Job Summary • This position is primarily responsible for driving all aspects of the selling process including, but not limited to, new business development; attainment of corporate mandated revenue and gross profit goals, and participation in the planning and execution of a defined growth strategy for assigned region. Essential Duties and Responsibilities • Schedule and direct all sales related meetings and events • Vertical market analysis; evaluate and implement effective sales strategies focusing on defined market assignments • Perform sales analysis and monthly reporting and review of gross profit, sales, proposal write volume performance • Provide regular updates of in-house orders, sales calls/meetings scheduled, new opportunities, and status of outstanding proposals • Track reps results against monthly quota and annual quota and track monthly proposal write which should be six times the gross profit quota • Document and analyze key wins and losses for future planning • Schedule monthly performance meetings with Account Managers • Review forecast/pipeline for accuracy - review account or opportunity on the report and discuss the likelihood of the sale being closed at the time the rep is reporting; note changes in probability percentages • Participation in weekly staff production meetings • Schedule and coordinate manufacturer training sessions • Participate and analyze office budgets as they pertain to revenue and profit targets and sales quotas • Provide data to create sales forecasts and account manager performance as required • Work with corporate marketing to develop annual office marketing plan and activities sales planning • Work with reps to develop an annual sales plan tailored to their geographic territory or vertical market • Use historical data and account profile information from CRM to develop target accounts and prospects through sales development to identify and profile prospects. • Ensure Account Managers have a sound process for pre-sales activities including call planning and preparation • Conduct monthly meetings with each rep will include progress on how plan is being executed and how it may change based on market conditions • Understand the performance capability of each member of the sales team and provide specific and constructive performance and results feedback Other duties assigned as needed
Skills and Abilities • Proven ability to significantly contribute toward or lead operation initiatives with a results oriented approach • Demonstrated leadership and management skills in a team-oriented, collaborative environment • Strong interpersonal skills, with the ability to work effectively with all levels of the organization • Understanding of technical aspects of audiovisual systems design and installation preferred • Ability to motivate and effectively lead large project teams comprised of technical and administrative personnel toward a common goal • Ability to understand, present and demonstrate visual collaboration products and services to end user customers • Ability to balance multiple tasks with changing priorities • Ability to work and think independently and ensuring to meet deadlines • Demonstrated ability to maintain strict confidentiality and handle sensitive matters with discretion • Excellent attention to detail and organizational skills • Must have clear and professional communication skills (written and oral) both internally and externally • Proficient with Microsoft Office (Word, Excel, Outlook) • Effective communication and interaction with employees, clients, and colleagues and the ability to work effectively with all levels of the organization
Education and/or Experience • Minimum High school diploma or equivalent • A four year degree is preferred • At least 5 - 7 years' Sales Management experience preferably in the AV/VTC industries • CTS certification preferred • Demonstrated track record of selling Video Conferencing, Managed Services, and Network Infrastructure business preferred • Experience operating in a complex matrix business environment is desirable • Demonstrated experience selling but not limited to: network services, unified communications, VoIP, SIP, H.323, Cisco Telepresence, Tandberg, Polycom, Lifesize, Extron, Creston, AMX products, as well as integration, professional and managed services Working Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job operates in a professional office environment. This role uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. The work environment is generally moderate in noise (inter-office conversations and computers/printers).
Physical Requirements The physical demands of this position are those that are necessary to meet the responsibilities and essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. • This position regularly requires employees to sit, walk, and stand; talk or hear, both in person and by telephone; use hands repetitively to finger, handle, feel or operate standard office equipment
Direct Reports • This position can have up to 5 - 10 direct reports
AVI-SPL is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, disability status, or membership in any other group protected by federal, state or local law