Job Description

*Sales Manager

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Summary of the Position

The Sales Team Manager is responsible for the execution and performance of all sales activities in assigned markets. This manager staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in-line with company vision and values. The Sales Team Manager assists in establishing marketing plans to expand the customer base and contributes to the development of training and educational programs for clients and account managers.

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Primary Responsibilities

Team Management

  • Manages the daily activities of the sales department
  • Sets sales targets for individual account managers
  • Implements measures and tactics to ensure sales goals are achieved
  • Tracks and reports monthly sales activities to the Director of Sales and Marketing
  • Ensures needs of existing customers are met
  • Collaborates with internal teams to gather information
  • Supports sales team members by ensuring they have appropriate resources to successfully execute the sales strategy
  • Analyzes and controls expenditures of team to conform to budgetary requirements
  • Assists HR with interviews and staffing when necessary

Sales & Business Development

  • Represents the company at industry trade shows by overseeing booths, presenting papers, and attending technical sessions
  • Establishes professional relationships with existing customers through in-person meetings and conference calls
  • Collects customer feedback, market research, and competitive intelligence from account managers
  • Identify new customer prospects through research and industry conferences
  • Researches and evaluates new customer segments
  • Evaluates customer RFPs requirements
  • Attends key customer meetings
  • Evaluates, audits and utilizes CRM software
  • Performs Sales Account Manager duties as needed
  • Completes additional tasks assigned by Director of Marketing and Sales

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Competencies

Business Acumen

  • Understands and maintains up-to-date knowledge of issues within the business, the market, and the industry
  • Uses good judgement in guiding team and business
  • Develops effective tactics based on knowledge of the business and marketplace
  • Negotiates well on behalf of the business
  • Identifies key business issues on a regular and ongoing basis
  • Understands and utilizes economic, financial and industry data when making business decisions Makes good business decisions in stressful, complex, and ambiguous situations
  • Sets and communicates challenging and measurable goals that align with corporate strategies
  • Makes sound decisions balancing the short and long term strategic goals

Influence

  • Elicits and responds to objections, using effective interpersonal skills
  • Develops and presents persuasive arguments to address the concerns, wants, and needs of others
  • Anticipates reactions and objections and plans how to overcome them
  • Uses new information or approaches to overcome major resistance or to minimize barriers
  • Identifies and builds effective relationships with key decision-makers and the people that influence them
  • Builds alliances, seeks outside resources and leverages information that supports position
  • Presents ideas, suggestions and recommendations in a manner that clearly links to business or organizational needs and priorities

Communication

  • Clearly conveys ideas verbally, visually, and in writing
  • Communicates information in a logical and sequential manner to aid understanding
  • Ensures that regular communication occurs based on the needs of the marketing department
  • Adjusts language to address the needs of differing audiences
  • Utilizes strong listening skills to formulate direct, responsive answers to questions
  • Effectively communicates complex ideas using analogies, visuals, and other techniques
  • Creatively identifies and utilizes effective communication channels and methods

Developing Others

  • Provides accurate and meaningful feedback on individual strengths and weaknesses
  • Looks for and creates situations that foster others’ development
  • Helps others examine and overcome the barriers to their growth and development
  • Holds people accountable for performance
  • Inspires and engages entire team

Initiative

  • Takes action to achieve goals beyond what is required
  • Persists in spite of challenging circumstances; adjusts focus when it becomes obvious that a goal cannot be achieved
  • Seizes opportunities and takes action to take advantage of them
  • Actively works to overcome obstacles by changing strategies or using multiple approaches
  • Takes responsibility to develop all steps of a project when the outcomes and circumstances are not well-defined

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Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Specialized Knowledge and Skills Requirements

  • Highly self-motivated, with a strong work ethic and customer service orientation
  • Knowledge of transportation and geospatial industries
  • Must have the ability to learn standards and regulations pertaining to public transportation industry quickly
  • Excellent verbal and written communication skills
  • Proficiency with MacOS and Microsoft Office software suite

Education/Experience

Required
  • Bachelor’s degree from accredited institution
  • Previous experience working government contracts
  • 5+ years of experience in a sales role
  • 3+ years of management experience
Preferred
  • Knowledge and experience with GIS tools and applications, the ESRI platform, and transportation infrastructure
  • Degree in civil engineering

Certificates and Licenses

  • Certified Sales Leadership Professional or other sales certifications preferred
  • A valid driver’s license required

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Travel

This position requires up to 30% travel within the United States.

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Physical and Environmental Demands of the Position

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to talk, hear, use hands, and reach with hands and arms. Employee must lift, carry, push or pull up to 20 pounds occasionally. Vision requirements include the ability to have clear vision at 20 inches or less to view and effectively utilize general office equipment and computers. Activities occur mostly indoors.

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Disclaimer Statement

The information contained in this job description is intended to describe the essential job functions required of those assigned to this job. It is not intended to be an exhaustive list of all accountabilities, activities, and knowledge needed to perform the job. Please note that job functions are reviewed periodically and are subject to change based upon company business need.

 

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Mandli Communications

2655 Research Park Drive  |  Fitchburg  WI  53711 

(42.999149° N,89.427252° W)

(P) 608-835-3500 (P) 608-835-3500
(F) 888-545-2214