Sales Manager - AVI-SPL

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 install