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Sales Manager - Military

The Armor Group

Mason, OH
JOB SUMMARY

The individual in this role will focus primarily on growing sales, via direct channels, of the 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
  • 3+ years of experience preferred

EQUIPMENT USED

This position will routinely use a telephone, personal computer, fax machine, and copier.
Apply
Vacancy posted 2 days ago
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