Job Listing

JOB DESCRIPTION

The Sales Manager (SM) will work closely with the Account Executives to create and develop prospects.  Additionally, the Sales Manager will be responsible for doing demand generation by leveraging various methods like cold calling, social networking and email to create awareness with new and existing prospects.  The SM need to understand IT industry trends and required to complete internal training. The SM will also be responsible for selling additional services and offerings to clients and will need to develop relationships with critical decision makers and stakeholders of the clients.  The SM is responsible for managing and executing on contract related changes and updates for the accounts that they manage. The SM will also need to regularly update Salesforce.com with critical prospect information as they target/develop prospects and grow the company’s presence within the accounts that they manage

Responsibilities include:

• Cold Calling New Logo prospects
• Execute multiple E-Mail campaigns
• Schedule Qualified Appointments both on-site and teleconference for Account Directors and Account Executives.
• Follow-up and Track Appointments that have occurred in lockstep with the Account Executive
• Relationship Development with New Logo Prospects, Area Directors and Account Executives
•  Continual Training on advanced E-Mail, Social Media, and Cold Calling techniques
• Learn and present the Company Overview and Portfolio of services offered, managing customer service functions for assigned clients including contract administration, environment growth, retention, and revenue analysis.
• Initiate sales and marketing activities. Responds to RFP’s for new business development and implements regional marketing strategies, plans and goals.
• Facilitates remote client meetings, including meeting agenda preparation, report generation, and follow-up.
• Maintains communications and effective working relationships with clients, and responds to all requests from clients.
• Oversees internal systems, policies, and procedures to ensure the operations are in compliance with client needs, new developments, and reporting requirements.
• Consistently contribute to meeting/exceeding established client retention goals.
• Perform and prioritize service functions on assigned accounts which meet/exceed the Company’s Best Practices workflow with a minimum of supervision from field sales representative or direct manager.
• Being a reliable contributor to the organization as well as a consistent performer with a positive work ethic and continuous pursuit of professional development.
• Works with team members by providing frequent opportunities for them to learn and grow, being instrumental in leading this business unit to top performance. Build and maintain positive relationships with internal and external clients.

Experience and Skills:

Essential Skills:

• Proficient in Microsoft Office Programs (Word, Outlook, Excel, PowerPoint)
• Well-developed interpersonal skills, maturity, team oriented, credibility, confidence and unquestioned integrity. 
• Excellent oral and written communication skills.
• Technology background.
• Collaborative, with a strong focus on teamwork both inter-office and with field resources.
• Confident and comfortable making daily responsibility decisions.
• Consultative client relationship and management skills.
• Highly developed organizational, planning, management and communication skills.
• Ability to work effectively with all levels of the organization, and the ability to set and meet deadlines.
• Ability to influence and sell to the client and build strong cross-functional relationships.
• Ability to manage multiple priorities across multiple clients simultaneously.

Required Experience:

• Minimal with 5 years Enterprise/Technology Services Sales experience
• Generate new revenue opportunities through the lead generation of new business customers.
• Maintain high activity standards (prospecting, daily cold calls, number of calls per day, executing e-mail campaigns, etc.).
• Manage Account Executives prospect funnel accurately and effectively.
• Implement sales prospect strategies/call prioritization to achieve all quota targets.
• Identify and qualify prospects by telephone, e-mail, social media and other lead generating tools/practices.
• Development of prospect lists and vertical measure qualification for Account Executives.  
• Present products and services with sufficient conversational knowledge and understanding.
• Lead generation for outside sales staff.

• Accurately forecast and report monthly quotas for revenue and qualified appointments and sales.
• Solid track record of customer management experience within an applicable high tech or IT services environment preferred.
• Demonstrate an ability to effectively manage a Book of Business in a fast-paced service delivery organization.
• Strong leadership, strategic planning and decision-making skills.
• Experienced as an active participant in the pre-sales process from sales calls through proposals, and capable of providing alternative solutions to customers when necessary.
• Excellent verbal and written communication skills with the ability to communicate the Company’s technical portfolio of solutions at most levels.
• Excellent customer focus and client relationship management skills
• Strong project and people management experience.
• Experience acting as the operations resource internally as well as the trusted advisor for the client base.
• Build and enhance relationships with clients/ prospects and Company’s Area Directors and Account Executives.
• Increase market penetration/development within targeted verticals and geographies.
• Proven track record of meeting and exceeding revenue quotas within a high activity sales model.
• Must have strong prospecting abilities, lead generation, experience cold calling and solid communication skills.
• Aggressive follow-up, account management and moving prospects to “next step” skills.
• Demonstrated success in a changing and high-paced environment.
• A high level of business acumen, strong work ethic and a willingness to learn.
• Bachelor’s degree in business, marketing, or equivalent a plus.