Senior Sales Manager; Utilities & CI

Senior Sales Manager Position Description & Keys to Success

The Senior Sales Manager is an important role within the Sales & Business Development Team responsible for identifying, engaging, and establishing relationships with potential customers and industry partners to win new, profitable business. The ideal candidate must have the ability and a proven track record of identifying and immediately winning new business on a consistent basis to accelerate corporate growth.

Ability to sell physical perimeter security solutions to Utilities, Critical Infrastructure, Data Centers, etc. Must have a rolodex of end‑users within those verticals.

• Develop and execute a plan to drive demand, develop leads, and engage customers and partners via cold calls, emails, virtual meetings, and face‑to‑face meetings with the goal of winning immediate new business and untapped revenue opportunities by quoting and bidding new business each week.
• Shorten the sales cycle and nurture customer relationships to achieve immediate results by regularly bidding, quoting, winning, and closing new sales opportunities.
• Effectively manage the sales process from lead identification through closing, maintaining the sales pipeline and forecast to achieve quarterly and annual sales targets and quotas.
• Collaborate with internal resources to develop the knowledge and expertise needed to create customer proposals and quotes.
• Lead and manage the Request for Proposal (RFP) process to ensure required documents, narratives, pricing, and other information are submitted on‑time and well written.
• Present and articulate a compelling and persuasive partnership opportunity to customers and partners through strong verbal and written communication and listening skills.
• Build positive, long‑term, mutually beneficial relationships as a trusted advisor and subject matter expert for customers and partners with immediate or long‑term project needs.
• Represent the company at industry trade events to educate participants on the company’s capabilities and value, and to identify new sales leads and potential partners.
• Prepare weekly and quarterly reports, customer sales presentations, and ensure the company’s CRM is updated regularly on sales leads and partner activities.
• Other duties as assigned. This job description is not designed to be a comprehensive listing of the duties and responsibilities required of the employee for this position. Duties, responsibilities, and activities may change at any time without notice.

The physical environment requires employees to work in and visit a diverse array of settings, including a traditional office setting, manufacturing/fabrication facilities, customer offices, and construction job sites. Employees may be required to use personal protective equipment to prevent injury while visiting a customer or partner site.

• Combination of education and/or experience equivalent to a Bachelor’s degree in business, marketing, or a related field and at least 5 years of industry‑related experience in face‑to‑face sales and partner development with a demonstrated record of successfully achieving sales targets, quotas, and winning new customer opportunities.

• Time Management:
  Ability to prioritize, commit, and manage the required time and resources needed to win near‑term sales opportunities versus longer‑term sales opportunities. Timely customer follow‑ups are essential to remain top of mind and to be viewed as a reliable and trusted resource by customers.
• Communication:
  Excellent written, verbal, and listening skills to effectively persuade and influence customers, partners, consultants, and industry experts. Ability to read, write, and communicate professionally and effectively across diverse cultures and industries, presenting information and responding to questions with peers, managers, clients, customers, partners, and the public on the company and its product portfolio. Comfortable working independently and in a team setting.
  
  Strong attention to detail.
• Reasoning Ability:
  Ability to define problems, collect data, establish facts, draw valid conclusions, and solve customer, partner, and internal challenges through critical thinking, problem‑solving, and strategy.
• Technology
  
  Skills:
  
  Proficiency with word processing, spreadsheets, TEAMS, email, and experience with Client Relationship Management (CRM) systems, digital marketing, and branding campaigns.

• Frequent travel to and from customer locations, project sites, and partner locations to conduct presentations and site visits, deliver quotes and proposals, review customer needs and requirements, and close business opportunities.