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Sales Territory Manager—US Mid-Atlantic Region Direct Hire

Bay Shore Systems, Inc.

Bay Shore Systems, Inc. Logo

Position Details & Responsibilities

Are you a go-getter, a hunter, and deal maker? At Bay Shore Systems, Inc. (BSS), you will find a culture that rewards such spirit. We empower our staff to make critical decisions for growing the business. We are looking for like-minded people who can share our passion for success.

BSS has an exciting opportunity for a Sales Territory Manager for the US Mid-Atlantic Region who is a real hunter and will work independently and collaboratively to meet and exceed revenue goals. You will be expected to disrupt customers’ thinking and build consensus for BSS’ Equipment to secure new deals.

Successful candidates will enjoy creatively thinking about challenges and applying their own judgment in a complex sale. BSS’ environment empowers you to make decisions to grow the business & territory.

The Sales Territory Manager is in charge of bringing in new client accounts and represents the entire range of company products to assigned customers, while leading the customer account planning cycle and ensuring customers’ needs and expectations are met by the company.

Job Responsibilities: 

  • Design and implement sales strategies to ensure the company meets its revenue objectives by growing new accounts.
  • Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to Bay Shore Systems products and service stacks.
  • Hunt and research prospective organizations to identify the right customer stakeholders to sell to.
  • Coach customer stakeholders and build consensus for BSS’ equipment and services within their organization.
  • Independently and collaboratively strategize for solving deal-level challenges.
  • Increase BSS’ sales volume and deal size.
  • Regularly update CRM system with the latest customer information, and use customer intelligence for account planning purposes.
  • Collaborate with Marketing to ensure consistent messaging to customers, and help them gather voice of the customer information when needed.
  • Operate as the lead point of contact for any and all matters specific to your customers to build and maintain strong, long-lasting customer relationships.
  • Develop a trusted advisor relationship with key customer stakeholders and executive sponsors.
  • Proactively lead a joint company-strategic sales planning process that develops mutual performance objectives, financial targets, and critical milestones on an annual basis.
  • Proactively assesses, clarifies and validates customer needs on an ongoing basis.
  • Travel up to 50% of the year.

Qualifications

Qualifications and Experience:

  • Bachelor’s degree in any discipline preferred
  • Experience in Heavy Equipment
  • Experience in selling large deal size preferred
  • Solutions/Consultative selling experience
  • Relevant industry background gained from a competitor or company in a related industry.
  • Excellent people skills and an ability to build relationships with people at all levels.
  • Proven track record of building business and hitting sales targets.

Competencies:

  • Strategic Thinking—systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges.
  • Communication—tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills.
  • Interpersonal Influence—uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations in his or her favor.
  • Networking—identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success.
  • Ownership—Goes out of his or her way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision.
  • Workflow Management—sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic timeframe.



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