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OEM Sales Manager, Americas (OUT) in Washington, DC

This job is no longer available from MMS Group
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COMPANY

MMS Group

Base Salary: At least $80,000
Total Comp: $100,000 to $120,000
Location:
Industry: Manufacturing
Benefits: Yes
Customers: All
Car Allowance: Yes
Sales Cycle: salesCycle
Travel: Overnight/Large Territory
District of Columbia:, Washington

JOB DESCRIPTION

Apr 16, 2016
NOTE: Only candidates with 2-3 years Experience in cash handling (ATM) industry specifically working with OEM will be considered for this position.


The company is a global business, headquartered in the UK, and built on the solid reputation and rich history spanning over 280 years.

Working from more than 20 countries, over 2,500 professionals and specialists deploy knowledge, skills, resources and technology, to ensure that cash moves seamlessly throughout operations, significantly reducing cost while transforming staff productivity. Further business development and support through our network of 350 business partners delivers local expertise and understanding worldwide.

Innovation is at the heart of what we do. We bring real innovation to our customers, through technology, process and our people. Through our innovation, we fundamentally change the way cash moves across operations, how staff work, and how customers are engages and the ways in which businesses connect their cash management systems.

World experts in the management of cash, we work in partnership with our customers to identify their exact needs, establishing a framework of technology and process change that has a profound effect on business results. This framework delivers a proven return on investment and sees new levels of customer engagement, fully supported by vital business intelligence to enhance profitability.


PURPOSE OF THE ROLE

Responsible for sales, technical and customer support activities in territory, the Sales Manager will work with existing client accounts and with prospective clients (in a business development role) to drive, develop and manage all sales activity in their territory.

KEY RESPONSIBILITIES

Deliver territory budget performance
Manage the overall engagement and relationship with the customers or prospects and maximise profitability of the account/s
Accurately manage territory business performance, sales forecast, pipeline and opportunity identification and revenue and margin
Create, develop and implement the Sales Strategy for the territories
Develop and maintain strong relationships within the customer (including the management, procurement and product management/engineering teams) in order to maximise sales opportunities, to maintain the highest level of customer satisfaction and position the company as a key long-term business partner.
Provide commercial leadership for all contract negotiations and ensure that contracts are in place.
Champion the customers inside the company; to act as a catalyst for customers sales requirements and overall business and market demand
Intimately understand the customers business priorities, operational pressures and capabilities and actively support the clients with business case design and benefit calculations in order to position the company as the supplier of choice and proactively develop a pipeline of sales opportunities
Ensure routine use of sales reporting and pipeline management/CRM data collection, entry and management
Act as an escalation point for customer issues and assist with the resolution of issues
Actively seek out market and competitor intelligence in order to position the company consistently as the supplier of choice
Oversee and manage the client/s debt position ensuring no overdue payments are accumulated
Work with Marketing to identify and undertake promotional activities
Identify and undertake other value additive business projects
To complete ad hoc duties and tasks allocated from time to time
PERSON SPECIFICATION AND CRITICAL SUCCESS FACTORS

EDUCATIONAL QUALIFICATIONS / TRAINING

Good technical background and understanding


INDUSTRY EXPERIENCE

Sales and marketing experience in a B2B or manufacturing environment
OEM experience highly desirable
Cash management or similar experience essential


REQUIRED COMPETENCIES

High degree of commercial acumen; able to develop an in-depth understanding of a customers business, aims and objectives
Excellent interpersonal, communication skills and the ability to effectively use a number of different influencing and negotiation strategies
Able to explain the value proposition of complex technical products
Effective and confident in different and challenging environments (cultural and commercial)
Ability to identify opportunities in new markets
Able to work under pressure and to deadlines
Driven and focused problem solver
Ability to develop and maintain relevant product knowledge
Spanish speaker desirable
Overseas travel a large part of this role so must be flexible to travel