Territory Sales Manager

Description

Territory Sales Manager

Department: Sales

Reports to: Vice President of Sales

Location: Fully Remote Role
Applicant Notice Regarding Hiring Decisions

GeoComm does not use artificial intelligence or automated decision-making systems to make employment selection decisions without human oversight. All hiring decisions are made by human recruiters and hiring managers based on job-related qualifications, skills, experience, and other lawful employment criteria. If our use of technology in the recruitment process changes in a material way, we will update this notice accordingly.

Questions regarding this notice may be directed to the HR team by reaching out via our View email address on click.appcast.io email.

Job Summary

The Territory Sales Manager (TSM) has the primary responsibility of driving profitable sales growth by meeting or exceeding sales goals through new accounts acquisition and with partner driven sales within an assigned territory. It is expected the TSM will exhibit a consultative selling approach, establishing him or herself as a trusted advisor to the customer in the recommendation of GeoComm's products and services.

TSM activities also include learning and staying informed on industry trends, NENA NG9-1-1 standards, assigned state regulations and directions regarding NG9-1-1 strategic plans and funding, key decision makers and influencers for NG and GIS strategic planning in each assigned state, the GeoComm product and service portfolio, learning and following a comprehensive sales process, updating and managing sales pipeline information, participating in sales forecasting, and sales planning in collaboration with Sales Associates. Some selling activity with existing accounts can be expected when it is determined that an opportunity managed by a Sales Associate requires on-site attention by a TSM for closure

Essential Job Duties and Responsibilities
1. Territory Owner / Manager

• Responsible for covering assigned territory taking full ownership and accountability for sales results.

• Shows a high level of ownership for their business and is adept at selling solutions.

• Acts as leader, influencer and activator with internal and external key stakeholders to achieve results.

• Acts with resiliency in the relentless hunt for new sales opportunities and generates profitable sales by selling solutions that meet customer's needs.

• Prepares, presents and owns the bottom up sales planning process for the assigned territory.

• Builds strategic relationships with State, Regional, and local stakeholders.

• Knows and understands competition and strategically and effectively positions GeoComm against the competitors.

• Utilizes available corporate resources to support strategies and sales efforts.
2. New Customer Selling Direct and via Channels

• As territory owner, utilizes most effect channel strategy, either direct or channel partners to provide solutions to meet customer's needs.

• Develops strong relationships with channel partner sales teams, builds joint sales strategies, and supports partner-lead sales efforts to sell GeoComm's products and services.

• This includes activities such as customer meeting support, demonstration support, proposal support, etc.

• When necessary, escalates channel conflict issues to VP of Sales in an effort to minimize and eliminate partner related issues.
3. Sales Strategy

• Develop and implement comprehensive sales strategy for each assigned state within the assigned territory.

• The sales strategy will address new business generation activities with an emphasis on targeted segments.

• Working closely with the VP of Sales and the marketing team to create a strategy to maximize GeoComm's presence, brand awareness, and visibility with public safety and GIS entities at the state, local, and regional levels.

• Gains intimate knowledge of each of their targeted states including but not limited to state funding, regulations, tariffs, strategic plans, key stakeholders, etc.
4. Industry Expertise and Knowledge

• Be a student of the industry gaining knowledge and understanding of the industry changes, including industry standards (existing and developing), industry trends in GIS, dispatch mapping, and NG9-1-1 deployments including transitional steps to full NG9-11, competitor's solutions and positioning in the market, key GeoComm customers and solutions.

• Gain and understanding of challenges facing customers, how industry leading customers are addressing / managing challenges with goal to position self and GeoComm as industry leaders and experts.

• Positions self as an expert through presentations at local and national trade shows.
5. Product and Service Knowledge and Application

• Learns the full line of GeoComm products and services including features, benefits, pricing, intended use, value proposition, and competitive position.

• Studies information provided by product management and marketing in a timely manner until mastered.

• Works with actual products (demonstration suite) to establish and maintain competence in demonstrating and use.

• Develops a keen understanding of how the products and services solve customer business problems.

• Review of competitor information to be able to compare and contrast them with GeoComm products and services.

• Exhibits the following:

o Understanding of all GeoComm products and services

o Ability to execute presentations and demos for all products and services

o Ability to assess client/prospect needs and recommend optimal combinations of products and services to solve client/prospect problems
6. Develop and Maintain NetSuite Database; Forecasting

• Manages the opportunity pipeline within their assigned territory and ensures current maintenance of information to the greatest level of accuracy and timeliness possible for all assigned accounts, leads, contacts, and critical opportunity values (sales stage, value, close date).

• Ensures the critical opportunity values contribute to reliable sales forecasting; participates in the sales forecast process as required.

