“Life-long learners passionate about serving industrial and construction customers.”
Objective Statement of this Role
Develop and grow the production of your region(s) including the sales of all ITI solutions. Grow region by 25% per year for the next 5 years.
New Business Development
Serve as the head of new business development and in-region contributing to closing new business opportunities individually and on-boarding large-potential accounts.
Develop $1M to 2M in new business each year individually.
Overtime, introduce and transfer the ownership of your new accounts to your team.
Participate in regional trade shows, association meetings, and other business development opportunities.
Lead Regional Sales Team
Lead the development of the sales people in your region, including conducting one-on-ones and coaching.
Help drive sales reps to develop their accounts, open new locations, cross-sell new solutions into existing accounts.
Work with management and the Human Capital department in recruiting, interviewing, placement and termination activities.
Conduct quarterly head-count planning to inform VP of Customer Success’ Head Count Plan/Budget.
Gather monthly order forecasts from team members, synthesize and report to VP final monthly forecasts for your region.
Strategize your region’s potential production and form business development plan.
Assist VP in determining which team member owns which account in your region.
Interface with marketing and training centers team regarding account locations in region.
Inform and plan business development travel plan including trade shows and association meetings with VP.
Analyze sales reports relating to Opportunity Pipeline for quality and proactive sales management, Revenue by Account to ensure owned accounts are generating revenue, and other productivity reports.
Conduct monthly sales performance meeting with other Sales Managers and hold team accountable to performance, while promoting a fun, enjoyable atmosphere, where we aim to create high-performing sales team members.
Manage the training plan and documentation for new hires. Manage technical training needs of your team.
With VP and other Sales Managers, understand, optimize and manage the sales funnel Sales Funnel (prospect, lead, opportunity, customer, evangelist).
Become proficient in Salesforce.com as a user and sales manager.
Ensure team members log Sales Activities in Salesforce.com (calls, emails, opportunities) for reporting and performance understanding.
Collaborate with VP and Sales Managers to continuously improve our sales and marketing processes across our people and systems including HubSpot, Salesforce, quotes/proposals, pricing, reporting.
Collaborate with VP and Sales Managers to administer bonus program and communicating that to the team. Launch promotions and new compensation plan adjustments as needed.
Interface with Operations Managers in ILT and VRON business units to optimize Opportunity-to-Fulfillment process.
10 years of experience in B2B sales capacity.
5 years of experience in leadership or management capacity.
Ability to travel as needed for business development responsibilities; expected 5 to 20% per year.
Extensive salesforce.com or CRM proficiency.
Excellent written and oral communication skills.
Lifelong learner and aligned to our values and guiding principles found at https://www.iti.com/about/careers.
About Industrial Training International, Inc.:
ITI is a world leader in training and educational products and services for users of cranes, rigging and heavy equipment. With world-class instructors and business professionals, ITI delivers value to employers from every industrial and construction vertical through VR Simulation, Training Centers and Instructor-Led Training, and Online Courses and Resources. Our business offices are in Woodland, Washington and Houston, Texas which are supported by instructors throughout North America. Read our Culture Deck at www.iti.com/about/careers.