Now Hiring - Field Sales Manager - Business Developer in Elkridge, MD

TITLE: Field Sales Manager - Business Developer

DEPARTMENT: Sales

REPORTS TO: Director of Sales

POSITION SUMMARY:

The basic role of the Field Sales Manager is to lead and motivate members of the sales team, implement marketing strategies, and ensure sales targets are met. He/she will oversee a group of Account Managers (AMs) in the selling of (and will sell) the Company's products and services using product, organizational, and customer knowledge to influence customers and assist them in applying the products and services to their needs, resulting in revenue generation. They direct AMs on opportunities in closing, penetrating existing accounts, as well as directing AMs with regards to new account acquisition and development within a specified area or region. Provide coaching, mentoring, and training to AMs to achieve profitable sales and case growth objectives.

REGULAR ASSIGNED DUTIES AND RESPONSIBILITIES:

• Leading a team of sales representatives and coaching them in qualifying leads, opening new accounts, and penetrating existing accounts.
• Liaising with upper management ensuring sales targets are met.
• Assisting the DOS in coordinating product cuttings and demonstrations with the buyers; develop sales and marketing strategies and proposals for customers on products and services, conducting market research to determine customer needs and provide information to sales staff.
• Analyzing current marketplace and feeding back important market and competitive information.
• Training sales team on sales techniques, administration, and product.
• Planning, executing, and managing sales strategies.
• Responding to customer Inquiries.
• Work with marketing team to deliver improvements in brand engagement across different territories.
• Recruit, train, and mentor new hires as well as existing AMs, conducting field support/work-with sessions to observe coaching needs and support needs for AM development, and evaluate needs and recommend training as needed.
• Oversee, manage, and assess AM performance to plan regularly, instituting performance improvement or disciplinary measures as needed. Assist AMs with organizational skills, account strategies, and territory planning.
• Maintain current knowledge of industry trends and product developments that affect target markets, establishing and maintaining industry contacts that lead to prospective sales; evaluate product mix in terms of meeting customers’ needs.
• Research and develop lists of potential customers, making targeted sales calls to develop relationships and follow up on leads along with sales staff. Conduct periodic Customer Business Reviews to identify customer needs as well as relationship gaps.
• Maintains active and comprehensive customer information files.
• Communicates effectively with customers to resolve problems, maintain trade terms, and support company policies and procedures.
• Maintains current and objective industry, business environment, and competitive data files.
• Continually seeks new product, information, or service ideas that can be added to the Company’s capabilities to benefit both the customers and the Company.
• Develops an annual sales forecast for each customer account accompanied by a customer contact plan that will achieve the forecast.
• Coordinates and plans all outside sales call activities with the Company’s Director of Sales.
• Conducts themselves in manner that always reflects positively on the Company including professional business attire and behavior.
• Supports the sales team members in the achievement of their individual as well as the Company’s sales goals.
• Willingly participates in any other Company objectives or special projects as required from time to time.

OTHER DUTIES MAY INCLUDE BUT ARE NOT LIMITED TO:

• Assist with special projects as assigned.
• Attend conferences and meetings related to industry trends, innovations, and education.

PHYSICAL DEMANDS:

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 required to sit, stand, talk, and hear.
• The employee is constantly required to use hands and fingers to feel, handle or operate objects; and reach with hands and arms.
• The employee occasionally is required to stoop, kneel, crouch, and walk.
• The employee is capable of lifting and/or move up to 20 pounds occasionally.
• Specific vision abilities required by this job include close vision, distance vision, peripheral vision, color vision, and the ability to adjust focus.
• Must be able to drive a vehicle and maintain a valid driver’s license without excessive violations.

WORK ENVIRONMENT:

The work environment characteristic described here are representative to those an employee encounters while performing 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 works mostly indoors in an office environment and on occasion outside for brief periods of time. The employee can be exposed to wet and/or humid, hot, cold, and snow conditions, fumes or airborne particles and vibration.
• The noise level in the work environment can range from quiet to loud in the field.

The duties listed above are intended only as illustration of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position.

The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change.

DESIRED MINIMUM QUALIFICATIONS: Education and Experience:

• Degree from an accredited four-year college or university in business or related area of study. Ideally a bachelor’s or master’s degree in business areas such as management, marketing, or economics.
• Five or more years of progressively responsible, related experience in a position of comparable scope and size to the Company with proven sales experience.
• In depth understanding of sales and marketing principles.
• Proven experienced using sales CRM systems.
• Proven experience leading and managing a team.
• Preferred - Formal sales training like Spin Selling© or Miller Heiman an advantage.

Necessary Knowledge, Skills and Abilities:

• Proficiency in Microsoft Office Suite.
• Excellent problem solving and organizational skills.
• Excellent verbal and written communications skills.
• Strong communication skills
• Able to utilize tools to measure sales performance.
• Able to develop sales strategies with the introduction of new products and new accounts.
• Able to manage multiple tasks while maintain attention to detail and time sensitivity.
• Must have prior experience in a sales environment.