Job Description
SLED Sales Manager- Northeast Region
The SLED Sales Manager for the Northeast Region is responsible for managing a team of field sales representatives. The Sales Manager is responsible for actively driving and managing sales engagements through a complex buying cycle, from prospecting through closing. Meeting or exceeding revenue goals, bookings targets and pipeline growth for this team is the Sales Manager?s paramount objective. The Sales Manager is expected to coach, develop, and support
direct selling activities. Must possess strong presentation, professional writing, and communication skills. Will be organized and analytical and able to eliminate sales obstacles through creative and adaptive approaches.
Job Requirements:
Manage a team of 7-8 sales professional, remotely located, meet and exceed sales goals, conduct regular pipeline reviews, provide deal, performance and development management. Oversee all aspects of the sales process including lead generation, territory planning, deal qualification, strategy, evaluation, close out and account care
Understand and coach reps on value proposition and ROI of Gordian?s solutions and effectively articulate to prospects
Partner closely with Sales leadership, organizational leadership and other teams to undertake strategic, revenue-generating initiatives
Use market knowledge and client requirements to influence the product development roadmap to create high-growth market opportunities
Determine customer requirements, identify pain points and expectations, capture business intelligence, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders
Mentor and develop the team to deliver consistent performance to quota
Maintain accountability for sales efforts to include pipeline reporting, forecasting and activity logs in the designated customer relationship management (CRM) system
Develop and maintain an expert level of knowledge of company solutions and competition in the market
Use individual selling skills when appropriate to drive key revenue opportunities
Participate in ongoing training to increase professional growth and job effectiveness
Drive standardization of Gordian?s business practices
Qualifications:
Bachelor's degree and 5+ year of sales management experience
7-10 years' experience selling technology, information services or business services solutions in the SLED market as an individual contributor or sales manager
Demonstrated ability to meet or exceed a sales quota as an individual contributor and sales manager, along with consistent track record of developing new business and managing sales cycle from generating leads through closing, are required
Excellent written, oral communication, organizational, presentation skills and the ability to work across a matrixed organization are a must
Experience in the SLED market. Experience calling on Finance, Purchasing and/or Facilities within is ideal
Understanding of public procurement processes
Knowledge of co-operative purchasing preferred
Knowledge of the construction project lifecycle ideal
Ability to travel 50% of the time and hold effective virtual meetings essential
Fortive Corporation Overview
Fortive?s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.
We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential?your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
Fortive: For you, for us, for growth.
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 164500 - 305500
We are an Equal Opportunity Employer
Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities.
Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.
The SLED Sales Manager for the Northeast Region is responsible for managing a team of field sales representatives. The Sales Manager is responsible for actively driving and managing sales engagements through a complex buying cycle, from prospecting through closing. Meeting or exceeding revenue goals, bookings targets and pipeline growth for this team is the Sales Manager?s paramount objective. The Sales Manager is expected to coach, develop, and support
direct selling activities. Must possess strong presentation, professional writing, and communication skills. Will be organized and analytical and able to eliminate sales obstacles through creative and adaptive approaches.
Job Requirements:
Manage a team of 7-8 sales professional, remotely located, meet and exceed sales goals, conduct regular pipeline reviews, provide deal, performance and development management. Oversee all aspects of the sales process including lead generation, territory planning, deal qualification, strategy, evaluation, close out and account care
Understand and coach reps on value proposition and ROI of Gordian?s solutions and effectively articulate to prospects
Partner closely with Sales leadership, organizational leadership and other teams to undertake strategic, revenue-generating initiatives
Use market knowledge and client requirements to influence the product development roadmap to create high-growth market opportunities
Determine customer requirements, identify pain points and expectations, capture business intelligence, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders
Mentor and develop the team to deliver consistent performance to quota
Maintain accountability for sales efforts to include pipeline reporting, forecasting and activity logs in the designated customer relationship management (CRM) system
Develop and maintain an expert level of knowledge of company solutions and competition in the market
Use individual selling skills when appropriate to drive key revenue opportunities
Participate in ongoing training to increase professional growth and job effectiveness
Drive standardization of Gordian?s business practices
Qualifications:
Bachelor's degree and 5+ year of sales management experience
7-10 years' experience selling technology, information services or business services solutions in the SLED market as an individual contributor or sales manager
Demonstrated ability to meet or exceed a sales quota as an individual contributor and sales manager, along with consistent track record of developing new business and managing sales cycle from generating leads through closing, are required
Excellent written, oral communication, organizational, presentation skills and the ability to work across a matrixed organization are a must
Experience in the SLED market. Experience calling on Finance, Purchasing and/or Facilities within is ideal
Understanding of public procurement processes
Knowledge of co-operative purchasing preferred
Knowledge of the construction project lifecycle ideal
Ability to travel 50% of the time and hold effective virtual meetings essential
Fortive Corporation Overview
Fortive?s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.
We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential?your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
Fortive: For you, for us, for growth.
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 164500 - 305500
We are an Equal Opportunity Employer
Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities.
Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.
Key skill Required
- Automation
- Business Intelligence
- Construction
- Sales
- Accountability
- Articulate
- Business Practices
- Business System
- Buying
- Client requirements
- Communication
- Compliance
- Condition Monitoring
- Consistent
- Customer Relationship Management
- Demonstrated Ability
- Design
- Development
- Development Management
- Effectiveness
- Encourage
- Environmental
- Field Sales
- Finance
- Forecasting
- Healthcare
- Inclusive
- Influence
- Information Services
- Intelligence
- Lead Generation
- Leadership
- Learning
- Management
- Orientation
- Pipeline
- Presentation
- Product Design
- Product Development
- Professional Growth
- Professional Writing
- Reporting
- Roadmap
- Sales Leadership
- Sales Management
- Sales Process
- Standardization
- Strategy
- Sustainability
- Territory Planning
- Training
- Workflow
- Writing
