Sales Manager

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 SkillsDemonstrated 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

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.