Territory Sales Manager – Western US Position Overview Connected Hire is a boutique recruitment firm focusing on RFID and related technologies.
We are leading this search for our client, a worldwide leader in designing and manufacturing highly configurable RFID hardware. Our client has continued to grow their business significantly and is looking for an energetic, experienced sales professional to join their team.
The Regional Sales Manager will have full accountability for the company’s business development, sales, and account management activities in their assigned territory. Markets and industries served include electric vehicle charging, industrial automation, medical equipment, secure printing, and others. The ideal candidate will be a self-starter with industrial / electronics sales experience, possess a strong customer acquisition process, and embrace a solution-oriented approach to solving problems and delivering growth. In this critical sales role, you will identify, evaluate and develop sales leads for new products, extensions of existing products, and new sales channels. Candidates should have a proven track record of B2B sales success and the ability to develop and maintain relationships at multiple levels in the customer base to position the company as a strategic partner to the customer.
DUTIES AND RESPONSIBILITIES This role encompasses both New Business Development and Account Management: New Business Development:
•Prospect for new business and new customers by working with qualified leads and by self-generating newprospects.
•Research, analyze, develop, and execute a strategic plan to identify target accounts and lead account development campaigns.
•Build and foster relationships with potential customers and build contact networks within customers’ engineering, purchasing, and product management organizations.
•Develop and manage a sales forecast consistent with company plans for assigned territory.
•Continuously manage all stages of a structured pipeline for new business opportunities and volume sales
•Work closely with insides sales, business development, field application engineers, product management and marketing personnel to drive lead conversion and new business acquisition.
Account Management:
• Manage accounts, including strategic key accounts and OEM customers. Service existing customer base by establishing a “trusted advisor” position within the account.
• Schedule and host regular business reviews with key customers and drive annual agreement and pricing discussions.
• Track project opportunities and manage to project awards.
• Visit manufacturers, partners, and dealers, levering regional-level relationships.
• Ensure timely follow-up with all quotations and leads.
• Develop agreed-upon quotas, incentive plans, and expense budgets consistent with company plans.
• Meet company objectives for advancing accounts and secure objectives for profitable revenue generation and customer satisfaction.
• Coordinate with department heads to plan advertising, tradeshow, and other promotional campaigns.
• Provide timely and accurate reporting on sales, forecasting, and other related KPIs.
• Perform other related duties as assigned by management.
REQUIRED QUALIFICATIONS
• Minimum of 5 years experience in embedded technology outside sales with a track record of consistently achieving objectives.
• Experience managing a multi-state sales territory; willingness and ability to travel within the assigned territory, to customer locations within the U.S., and to company locations in Europe.
• Demonstrated success in both new business acquisition and account management.
• Experience working with OEMs, system integrators, software manufacturers and channel partners.
• Experience taking new products, services, and applications to market.
• Bachelor’s degree in business, electrical engineering, computer science or equivalent.
• Highly focused, high-energy, and self-motivated individual.
• Highly organized, with excellent time management skills.
• Analytical, with a solution-focused approach to problems.
• Highly effective communication skills, including verbal and written English.
• Proficiency in using a CRM system.
• Proficiency in using a PC, including Microsoft Office Suite.
• Flexibility, with the demonstrated ability to adapt to changes within the work environment, delays, or unexpected events.
• Ability to work independently, as part of a team, and cross-functionally within the organization.
PREFERRED QUALIFICATIONS
• Experience with RFID or related technologies
• Proficiency in Salesforce CRM
• Experience selling in target vertical markets; PAC, Secure Print, Industrial Automation, etc.
TRAVEL
• This position will involve approximately 35% travel to accounts, prospects, trade shows, U.S. headquarters in Florida, and infrequent travel to Europe. Therefore, our ideal candidate will be located reasonably near a major U.S. airport.
• Must possess a valid passport or have the ability to acquire a passport, as some international travel is required