• Utilizes a funnel approach as part of the sales process to move a prospect through the pipeline to close.
7. Proposal Development

• Actively participates in the proposal development process through submission of proposal requests containing complete and accurate information, follow-up with customers as needed for additional information, coordination with third parties, as necessary, and prompt delivery and explanation of resulting proposals to the customer.
8. Sales Associate Collaboration

• At a minimum, collaborates with the assigned Sales Associate (SA)in the following ways:

o Targeted campaigns throughout the territory. Generally, this will involve the SA coordinating on-site introductory meetings between the customer and TSM.

o Upsell and cross-sell opportunities for existing accounts that require on-site attention by an TSM for closure (opportunities must meet a predefined criterion as established by the VP of Sales).

o Provide supporting input towards SA sales plans for existing customers.

o Works in conjunction with SA to ensure current status of GIS and NG opportunities targeted states within assigned territory.

o Ensuring customer needs are met satisfactorily and ensuring GeoComm's presence in assigned territory is meeting the company's standards and expectations.
9. Closed Contract Transition to Project Team

• Participates in transitioning closed contracts to the assigned project team. Provides assistance when requested by the project team during implementation and project close out.

Essential Universal Corporate Job Duties:

• Participates in regular one-on-one discussions with manager, and in team and department meetings, as required.

• Performs other duties as requested by the Vice President of Sales.

• Functions as a team member by assisting, supporting, and encouraging other employees in any way possible.

• Improves self in any way possible to enhance job performance.

• Performs related work as required, willingly and eagerly.

• Meets deadlines as required.

• Regular, predictable attendance is an essential function of this position.

• Promotes the Company, its Mission, Core Values, programs, and achievements to the public and other employees.
Core Values:

• Customer Commitment

• Continuous Improvement and Innovation

• Prioritized Urgency

• One Team

• Empowered Accountability

Minimum Job Requirements:
Education and Experience

• Education: Bachelor's Degree in Business, Marketing, GIS, or related field

• Related Experience: 5+ years in the public safety communications industry

• 2+ years sales experience

• Travel: 50% travel

• Valid driver's license

• Physical Demands: Ability to lift 30 pounds (laptop and printed sales materials)
Knowledge, Skills, and Abilities:

• Demonstrate strong written and verbal communication.
• Manage multiple initiatives simultaneously.
• Collaborate proactively across departments.
• Uphold the highest standards of integrity, confidentiality, and ethical business conduct.
• Utilize data and metrics to inform decisions and improve operational performance.
• Operates with a strong bias for action and external engagement.
• Takes ownership of outcomes, not just inputs.
• Challenges assumptions and pushes for clarity and decisions.
• Improves self in any way possible to enhance job performance.
• Can deliver performance in a high paced, changing environment.

Knowledge, Skills, and Abilities:

• Experience in consultative selling public safety communications-related products and services within local and state government markets with a proven sales track record.

• Current presence, prior or existing professional experience, and established relationships in the pertinent sales territory with local, state, and commercial public safety communications stakeholders.

• Thorough understanding of fundamental GIS principles and technologies, and the application of GIS technologies in public safety communications technically and operationally.

• Thorough understanding of the technical and operational aspects public safety communications, in general.

• Ability to establish and maintain effective working relationships with local, state, and commercial public safety communications and GIS stakeholders.

• Excellent verbal and written communications skills. Ability to articulate and convey concise messaging internally and externally. Ability to form and deliver persuasive arguments.

• Proficiency with business enablement technology such as use of remote office connectivity via VPN, smart phone usage, and software (e.g., MS Word, Excel, Outlook, and PowerPoint).

• Ability to work effectively unsupervised in a remote environment (e.g., home office).

• Ability to work effectively independently and in team environments.


Compensation: Competitive base salary + sales bonus plan


Salary Range-$66,000-$83,000

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not to be construed as an exhaustive list of all job duties performed by the personnel so classified.

EEO Statement:

Geo-Comm is an equal opportunity employer and does not discriminate in hiring or employment on the basis of race, creed, color, religion, sex, national origin, citizenship status, age, disability, marital status, familial status, sexual orientation, veteran status, public assistance status, or any other status protected by applicable law.

Geo-Comm Corporation provides a drug-free working environment.

Requirements

Location Requirement: This is a remote position supporting GeoComm's Western U.S. sales territory. The selected candidate must reside within the assigned territory by their start date and be available to work hours aligned with the Pacific Time Zone. Regular travel throughout the territory will also be required

• Must reside within the assigned Western U.S. sales territory and work a schedule aligned with Pacific Time business hours.
• Must be able to travel throughout the assigned territory as business needs require.