Territory Sales Manager (Transportation)

Territory Sales Manager - Safety and Security

Putting the right location data, on the right map, for the right people, at the right time. That is how our work saves lives and protects property through Public Safety Location Intelligence.

That may sound like a catchy tagline, but that is what we do working with leading-edge technologies and systems. Our team is looking for a top-quality Territory Sales Manager to join our team.

Job Summary:
The Territory Sales Manager (TSM) has the primary responsibility of driving profitable sales growth by meeting or exceeding sales goals through new accounts acquisition and with partner driven sales within an assigned territory. It is expected the TSM will exhibit a consultative selling approach, establishing him or herself as a trusted advisor to the customer in the recommendation of GeoComms products and services.

TSM activities also include learning and staying informed on industry trends as it relates to school safety and stays current on the legislative funding of GeoComms solutions in their territory, the GeoComm product and service portfolio, learning and following a comprehensive sales process, updating and managing sales pipeline information, participating in sales forecasting, and sales planning

Essential Specific Job Duties:
Territory Owner / Manager: 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 customers 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.

New Customer Selling Direct and via Channels. As territory owner, utilizes most effect channel strategy, either direct or channel partners to provide solutions to meet customers needs. Develops strong relationships with channel partner sales teams, builds joint sales strategies, and supports partner-lead sales efforts to sell GeoComms 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 Safety and Security in an effort to minimize and eliminate partner related issues.

Sales Strategy. 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 Safety and Security and the marketing team to create a strategy to maximize GeoComms presence, brand awareness, and visibility with school districts and state DOE in their territory. Gains intimate knowledge of each of their targeted states including but not limited to state funding, regulations, tariffs, strategic plans, key stakeholders, etc.

Industry Expertise and Knowledge. Be a student of the industry gaining knowledge and understanding of the industry changes, including industry standards (existing and developing), competitors 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.

Product and Service Knowledge and Application. 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.
Exhibits the following:

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

Develop and Maintain Hubspot and NetSuite Databases; Forecasting. 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.

Proposal Development. 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.

Closed Contract Transition to Project Team. Participates in transitioning closed contracts to the assigned project team. Provides assistance when requested by the project team during implementation and project close out.

Essential Duties:
Participates in regular one-on-one discussions with manager, and in team and department meetings, as required. Performs other duties as requested by the VP of Safety and Security.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.
Core Values:

Customer Commitment Continuous Improvement and Innovation Prioritized Urgency One Team Empowered Accountability

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not to be construed as an exhaustive list of all job duties performed by the personnel so classified.

Minimum Requirements:
Education: Bachelors Degree in Business, Marketing, Education, or related field
Related Experience:
5+ years sales experience selling to school districts
Travel: 50% travel
Valid drivers license
Physical Demands: Ability to lift 30 pounds (laptop and printed sales materials)

Desirable Training and Experience:
Experience in consultative selling public safety communications-related products and services within school districts with a proven sales track record. Current presence, prior or existing professional experience, and established relationships in the pertinent sales territory with school district 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.

Geo-Comm is an equal opportunity employer, and does not discriminate in hiring or employment on the basis of race, creed, color, religion, sex, national origin, citizenship status, age, disability, marital status, familial status, sexual orientation, veteran status, public assistance status, or any other status protected by applicable law.

Geo-Comm Corporation provides a drug-free working environment.
Compensation:
Competitive base salary + sales bonus plan
Salary: $85,000+
Benefits: Medical, Dental, Vision, and Life Insurance, Paid Time Off, 401k, Short and Long term Disability