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North America Sales Manager at TSI Incorporated in Shoreview, Minnesota

Posted in Other 30+ days ago.

Job Description:

TSI is a global leader in developing products that protect people, products, and the environment. The Health and Safety Sales Manager will lead the Sales organization for respiratory fit testing, dust monitoring, and noise equipment solutions, with a focus on key market segments including healthcare, industrial, and fire services. This individual will develop and implement Sales initiatives to achieve team sales targets. The Sales Manager will actively recruit, develop and support the career progression of high performing, driven sales talent.


Business Goals and Strategies
  • Exceed Sales team target by developing sales strategies within key vertical market segments to support team members in reaching individual revenue goals
  • Enhance market knowledge to strengthen team members ability to effectively position solutions against competition
  • Participate in quarterly management review and planning sessions at corporate office to include review of financial performance and development of strategy to set team direction
  • Manage key government accounts
  • Work with marketing to collect voice of customer data to help advance new product development and product upgrades
  • Collaborate with Marketing to understand and influence efforts to support Sales, as well as effectively communicate those marketing strategies to the Sales team
  • Work with marketing to develop and implement sales training

Team Development
  • Develop team members selling skills using a consultative based selling approach to include proper pre-call planning, instrument cross-selling, development of customer facing questions and the customization of their business solutions
  • Coach team members in the field via observation, constructive feedback and consistent follow-up
  • Conduct weekly one on one calls with team members to ensure proper utilization of customer relationship management software (CRM), correct interpretation of market headwinds and provide support navigating any challenging situations
  • Recruit high performing team members and champion career growth through focused developmental discussions and exposure to cross functional projects

Tactical Execution
  • Insure team members are meeting field sales call targets and pre-call plan requirements
  • Complete team's monthly financial forecast, to include business commentary on momentum and competitive challenges in the market
  • Ensure team members are effectively utilizing CRM tool for managing customer interactions (e-mails, phone calls and appointments) and sales pipeline
  • Provide input into the annual budget and pricing process
  • Review and approve expense reports, confirming team members are staying within annual travel budget
  • Utilize resources and team input to determine national and regional trade show participation and attendance

1. Leads and manages TSI NA Health & Safety sales. Includes establishing objectives, measuring and monitoring performance, and providing timely feedback regarding performance.
2. Conducts performance reviews, provides feedback and makes recommendations regarding compensation, promotion, training, discipline and termination of individuals within the sales network.

  • Bachelor's degree in Science, Engineering, Business or equivalent industry experience
  • MBA or advanced technical degree preferred

  • Minimum 7 years direct technical sales experience in capital equipment and/or instrumentation required
  • Prefer a minimum of 3 years of management experience
  • Proven track record of meeting/exceeding individual and team targets required
  • Proficiency in customer management (CRM) software required
  • Environmental Science, Industrial Hygiene, Medical Device & Equipment and/or Laboratory Services experience highly valued

Knowledge, Skills & Abilities
  • High level of integrity and inquisitive in nature
  • Ability to prioritize and drive for results
  • Proven ability to build, develop and motivate a cohesive team
  • Continuous learner driven to succeed and achieve significant results
  • Effectively communicate to all levels of the organization
  • Partner effectively with other teams within organization
  • Proficient in current Sales methodologies and best practices
  • Excellent interpersonal, organizational and verbal/written communication skills

*Travels 60% to meet with customers and attend conferences, trade shows etc.
*Valid driver's license and proof of auto insurance required
*This person will work from a home based office