Field Sales Manager

Description

TITLE: Field Sales Manager

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 may also 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.
• Analysing 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.

DESIRED MINIMUM QUALIFICATIONS:

Education and Experience:

• Graduation from an accredited four-year college or university with a degree 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.
• Preferred - Experienced user of sales CRM systems like Salesforce©.
• Preferred - 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 o