important objectives despite obstacles – and doing this consistently

o Having the drive to meaningfully contribute to and grow the Division’s business

o Excellent, timely customer follow-through

o Being accountable for results including sales and customer satisfaction

· Thinking – Quickly, Street Smartly, Practically

o Ability to quickly understand Division’s business

o Ability to quickly and appropriately understand potential customers’ businesses

o Ability to sensibly explore sales opportunities (right customer targets) and their likelihood for success; avoiding low odds prospects

o Ability to continually re-evaluate opportunities as new information is uncovered through the sales process

o Demonstrated good common sense/judgment and learning from experience

· Teamwork -- Working Effectively With Others

o Skills in building and maintaining productive relationships with people in other departments, including those who may have different points of view

o Effective in ensuring proper hand-offs occur from Sales to other functional areas

o Being accessible, positive and open

· Ability to use technology tools, such as Microsoft products and CRM Goldmine, effectively

· All Armor employees are also expected to demonstrate Armor’s core values of being:

o Customer-Focused

o Passionate about Work

o Solution-Oriented

o Driven by Integrity

EDUCATION AND/OR EXPERIENCE

· Bachelor’s degree preferred/equivalent relevant experience also acceptable

· 3+ years of experience preferred

Job Type: Full-time

Benefits:

• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Tuition reimbursement
• Vision insurance

Schedule:

• Monday to Friday

Ability to Relocate:

• Mason, OH 45040: Relocate before starting work (Required)

Work Location: In person

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