Professional Sales Manager
Teletrol Systems, Inc - Manchester, NH 03101
Make a difference in the world * apply your sales management skills to exciting products that save energy, reduce carbon emissions and improve comfort in schools, stores, offices and other commercial buildings. Help meet the challenging energy management and building automation requirements of complex systems like the Sydney Opera House, the Library of Congress, and our thousand-store retail chain customers. Join the team of expert at Teletrol, a Philips company, where our building control products incorporate the latest network technologies and operate seamlessly 24/7 in a diverse range of building environments.
The right candidate will be responsible for managing Teletrol Multi-site sales activities, including cold calling of target markets, completing assigned Technical Sales of product and services to National account customers and contract negotiations up to and including closure. Contribute to the Teletrol corporate culture that values excellent customer service, profitable operation and effective teamwork. This is a highly autonomous position that involves frequent travel and a high level of personal integrity as well as a high degree of creativity and initiative. This position reports to the Vice President of Strategic Sales for Teletrol/Philips.
GENERAL RESPONSIBILITIES:
The primary goal is to grow sale volume and increase gross margin to substantially increase corporate profitability. Specific responsibilities include:
- Develop and maintain annual sales plan for assigned direct sales customers, including strategies and tactics to achieve short and long term revenue objectives.
- Contribute to achieving corporate gross margin targets through responsible management of contractual customer pricing.
- Develop quarterly and annual revenue forecasts and aggressively manage all sales activities to achieve them.
- Collect market dynamics and gather competitive feedback relevant to product roadmap and incremental revenue generation to guide company planning.
- Train and manage junior sales team members to achieve sales objectives and maximize the career potential of each member of the team.
- Solicit prospects, manage the sales process and execute sales contracts.
- Manage overall relationships with distributors and key owner/operators.
- Manage expenses according to budget.
- Keep the supporting business teams and leadership updated on the most promising opportunities.
- Able to involve the key players inside the company that have expertise in areas within the business approach of the customer decision makers on a timely matter, as needed to accelerate the sales cycle.
- Contribute to Teletrol corporate culture of excellent customer service, profitable operation and effective teamwork.
QUALIFICATIONS:
The person in this position must have the following skills and experience:
- A minimum of 8-15 years of successful technical selling experience to a variety of levels of decision makers in a direct sales model.
- Strong business acumen; able to exercise a variety of approaches /methods to accelerate and reach new suspect accounts, prioritize and qualify prospects technically and commercially and move the sales cycle forward to conclusion.
- Professional, timely, concise communication and presentation skills; both written and verbal, relevant to the diverse and various decision makers/ influencers of a variety of company cultures.
- Industry and/or EMS expertise; able to articulate and tailor the value proposition by audience, decision maker and current state of EMS/Information Technology infrastructure.
- Able to manage complex sales situations and cycles from lead generation, personal networking outreach to rapport building across functional silos of the target customers (top down, and middle up)
- Ability to move from strategic account targeting/planning to tactical execution; organized and disciplined user of account detail/follow-ups and funnel management/forecasting.
- Strong background in business development and general management
- Skilled in the use of common business application software, including word processing, spreadsheets, presentation and communications programs
- Bachelors degree in Business, Engineering or another Technical Discipline is required, Masters degree in such disciplines preferred.
Created on Nov 10, 2009
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