Job overview
the territory sales leader is responsible for developing and executing sales strategies to maximize efficiencies and achieve sales quota in tier 4 accounts.
this role involves guiding and coaching a team of territory sales engineers (tses) utilizing data and metrics and a proven sales method and model.
the successful candidate will have experience selling at a high level within organizations and knowledge working with customer relationship management software to manage business.
key responsibilities
* defining, developing, and executing against sales specific metrics, kpis, and processes that are maximizing efficiencies, ensuring scalability in order to achieve sales quota and increased market share for a given sales territory.
* manage, guide and coach, a team of territory sales engineers (tses) utilizing data and metrics and a proven sales method and model.
* recruiting and on-boarding program initiatives with sales training, human resources and product owners.
* conduct weekly hands-on, in-person team meetings in order to review key initiatives, provide status reports, and strategize for the future.
* provide first line support and/or escalation for tses for their accounts.
* inform and communicate with sales training and human resources regarding training and developments gaps and requirements.
* maintain high connectivity with tses in order to assess progress and achievement of kpis and other sales metrics.
* forecast and funnel generation responsibility for tse assigned territory.
* set the example for cognex demonstrations, sales processes, and communications.
* evaluate tse performance utilizing sales metrics and cognex culture.
* ensure that tses are following the burn grass, delta sell sales process.
* validate constantly that the proper product demonstration technique is being followed.
* ensure that the crm is updated daily by tses and that data is inputted properly.
* review playbook dashboards daily to ensure that leads are being followed up on properly and in a timely manner.
* assist in the negotiation of pricing and terms and conditions for the tse team.
* create a work environment that promotes the cognex culture.
requirements
* proven track record of utilizing a defined sales process to coach, guide, and manage a sales team.
* excellent ability to motivate, communicate direction and provide guidance to obtain results.
* ability to analyze and read sales data to make decisions / recommendations for individuals and groups.
* must be able to solve technical problems and learn new automation technologies.
* forecast bookings by analyzing sales metrics and other key performance indicators.
* experience selling at a high level within organizations.
* knowledge and experience working with customer relationship management software to manage business.
* minimum education and work experience required:
* three to five years of technical sales experience.
* leadership experience in a sales environment that values and focuses on metrics to achieve results.
* ability and means to travel over 75% of the time, with 25% overnight travel.
* must be able to lift over 20lbs and demonstrate cognex products in front of customers and for the sales team.
benefits
* a competitive salary and bonus structure.
* opportunities for career growth and professional development.
* a collaborative and dynamic work environment.
* a comprehensive benefits package including health insurance, retirement plan, and paid time off.
other information
* the above statements are intended to describe the general nature and level of work being performed by people assigned to this classification.
* they are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.