Sales Manager - Military

The individual in this role will focus primarily on growing sales, via direct channels, of the division. Responsibilities 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. #J-18808-Ljbffr The Armor Group