Sales Manager - Mason - The Armor Group

    The Armor Group
    The Armor Group Mason

    1 week ago

    Description
    JOB SUMMARY
    The individual in this role will focus primarily on growing sales, via direct channels, of the Contract Manufacturing 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
      • Account list including current customers of the division
      • Key contacts at all levels of the organization
      • 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
      • 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)
      • Demonstrated skills at determining who are the true decision makers, gatekeepers and champions at prospective customers
      • Outstanding communication skills. Ability to create "benefit" (versus feature) focused presentations that position the Division in the best light versus other potential choices
      • 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
      • Having high motivation and a strong desire to achieve in a demanding environment
      • Having a sense of urgency to realize concrete results
      • Moving steadfastly and resourcefully to achieve important objectives despite obstacles - and doing this consistently
      • Having the drive to meaningfully contribute to and grow the Division's business
      • Excellent, timely customer follow-through
      • Being accountable for results including sales and customer satisfaction
    • Thinking - Quickly, Street Smartly, Practically
      • Ability to quickly understand Division's business
      • Ability to quickly and appropriately understand potential customers' businesses
      • Ability to sensibly explore sales opportunities (right customer targets) and their likelihood for success; avoiding low odds prospects
      • Ability to continually re-evaluate opportunities as new information is uncovered through the sales process
      • Demonstrated good common sense/judgment and learning from experience
    • Teamwork -- Working Effectively With Others
      • Skills in building and maintaining productive relationships with people in other departments, including those who may have different points of view
      • Effective in ensuring proper hand-offs occur from Sales to other functional areas
      • 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:
      • Customer-Focused
      • Passionate about Work
      • Solution-Oriented
      • Driven by Integrity
    EDUCATION AND/OR EXPERIENCE
    • Bachelor's degree preferred/equivalent relevant experience also acceptable
    • Experience with selling into Datacenter industry
    • 3+ years of experience preferred
    EQUIPMENT USED
    This position will routinely use a telephone, personal computer, fax machine, and copier.
    WORKING AND PHYSICAL CONDITIONS
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