Territory Sales Team Lead

The Territory Sales Team Lead is responsible for all sales activities from lead generation through close in assigned territory as well as coaching and developing Territory Account Managers (TAMs). Develops and implements agreed upon territory sales plan which will meet both personal quota and business goals of expanding customer base in the territory. Works in conjunction with presales engineering and sales support teams for the achievement of customer satisfaction, account acquisition, revenue generation, and long-term account goals in line with company vision and values.

Responsibilities

• Develops annual sales plan which details activities to follow during the fiscal year, which will focus the Sales Associate on meeting or exceeding sales quota.
• Creates agenda and leads team meetings
• Provides sales support and assists individuals with understanding clients' needs, qualifying/closing opportunities, diagnosing and resolving issues
• Serves as the first point of contact and escalation for questions, direction and approval to TAMs.
• Responsible for the sales of hardware and/or maintenance and infrastructure solutions
• Demonstrates technical selling skills and offering knowledge to effectively prospect, qualify, develop and close new business.
• Demonstrates effective sales strategies and manages sales cycle across prospect base and service offerings, with ability to consummate sales transactions within expected timelines.
• Demonstrates successful use of discretion and independent judgment to negotiate deal terms consistent within company pricing, service and other guidelines.
• Is a "closer", meaning that the Territory Sales Team Lead demonstrates the ability to use creativity, independent judgment, selling skills (including accessing company resources) and discretion to close transactions within company pricing, service delivery and other guidelines.
• Complete understanding of competitive landscape, pricing, and proposal models.
• Demonstrates the ability to independently carry on a business conversation with business influencers and decision makers.
• Maximizes all opportunities in the process of closing a sale resulting in the taking of market share from competitors.
• Sells, consults and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.
• Develops a database of qualified leads in CRM through referrals, telephone canvassing, cold calling on prospects, direct mail, email, and networking.
• Assists in the implementation of company marketing plans in territory as needed.
• Responsible for sourcing and developing client relationships and referrals.
• Demonstrates the ability to gather and submit detailed qualifying information for pricing and presentation of solutions to identified prospects.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of CRM and Microsoft Outlook to maintain accurate records to maximize territory potential.
• Adheres to all company policies, procedures and business ethics codes.
• Actively participates and contributes in training and educational programs offered to company employees.
• Routinely assesses time management effectiveness and addresses opportunities to operate more efficiently and effectively.
• Maintains regular contact with all clients in the market area to ensure high levels of client satisfaction and retention.
• Demonstrates ability to interact and cooperate with all company employees.
• Builds trust, values others, communicates effectively, drives execution, fosters innovation, focuses on the customer, collaborates with others, solves problems creatively and demonstrates high integrity.
• Maintains professional internal and external relationships that meet company core values.
• Proactively establishes and maintains effective working team relationships with all support departments.
• Other duties as assigned.

Basic Qualifications

• Successful completion of PPT Business Development Representative training program or 3+ years' experience in sales of hardware or maintenance agreements to middle market firms or equivalent experience.
• Proven ability to achieve sales quotas.
• Ability to independently manage sales territory and plan to meet or exceed sales quotas.
• Demonstrated goal attainment track record over plan year and or training application period.

Travel

• 15%