Manager of Sales

US-TX-Carrollton
Job ID
2017-1528
# of Openings
1
Category
Sales and Sales Related

Overview

Job Purpose:

 

The Manager of Sales is responsible for driving net-new acquisitions of Jails and Prisons to Securus within a set region, maximizing the value of deals by incorporating Securus’ industry-leading solutions to develop a financial model that makes Securus the obvious choice.  The Manager of Sales will lead and direct a team of Account Executives, who each have an assigned territory and quota.  As a leader, the Manager of Sales will help to recruit, hire, onboard, coach and manage members of their assigned team.

Responsibilities

Financial

  1. Meet or exceed assigned objectives in revenue & new acquisition within assigned territories
  2. Meet or exceed your assigned objectives for customer contact, Executive Briefings and Customer Face Time within assigned territories
  3. Manage expense budgets to meet targets and leverage investment within the assigned territory

Prospecting

  1. Enforce a time-based plan to develop working relationships with assigned base of prospects relevant to the prospects current contract’s expiration date
  2. Leverage relationships built with prospects to go deep and wide with contacts that lead to conducting value-added technology demonstrations
  3. Deliver meaningful value propositions combining technological and financial impact to the relevant key stakeholders involved in the award process

People

  1. Help to recruit, hire, onboard and develop a team of highly skilled, highly driven professionals.
  2. Leverage corporate education and training to ensure competency and knowledge of the Securus product set
  3. Manage performance plan process assigning set objectives for you territories that will drive the correct behavior and enable you team to exceed objectives
  4. Coach, mentor and motivate individuals to function together as a team extremely capable of executing solutions-based selling through the Securus sell cycle

Customers

  1. Establish, develop and maintain “wide and deep” working relationships with assigned base of customers
  2. Meet or exceed a customer satisfaction rating of 4.0 or higher

Systems and Process

  1. Ensure that the SFDC is updated and up to the minute current with the required data points
  2. Execute a pipeline management process that ensures quota attainment
  3. Leverage the RFP and offer processes and team to produce high quality, highly impactful RFP responses that exceed customer expectations.

Strategic Initiatives

  1. Implement and execute Corporate strategic initiatives as directed
  2. Implement and execute Territory Initiatives designed to drive revenue, increase customer retention and increase customer satisfaction
  3. Implement and execute Territory Initiatives designed to drive awareness and education/knowledge of our solutions & products.

In addition the position is accountable for:

  • Providing unquestionable professional and ethical representation to all industry contacts and in all environments.  (Trade shows, conferences, associations and in general day to day conduct.)

Must embrace & exhibit all of the Company’s Cultural Attributes

  • Complete understanding of sales funnel management processes.
  • Demonstrated knowledge of consultative selling.
  • Able to manage multiple priorities in fast-paced industry.
  • Knowledge of / past experience with formal RFP processes.

Qualifications

Minimum Qualifications

  • Industry:
    • Software sales experience
    • Managed Services sales experience
    • Telecommunications sales experience
    • State and Local sales to governmental entities
  • Functional:
    • Minimum 10 years of quota carrying territory sales experience in the specified industries
    • Minimum 5 years of managing quota carrying territory sales reps in the specified industries
    • Minimum of 10 years solutions selling experience exceeding set quotas
    • 4 year College Degree Required
    • Able to travel extensively as needed 

Working knowledge of MS Windows and Office Suite

  • Preferred Qualifications
    • Experience in the Correctional Industry a plus
    • RFP / Proposal experience is preferred 

Standing, sitting, walking, speaking, listening, bending, reaching, pushing, pulling, lifting, grasping and manipulating tools, typing, using peripheral computer tools.  May be required to lift up to 25 pounds. 

 

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin.

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