Unclassified - Rochester, NY
posted 3 months ago
About the position
We are seeking a hands-on Sales Manager who will be responsible for worldwide sales with existing OEM customers and developing new business. Our systems are used worldwide by medical instruments manufacturers, smartphone cameras suppliers, extended reality developers, neuroscience laboratories, and many others. The ideal candidate will utilize consultative selling methods and effectively leverage the CEO and in-house mechatronics engineering team to qualify new leads and create winning proposals. This role requires collaboration with our worldwide network of sales consultants, representatives, and distributors, prioritizing accounts with forecasted revenue greater than $1M over five years. The Sales Manager will create and achieve bookings forecasts that meet company objectives for 30% growth per year, all while working in a fast-paced team environment that demands excellent communication and prioritization skills. Responsibilities include monitoring all incoming customer and prospect communications, qualifying business opportunities through consultative discovery calls, and engaging the full company to create compelling quotes and customized proposals that meet business, technical, cost, and schedule requirements. The Sales Manager will negotiate and book orders following a consultative selling process, manage sales channels including consultants, partners, distributors, and representatives, and verify purchase order details with the in-house team. Additionally, the role involves managing customer relationships through order, production, shipment, payment, and repeat orders, creating quarterly sales forecasts with operations, and utilizing CRM and ERP systems to track all sales activities. The Sales Manager will also lead sales review meetings, support marketing meetings, and travel to support trade shows, visit qualified customers, and train sales partners. Other duties may be required as necessary, with travel expectations around 25%.
Responsibilities
- Monitor all incoming customer and prospect communications and respond or delegate as appropriate to team members.
- Qualify business opportunities using consultative discovery calls supported by the CEO and other experts in the company.
- Engage the full company as needed to create compelling quotes and customized proposals that meet business, technical, cost, and schedule requirements for qualified accounts.
- Negotiate and book orders following a consultative selling process.
- Manage sales channels including consultants, partners, distributors, and representatives.
- Receive and verify purchase order details with the in-house team.
- Manage the customer relationship through order, production, shipment, payment, and repeat order.
- Create quarterly sales forecasts with operations.
- Utilize CRM and ERP to track all sales activities.
- Lead sales review meetings, support marketing meetings, and other meetings as needed.
- Travel to support trade shows, visit qualified customers, train sales partners, etc.
- Support marketing activities including prospecting campaigns, promotions, etc.
- Other duties as required.
Requirements
- Bachelor's Degree in a technical field
- Minimum 3 years experience in OEM sales
- Experience with a CRM tool
- Experience with an ERP tool preferred
- Proficient skills with MS Office tools
- Demonstrated aptitude for technical sales and high-level understanding of mechatronic systems
- Experience selling business-to-business and closing OEM orders
- Basic understanding of consultative sales principles and customer service practices
- Strong communication, interpersonal, and organization skills
- Ability to multitask many small projects and flexibility to adjust priorities.
