Job Details
Job Location
INSTRUMENTATION TECHNICAL SERVICES - WEST CHESTER, PA
Job Category
Sales
Description
Position Overview:
The Sales Manager reports directly to the Operations Director and plays a critical role in driving sales, managing quotations, and overseeing contract reviews. This position is pivotal in ensuring adherence to quality standards within the organization.
Key Responsibilities:
1. Contract Review:
o Responsible for reviewing contracts and ensuring compliance with quality guidelines.
o Identifies any conditions adverse to quality and takes necessary actions to prevent their occurrence.
o Initiates, recommends, or provides solutions through designated channels to address quality-related issues.
o Exercises control over activities related to products to prevent non-conformance or adverse quality conditions until resolution.
2. Commercial and Technical Obligations:
o Establishes and manages the commercial and technical obligations between the organization (ITS) and customers.
o Develops proposals and contracts (as per QP 3.1).
o Ensures clear communication of obligations to both parties.
3. Customer Satisfaction and Reporting:
o Build and maintain strong relationships with key customers to understand their needs and preferences.
o Maintains regular contact with the Project Manager and the customer to address concerns, gather feedback and identify additional selling opportunities and ensure overall satisfaction.
o Addresses any identified violations related to contractual obligations, safety, quality assurance, or project implementation deficiencies.
o Provides all necessary reporting information to ITS and the customer.
o Prepare regular reports on sales activities, pipeline status and revenue forecasts for leadership review
4. Sales Strategy Development:
o Collaborate with the Operations Director to develop sales strategies aligned with the organization's goals and objectives.
o Analyze market trends and competitor activities to identify opportunities for growth.
o Develop and implement plans to penetrate new markets and expand the customer base.
5. Lead Generation and Prospecting:
o Develop and implement strategies for lead generation and prospecting.
o Identify Potential customers through networking, cold calling and other sales techniques.
o Nurture leads through the sales pipeline and convert them into customers.
6. Sales Presentations and Negotiations:
o Prepare and deliver compelling sales presentations to prospective clients, highlighting the value proposition of the organization's services.
o Negotiate terms and conditions of contracts to ensure mutually beneficial agreements for both the organization and the client.
o
7. Organizational Freedom and Authority:
•All personnel in this role have the organizational freedom and authority to:
o Take proactive measures to prevent adverse quality conditions.
o Identify occurrences of conditions adverse to quality.
o Propose and implement solutions through designated channels to address quality-related situations.
o Additional duties as assigned.
Abilities:
•Demonstrated leadership abilities in team management and production.
•Strong problem-solving skills.
•Active listening skills to understand customer needs and concerns.
•Strong verbal and written communication skills.
•Demonstrated sales ability to identify and qualify leads, negotiate contracts and close deals.
•Resilience to overcome setbacks and rejection in a competitive sales environment.
•Willingness to embrace new technologies and processes to enhance sales effectiveness.
Requirements:
•5 to 10 years of related professional experience in Sales.
•5 years of prior management experience leading a team.
•Exceptional customer service skills.
•Strong written and verbal communication skills.
•Clear and concise verbal communication for effectively conveying ideas, instructions, and feedback.
•Strong written communication for crafting persuasive sales proposals, emails, and reports.
•Strong collaborative skills that fosters a culture of teamwork, mutual respect and shared success within the organization.
Preferred:
•Experience in evaluating growth opportunities.
•Willingness to travel, including client visits.
•Regular client interaction to facilitate growth and satisfaction.
•Bachelor's degree preferred in engineering, technical field, or related discipline, or a combination of education and experience demonstrating equivalent knowledge and skills.