Mid-Market Sales Manager

 The Mid-Market Sales Manager is a critical position in EROAD’s North America business.    

The primary responsibilities include winning new Mid-Market accounts and expanding and renewing assigned customers. You will be responsible for identifying and pursuing opportunities, building relationships with key prospects, and effectively articulating the value of EROAD's solutions.

The scope of the role will require the Mid-Market Sales Manager to deliver the following: 

Prospecting and Lead Generation 

• Identify and research potential prospects within the Mid-Market segment, leveraging market insights and industry knowledge to prioritize opportunities. 

• Generate opportunities through outbound prospecting efforts, including cold calling, email outreach, and networking events, to initiate meaningful conversations with decision-makers. 

Sales Engagement and Relationship Building 

• Engage with prospects through value selling and MEDDPICC techniques, understanding their unique challenges and business needs, and positioning EROAD's solutions as the ideal fit. 

• Build and nurture relationships with key stakeholders, including C-level executives, fleet managers, and procurement teams, to drive engagement and move opportunities through the sales pipeline. 

• Conduct product demonstrations and presentations tailored to the specific needs and requirements of each prospect, effectively showcasing the value proposition of EROAD's solutions. 

• Collaborate with internal teams, including sales engineers and product specialists, to address technical questions and ensure alignment between customer needs and solution capabilities. 

Territory Management 

• Develop and execute a territory strategy and action plan to win new business in your accounts, secure renewals and expansion, and achieve/ exceed your territory’s targets 

• Orchestrate sales cycles across customer stakeholder groups and lead your extended team to delight your prospects and customers – using value selling and MEDDPICC 

• Negotiate favorable pricing and business terms with customers by using value and ROI 

• Ensure high levels of customer satisfaction to enable successful contract renewal 

• Create comprehensive mutual action plans for key accounts, outlining the steps needed to secure renewals and expand business opportunities and for the customer to achieve incremental business value. 

• Work closely with internal teams, including sales operations and product development, to address customer needs and drive business growth. 

Implementing Business Process 

• Monitor and manage the profitability of an assigned customer portfolio, making data-driven decisions around account growth and renewals to maximize revenue and profitability. 

• Follow the sales process diligently, from lead qualification to deal closure, and collaborate closely with the sales operations team to ensure seamless execution of close plans. 

• Accurately forecast monthly and quarterly results. Record and regularly update Salesforce with the status and progress of sales opportunities, ensuring data integrity and compliance 

• Create and execute growth plans that deliver predictable growth forecasts and results in line with targets 

Deliver EROAD Values: 

• Uphold EROAD's values of safety and compliance in all customer engagements. Promote EROAD's safety-focused solutions and assist clients in understanding and implementing bes