Manager, Sales

The Manager, Sales (Public Sector) is a seasoned sales / operations leader and professional responsible to design, recruit, develop and lead a high-performance sales team with sufficient consultative selling skills and technology expertise. Experienced in value based selling techniques and technology services, the Sales Manager, PS leads through action and creates repeatable account strategies that sustain and drive business growth; all while operationalizing a disciplined practice of sales cycle management, team development, accurate forecasting and value based pricing and promotion. Not only will they be focused on the sales team but they will also need to support operations with managing existing clients. Functions such as GP management and dealing with Sr. level escalations as they occur within the existing base. The Sales Manager, PS supports the team to prospect, establish and develop senior level relationships, articulate a strong value proposition, and execute the necessary activities to meet and exceed financial targets.

Responsibilities:

A. Strategic Sales Operations and Team Leadership ( 60%)

• Support the development, leadership and execution of the sales strategic plan
• Leverage sales techniques, technologies and solutions that will advance the organization and keep the sales team performing at the highest level
• Establish the sales coverage model and territory design; ensures appropriate resources are in place to successfully lead, develop and execute on revenue strategies and targets (presents and aligns model within Ricoh sales organization).
• Support the sales team through the act of selling, presence in market and by establishing senior level relationships that support the development and implementation of successful, proven, repeatable sales models and processes.
• Lead team members in the fulfillment of successful account development strategies, that take in account the need to establish "trusted advisor" relationships with individuals at multiple levels within the client organization (target 3-5 contacts per organization); networking and negotiating at senior levels
• Develop value based selling skills that include in-depth needs analysis of needs and business drivers; work collaboratively with professional services to recommend the most appropriate solution to meet client expectations.
• Prepare and enable sales team to create professional, well-articulated sales proposals and price estimates for clients; maximizing competitive advantage.
• Demonstrate and empower sales team to determine, communicate and negotiate client contracts and engagements while maintaining pricing integrity and minimized discounts; work with vendors, distributors and legal counsel as required.
• Support sales with solution training. Solution fit and design.
• Work to develop pre-sales support for MS.
• Support operations for existing MS base and work closely with operations to manage client expectations and resolve escalated issues.
• Support operations with increasing and maintaining GP levels within current sites.
• Maintain and expand senior level relationships within existing RMS accounts.
• Attend QTR and Annual reviews with RMS sites (75+ sites)

B. Sales Operations and Financial Accountability (30%)

• Support the establishment and achievement of sales performance targets and measures.
• Evolve and refine key business metrics to benchmark progress to plan and to quantify the roadmap to the achievement of short-term/long-term objectives
• Develop and foster a unified, national approach to sales activities; actively teach, coach and mentor direct reports; share experience and counsel team members.
• Set activity measures and monitor; appropriate number of sales calls and customer presentations to generate sufficient leads to meet revenue targets based on closing / win-loss ratios.
• Design job descriptions, compensation plans and territory sales coverage models for direct team members; that insight action and intrinsic commitment to achievement
• Expected to grow MRR by 10-15% annually

C. Corporate Initiative and Administration (10%)

• Supports the development of Sales and Business Development Strategic Plan to advance the organization's vision, mission and objectives and to generate revenue, profitability, and growth
• Responsible to identify, communicate and support the resolution of critical business issues.
• Support the success of key marketing initiatives; contribute to the development of content sales collateral, templates, sales tools and capability presentations / demonstrations .
• Represent the company at marketing events; trade shows, conferences, or educational events.
• Work closely with Operations / Marketing to bring new solutions to market including IBP.

Qualifications

Education:

• University or College education and 8+ years' work experience and proven success in the Process Automation or software industry

Skills and Competencies:

To effectively fulfill the role, the following competencies are required:

• Excellent visual, verbal and written communication skills
• A team player who thrives in a fast paced environment
• Self-starter who generates enthusiasm
• A creative problem solver who comes to work with a positive attitude
• Able to work effectively under short deadlines and in high-pressure situations
• Conflict management skills
• Ability to achieve results despite barriers and challenges
• Strong understanding of Automation tools, AI tools, Advanced Capture, Business Process Outsourcing