Note: The job is a remote job and is open to candidates in USA. GeoComm is a provider of products and services for public safety communications, GIS, and NG9-1-1. The Territory Sales Manager drives profitable sales growth in an assigned Western U.S. territory through new account acquisition, channel partnerships, consultative selling, sales planning, pipeline management, forecasting, proposal development, and collaboration with internal teams.
Responsibilities
- Responsible for covering assigned territory taking full ownership and accountability for sales results
- Shows a high level of ownership for their business and is adept at selling solutions
- Acts as leader, influencer and activator with internal and external key stakeholders to achieve results
- Acts with resiliency in the relentless hunt for new sales opportunities and generates profitable sales by selling solutions that meet customer’s needs
- Prepares, presents and owns the bottom up sales planning process for the assigned territory
- Builds strategic relationships with State, Regional, and local stakeholders
- Knows and understands competition and strategically and effectively positions GeoComm against the competitors
- Utilizes available corporate resources to support strategies and sales efforts
- As territory owner, utilizes most effect channel strategy, either direct or channel partners to provide solutions to meet customer’s needs
- Develops strong relationships with channel partner sales teams, builds joint sales strategies, and supports partner-lead sales efforts to sell GeoComm’s products and services
- This includes activities such as customer meeting support, demonstration support, proposal support, etc
- When necessary, escalates channel conflict issues to VP of Sales in an effort to minimize and eliminate partner related issues
- Develop and implement comprehensive sales strategy for each assigned state within the assigned territory
- The sales strategy will address new business generation activities with an emphasis on targeted segments
- Working closely with the VP of Sales and the marketing team to create a strategy to maximize GeoComm’s presence, brand awareness, and visibility with public safety and GIS entities at the state, local, and regional levels
- Gains intimate knowledge of each of their targeted states including but not limited to state funding, regulations, tariffs, strategic plans, key stakeholders, etc
- Be a student of the industry gaining knowledge and understanding of the industry changes, including industry standards (existing and developing), industry trends in GIS, dispatch mapping, and NG9-1-1 deployments including transitional steps to full NG9-11, competitor’s solutions and positioning in the market, key GeoComm customers and solutions
- Gain and understanding of challenges facing customers, how industry leading customers are addressing / managing challenges with goal to position self and GeoComm as industry leaders and experts
- Positions self as an expert through presentations at local and national trade shows
- Learns the full line of GeoComm products and services including features, benefits, pricing, intended use, value proposition, and competitive position
- Studies information provided by product management and marketing in a timely manner until mastered
- Works with actual products (demonstration suite) to establish and maintain competence in demonstrating and use
- Develops a keen understanding of how the products and services solve customer business problems
- Review of competitor information to be able to compare and contrast them with GeoComm products and services
- Understanding of all GeoComm products and services
- Ability to execute presentations and demos for all products and services
- Ability to assess client/prospect needs and recommend optimal combinations of products and services to solve client/prospect problems
- Manages the opportunity pipeline within their assigned territory and ensures current maintenance of information to the greatest level of accuracy and timeliness possible for all assigned accounts, leads, contacts, and critical opportunity values (sales stage, value, close date)
- Ensures the critical opportunity values contribute to reliable sales forecasting; participates in the sales forecast process as required
- Utilizes a funnel approach as part of the sales process to move a prospect through the pipeline to close
- Actively participates in the proposal development process through submission of proposal requests containing complete and accurate information, follow-up with customers as needed for additional information, coordination with third parties, as necessary, and prompt delivery and explanation of resulting proposals to the customer
- Targeted campaigns throughout the territory. Generally, this will involve the SA coordinating on-site introductory meetings between the customer and TSM
- Upsell and cross-sell opportunities for existing accounts that require on-site attention by an TSM for closure (opportunities must meet a predefined criterion as established by the VP of Sales)
- Provide supporting input towards SA sales plans for existing customers
- Works in conjunction with SA to ensure current status of GIS and NG opportunities targeted states within assigned territory
- Ensuring customer needs are met satisfactorily and ensuring GeoComm’s presence in assigned territory is meeting the company’s standards and expectations
- Participates in transitioning closed contracts to the assigned project team. Provides assistance when requested by the project team during implementation and project close out
- Participates in regular one-on-one discussions with manager, and in team and department meetings, as required
- Performs other duties as requested by the Vice President of Sales
- Functions as a team member by assisting, supporting, and encouraging other employees in any way possible
- Improves self in any way possible to enhance job performance
- Performs related work as required, willingly and eagerly
- Meets deadlines as required
- Regular, predictable attendance is an essential function of this position
- Promotes the Company, its Mission, Core Values, programs, and achievements to the public and other employees
Skills
- · Education: Bachelor's Degree in Business, Marketing, GIS, or related field
- · Related Experience: 5+ years in the public safety communications industry
- · 2+ years sales experience
- · Travel: 50% travel
- · Valid driver's license
- · Physical Demands: Ability to lift 30 pounds (laptop and printed sales materials)
- * · Demonstrate strong written and verbal communication
- * · Manage multiple initiatives simultaneously
- * · Collaborate proactively across departments
- * Uphold the highest standards of integrity, confidentiality, and ethical business conduct
- * · Utilize data and metrics to inform decisions and improve operational performance
- * · Operates with a strong bias for action and external engagement
- * · Takes ownership of outcomes, not just inputs
- * · Challenges assumptions and pushes for clarity and decisions
- * · Improves self in any way possible to enhance job performance
- * · Can deliver performance in a high paced, changing environment
- · Experience in consultative selling public safety communications-related products and services within local and state government markets with a proven sales track record
- · Current presence, prior or existing professional experience, and established relationships in the pertinent sales territory with local, state, and commercial public safety communications stakeholders
- · Thorough understanding of fundamental GIS principles and technologies, and the application of GIS technologies in public safety communications technically and operationally
- · Thorough understanding of the technical and operational aspects public safety communications, in general
- · Ability to establish and maintain effective working relationships with local, state, and commercial public safety communications and GIS stakeholders
- · Excellent verbal and written communications skills. Ability to articulate and convey concise messaging internally and externally. Ability to form and deliver persuasive arguments
- · Proficiency with business enablement technology such as use of remote office connectivity via VPN, smart phone usage, and software (e.g., MS Word, Excel, Outlook, and PowerPoint)
- * · Ability to work effectively unsupervised in a remote environment (e.g., home office)
- · Ability to work effectively independently and in team environments
- * Must reside within the assigned Western U.S. sales territory and work a schedule aligned with Pacific Time business hours
- * Must be able to travel throughout the assigned territory as business needs require
Benefits
- Sales bonus plan
- Fully remote role
Company Overview