Sales Manager - WITT

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
• 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

3+ years of experience preferred

EQUIPMENT USED

This position will routinely use a telephone, personal computer, fax machine, and copier.

WORKING AND PHYSICAL CONDITIONS

Travel will be as necessary, but expected to be in the 50-75% range. Time will also be spent in an indoor office environment with long periods of sitting.