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Sales Manager Normandy- Notheast of France

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Sales
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22000044 Requisition #

This position is responsible for proactively selling product to System Integrators. You will be responsible for managing Business Communication projects and project teams. You will maintain and strengthen relationships with System Integrators, solve System Integrator challenges as well as manage price and contract negotiations. You will be responsible for meeting and exceeding territory and sub-regional sales objectives as well as assigned KPIs. You are responsible for increasing market share by performing the following responsibilities.

 

Acquisition and Prospecting:

  • Tap into sales potential through presence at relevant System Integrator events (trade-fairs, sales or customer events)
  • Develop System Integrator acquisition strategy
  • Approach and acquire System integrators and establish frame contract

 

Active Selling:

  • Act as focal point of contact to System Integrators
  • Pro-actively look for projects at system Integrators
  • Conduct detailed meeting preparation, including usage of tools (e.g. need and solution assessment)
  • Proactively conduct product demonstrations across the range of Sennheiser solutions
  • Present SE USPs and benefits to System Integrators
  • Manage sales project and lead project team during the process, to guarantee consistent communication
  • Act as focal point of contact for System Integrators during bidding phase of projects
  • Conduct all negotiation activities with System Integrators) frame contract and temporary discount during tenders)

 

Strategic Account Development:

  • Cultivate and develop existing System Integrator relationships in the long term
  • Analyze System Integrator needs and outline opportunities
  • Create development plans including individual objectives (qualitative, financial) and detailed strategies
  • Develop strong relationships between relevant System Integrator stakeholders and SE counterparts
  • Analyze market/competitors in the BizCom segment with special focus on System integrators
  • Monitor and analyze KPIs and draw meaningful conclusions

 

Order Management:

  • Prepare proposal (supported by Technical Application Engineering/Internal Sales Support)
  • Track and Monitor Order realization process (e.g. track order in system) (supported by Technical Application Engineer/Internal Sales Support)

 

Customer Service:

  • Help System Integrator with technical advice
  • Bring in Technical Application Engineer or other support functions, if needed


Administration:

  • Document relevant project and visitation activities in IT System (CRM)

Essential Skills and Requirements:

 

  • Demonstrated and proven abilities in identifying, strategically approaching and acquiring new System Integrators as well as the ability to asses risks of new System Integrators
  • Excellent ability to reach predefined goals during negotiations and win pricing discussions
  • Excellent ability to identify and pursue growth opportunities
  • Excellent ability to prepare important customer meetings, including usage of tools
  • Excellent ability to handle objections
  • Excellent closing abilities with knowledge of closing tactics and techniques
  • Solid understanding of product specifications, advantages and applications
  • Ability to present and demonstrate complex technical products and solutions in a simple and condensed format
  • Solid capability to answer medium technical questions
  • Solid understanding of key market drivers and trends
  • Solid understanding of competitive environment and relative performance
  • Solid understanding of market dynamics and interrelations
  • Excellent abilities to strategically cultivate and develop existing System Integrator relationships in the long term
  • Excellent knowledge on creating System Integrator development plans
  • Excellent skills in analyzing System Integrators strategy and market situation
  • Demonstrated experience in maintaining consistent pipeline and to be accountable for sales leadership through accurate reporting in IT-System (e.g. CRM)
  • Excellent skills in the creation and maintenance of System Integrator relationships
  • Excellent ability for extensive networking with System Integrators and their key influencers
  • Excellent time management skills
  • Strong analytical skills
  • Strong negotiation skills
  • Strong presentation skills
  • Solid active listening and strong communication skills
  • Willingness to document activities in IT-System (CRM)
  • Ability to travel up to 4 days per week including overnight travel as needed based on territory
  • Excellent ability to influence and empower team members
  • High empathy and social competence

Competencies:

 

  • Motivational Skills and high level of self-motivation
  • Ability to convince & energize people
  • Team player
  • Excellent communication skills
  • Proactive attitude

 

Education/Experience:

 

  • 4-year college degree
  • 5+ years experience in outside sales, preferably in IT/AV or related technical sales and working with Systems Integrators
  • Min 3 years knowledge of VA Industry as well as IT and Networking experience
  • (May consider less education with more years of related sales experience)
  • Fluent in English both written and spoken

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