Territory Sales Manager All Covered
All Covered a division of Konica Minolta is focused on enabling the success of small and medium-sized businesses through the effective use and management of technology. The company is the US industry leader in the provision of IT Services for companies with between 10 and 100 employees. Our company serves 37 of the top 100 cities in the US and has thousands of clients across every major industry.
Our comprehensive services, including network, server and desktop support are delivered by a world-class team of technical experts. They possess a broad-based knowledge and take a vendor neutral approach. Our success with over 1,000 contracted clients has created a need for outstanding IT talent looking for exciting and lucrative career opportunities.
Our culture is based on a core team of professionals always striving to deliver the best solutions for our clients. We value honesty, enthusiasm, respect, ownership, excellence and a service oriented attitude. This culture is essential to our success, distinguishing us from our competition and enabling us to hire and retain the best and brightest people in this business.
Job Summary: The Territory Sales Manager role is regionally-based sales and business development position. A TSM may cover a single large market, or multiple smaller markets within the region. The primary responsibilities of the role are to help grow All Covered sales through presenting and closing:
1. Recurring professional, managed and electronic services solutions or All Covered Care (ACC)
2. Strategic and complex project and procurement opportunities to prospects
These sales are consultative to our prospects and customers and collaborative internally. TSMs rely on operations, delivery, relationship management, executive and other sales resources throughout various stages of an opportunity?s progression.
Additionally, TSMs develop their territories through business development initiatives and networking activities such as mixers, trade shows, Better Business Bureau and Chamber of Commerce initiatives, etc as well as by soliciting references from existing All Covered customers.
Duties and Essential Job Functions:
Apply an in-depth understanding of All Covered services, programs, and sales methodology to address complex and strategic ACC, project and procurement opportunities.
Work with regional engineering project resources, regional relationship management resources, sales and management resources to achieve and exceed quota.
Provide thorough and accurate insight into the financial results and forecast of sales of strategic and complex ACC, project and procurement services.
With support from marketing & channel strategy resources, present special programs to prospects and All Covered Care clients.
Develop a thorough understanding of how All Covered services create value for customers.
Develop a thorough understanding of technology services and trends.
Key Performance Metrics
Managed Services Quota Attainment
Project Sales Quota Attainment
7 to 9 years of experience in the Hi-Tech or IT Services industry
4-year college degree or equivalent industry experience
7 to 9 years sales/business development experience, with a record of meeting and exceeding quota
High level of financial acumen, in order to have ?business discussions with business people?
Strong communication, presentation, listening skills
Ability to effectively deliver difficult messages while emphasizing positive, future-oriented perspectives
Technical aptitude, with the ability to appropriately apply technical service base to individual customer needs
Highly adaptable to changes in business direction, services, and needs from a prospect, client and All Covered perspective
Possess the ability to influence vs. control others
Successful track record of sales and relationship management with notable accomplishments
Strong analytical and strategic thinking skills
Ability to coordinate multiple sales activities
Exceptional interpersonal, oral and written communication skills
Exception planning, organization and time management skills; self-starter
High level of professionalism and integrity; good judgment
Good negotiating skills
Superior work ethic and high energy level
Ability to work with all levels of the organization
Computer skills (including Word, Excel, contact management)
Daily interaction with team members and a variety of clients. The TSM works closely with the Vice President, Relationship Managers, Manager of Strategic Solutions and Solutions Architects to create and sell appropriate solutions to prospects.
Consecutive hours spent at a time sitting in front of computer monitor and using keyboard and mouse. Frequent driving from one propsect location to another. Domestic air travel to other markets may be required depending upon assigned sales territory.
All Covered offers competitive salaries and benefits
All Covered is an Equal Opportunity Employer
All Covered is a Gold Certified Microsoft Partner
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