Position: Manager of Territory Sales and Sales Development Teams
Location: Brighton, MI
In accordance with established company policies and procedures manages a team of Territory Sales and Sales Development Representatives to generate sales, increase revenue and ensure that customers (internal & external) are retained, satisfied, and that their needs are fulfilled. Responsible for quality and quantity of work processed by staff including all aspects of order processing, phone contact, data entry, emergency orders, customer complaints, problem solving and technical / product assistance. Frequent interaction with Operations and Accounting departments. Responsible for designing and implementing improved process or operational policies.
Responsibilities and Duties
Staffing, hiring and termination as per company personnel policies
Training or overseeing of training of staff, new and existing
Maintaining, regularly updating, and executing Sales Training Program
Providing product training as required
Manage moral and motivation through incentives, communication, and spiffs
Maintaining ethics of department and staff
Assessing overall adequacy and effectiveness of the phone system, software and hardware as it relates to territory sales
Monitoring calls on regular (daily basis) to ensure call quality and territory sales rep effectiveness
Completing monitoring evaluation sheets
Conducting daily debrief meetings and weekly sales meetings
Providing meaningful 1:1 feedback (coaching) to territory sales reps
Establishing and monitoring individual goals and objectives for territory sales reps
Working with management to establish and achieve departmental goals for revenues, margins, market and account penetration
Evaluating key indicator reports, providing assessments and recommendations
Providing quarterly (minimum) personnel reviews
Creating and implementing ‘probationary’ and get well programs for under performers
Monitoring and managing expenses of the department
Interfacing with other departments as required
Gathering competitive intelligence and providing information to management of trends and activities
Implementing cross selling and up selling programs where applicable
Managing lead referral and lead generation programs if and when applicable
Providing assistance to territory sales on difficult or complex accounts
Communicating team results through visual techniques (whiteboards, video screens, overheads etc.)Providing insights and recommendations to management based on results or opportunities
Assist with problem orders and bring to a satisfactory conclusion.
Monitor daily exception report.
Determine where problems exist and resolve same.
Approve and expedite all priority, special, and drop shipment orders.
Interface with Operations to complete.
Handle any overflow of customer calls and process work accordingly.
Provide product / technical support to sales personnel, customer service staff, customers and dealers.
Resolve customer disputes and pricing discrepancies, short shipments, lost shipments, etc.
Review credit hold and payment in advance orders, interface with sales / accounting where necessary.
Update customer files.
Maintain a consistent and positive customer service image when interacting with customers, (internal and external).Drive performance of team to exceed sales goals and objectives.
Promote and maintain a highly motivated, customer service focused team.
Lead by example.
Provide management with accurate reporting to include forecasting and call reports.
Work with credit department to insure credit issues are handled properly.
Follow up to ensure customer satisfaction.
Perform other duties as may be assigned.
The Manager of Territory Sales is accountable for:
Attaining net sales and call objectives as set by Management
Developing and maintaining a professional Sales Development Rep organization
Developing and maintaining a professional Territory Sales Rep organization
Ecommerce Sales Support
Providing and/or directing formal knowledge and skills development training on initial and ongoing basis
Developing and/or providing input for compensation for territory sales reps, supervisors and support staff including motivation and incentive programs and spiffs
Achieving maximum sales volume, profitability and market penetration
Creating, collecting and evaluating key indicator reports and providing management with updates and presentations
Developing and or recommending marketing and selling strategies for territory sales
Process innovation and implementation.
Knowledge and Skills
Previous business-to-business telephone sales experience. Ability to use sales tools and systems effectively to set forecasts and meet sales objectives. Demonstrated work ethic that is goal driven and results oriented. Excellent relationship-building skills and proven ability to close sales. Persuasive communicator with excellent interpersonal and coaching skills. Highly motivated self starter dedicated to achieving goals and performance metrics. PC literacy including MS Office (Word and Excel), Outlook, and CRM software. Call center operations management experience. Solid experience with CRM software, preferably SalesForce.com. Experience supporting an online, e-commerce sales model.
Education And or Experience
Bachelor's degree in Business or the equivalent along with 3 to 5 years' territory sales/telemarketing management experience.
Will be required to travel out of town an estimated 10-15% by land and/or air. This is an estimate and actual travel could be above or below this amount, as the position requires. Position requires the proof of unrestricted, valid driver’s license as well as the ability to maintain/obtain a personal credit card for business expenses and the ability to obtain a passport. The Primary work location will be at Brighton,Michigan offices.
Lowry Solutions is the total solutions provider of enterprise mobility solutions and AIDC technology for diverse application challenges in a wide range of industries. Since 1974 we have evolved alongside our customers to provide the most complete and contemporary data collection solutions available.
Lowry Solutions implements technology innovations nationwide, and with over 10,000 customers, ha...s earned a reputation as a premier enterprise mobility solutions provider and AIDC system integrator focused on barcode, RFID-EPC products, biometrics, and asset management solutions.
To us, success is rooted in our ability to enhance and grow our customers’ business. We do this with enterprise mobility solutions that provide:
•Improved business process efficiency
•Improved staff productivity
•Improved asset/inventory visibility
•Supply chain standards compliance
•Empowered mobile workers
We understand that each enterprise has its own specific issues and requirements and to provide best-in-class AIDC solutions to address these issues, a deep understanding of our customers’ unique business processes is a necessity.