What are the responsibilities and job description for the Sales Manager - Contract Manufacturing position at The Armor Group, Inc.?
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
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.
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