Summary
Manage all sales activities and programs for TechMATCH Pro, a SAAS software platform, and Manufacturing Executive, a Web site and community specifically focused on manufacturing executives. Responsible for attaining monthly, quarterly, and annual sales targets, growing partner channel software sales, major account software subscription sales, event sales, council membership sales, and advertising sponsorship vendor sales. Will direct the strategic sales plans and their implementation for a sales team of 6 people; however additional salespeople will be hired as company revenues increase. Is also personally responsible for selling into a small, select group of key accounts.
Specific Responsibilities:
- Devising and deploying all sales objectives and goals across the company, including sales targets and budget preparation.
- Developing and implementing monthly, quarterly and annual sales programs, plans, and policies for every salesperson.
- Integrating and aligning sales plans with available processes, IT systems, talent and other areas in order to increase the capability and success of sales team.
- Partnering with marketing to align sales programs with marketing initiatives. Provide ongoing dialogue and feedback to marketing with a goal of shorter sales cycles and higher conversion ratios.
- Ongoing alignment of sales processes with lead nurturing processes to optimize productivity of the sales team.
- Managing the performance and activities of the entire sales team, including inside salespeople and other sales staff.
- Creating training and development programs for salespeople.
- Conducting analysis in order to manage performance levels of sales against corporate objectives.
- Managing cost of sales with the objective of achieving agreed net profits.
- Developing and implementing channel partner agreements, channel strategies, and other sales programs.
- Tracking and communicating sales team results weekly to MEC management and internal business stakeholders.
- Ensuring that the sales team adheres to strict database maintenance standards.
- Giving final authorization on all sales decisions.
Requirements:
- 5+ years of inside sales management experience in the technology industry.
- Outstanding sales coach with proven ability to take junior salespeople and develop them into top performers.
- Proven track record selling the following: SAAS software subscriptions directly and through partner channels; events; memberships and major advertising sponsorships
- Excellent sales and negotiating skills with Senior Executives.
- Able to develop sales strategies, metrics, tactics, messaging, and techniques based on the feedback of the customer and marketplace.
- Able to effectively manage a diverse, cross-functional sales team.
- Exceptional verbal and written communication skills.
- Advanced computer program skills specifically with Salesforce.com, Microsoft Word, Excel, PowerPoint, and WebEx.
- Strong training and presentation skills; trained in professional selling skills methodologies.
- Able to work under pressure and short deadlines.
- Bachelor’s degree in business administration or marketing related field.
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