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Sales Team Manager

Company: RF-SMART, a division of ICS
Location: Jacksonville
Posted on: January 14, 2019

Job Description:

Sales Team Leader/Customer Engagement Manager We are a global company and for more than 35 years, we have been delivering advanced software solutions for distributors, manufacturers, and retailers world wide. This leadership position is available due to our continued growth and the successful candidate will be located in our Jacksonville, FL location. Summary: The RF-SMART Customer Engagement Manager is responsible for leading the 9+ person sales team directly responsible for managing RF-SMARTs -1,000 active customers around the world. Primary goals for this role include retaining this group of existing customers, upselling new software to them and maintaining & enhancing the ongoing customer relationships. With these primary goals supporting growing top-line revenue and bottom line profitability, fully maximizing the opportunities, converting an increasing percentage of those opportunities to wins, growing the team professionally and making the team and customers even more successful in the future. This role will work directly with and report to the VP of Sales and will be an integral part of driving strategy and execution together. Essential Duties and Responsibilities:

  • Lead Strategic Account Executive Sales team to ensure:
    • that we are generating increasing software sales to existing customers in NA & Europe
    • that we are renewing 94%+ of our software subscriptions and recurring maintenance contracts
    • that we have an established and systematic process for transitioning sales from net new status to SAE managed status
    • that we execute on effective communication with our install-based customers to drive greater retention and to uncover additional opportunities
    • that we maintain our Reference Accounts, maintain published list of Reference Accounts, and ensure their level of satisfaction stays intact always
    • Work with VP of Sales to:
      • Provide sufficient pipeline to achieve sales goals
      • Achieve 60%+ accuracy in active 30-day pipeline and maintain strong command of 120-day pipeline always
      • Provide strategic input on corporate and departmental direction, product needs, partner alignment and reference needs
      • Communicate clearly & consistently on all relevant deal & team member interactions
      • Ensure proper staffing to achieve goals and efficiently scale the team
      • Work cross-functionally with Marketing to ensure:
        • That we execute on events & programs by assisting with staffing and by ensuring timely and thorough follow up of leads created
        • That we are operating within an approved budget
        • Work cross-functionally with Net New Sales team to:
          • Smoothly transition accounts from Net New to Install
          • Clearly communicate reference account needs and ensure Net New team is requesting those in a reasonable fashion
          • Work cross-functionally with Hardware Sales team to ensure:
            • That that customer engagement sales team is influencing an increase in our hardware revenue by including the hardware sales team whenever possible so that the two teams are interacting in a proactive way
            • Work cross-functionally with Solution Consulting to:
              • Ensure efficient and effective use of these resources for walk-throughs and demonstrations
              • Drive better discipline in these interactions to increase predictability & repeat-ability of success
              • Help effectively manage cost & time by strategically determinig when on-site visits are warranted vs. remote demonstrations
              • Participate in company strategy meetings as required
              • Always be mindful of highest level of customer satisfaction
              • Always lead with integrity and validate that your team is operating with integrity
              • An ability to travel up to 40% is required, including international travel to work with EMEA based sales team
              • Provide clear communication to all internal departments Education, Experience, Job Knowledge, Skills and Abilities:
                • A Bachelors degree in a business field, or equivalent work experience
                • A consistent top performer with documented track record
                • 3+ years experience successfully leading and managing teams
                • 5+ years experience in sales & marketing
                • Proven history of meeting and exceeding assigned sales goals and quotas
                • Experience building, implementing, and leading/executing on team sales plans
                • Experience in effectively working in a team environment
                • Experience coordinating activity with pre-sale consultants, professional services managers, channel partners, and hardware suppliers
                • Experience with sales CRM systems such as Oracle/Siebel, NetSuite or Salesforce
                • Experience with Microsoft Office applications
                • Ability to lead teams in such a way that drives professional development and attainment of assigned targets
                • Technical acumen with the ability to present and sell technology products in a business context
                • Strong interpersonal, presentation, management, and negotiation skills General Information: The above noted job description is not intended to be an exhaustive list of all duties and responsibilities that may be assigned but rather to provide a general sense of the responsibilities and expectations of the job. As the nature of business demands change so, too, may the essential functions of this specific position and/or the skills and abilities required. EEO

                  Keywords: RF-SMART, a division of ICS, Jacksonville , Sales Team Manager, Sales , Jacksonville, Florida

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