National Sales Manager

Milestone Inc Shelton , CT 06484

Posted 2 weeks ago

The National Sales Manager reports directly to the President and is responsible for supporting the company's sales goals through professional sales activities and exceptional customer service. The successful candidate must be able to work effectively in a team selling environment, consistently achieving sales targets with support from product management. This requires a technical sales approach with a thorough understanding of Milestone products and our customers applications. This role will be in the Shelton office.

The National Sales Manager will have ultimate responsibility for seven regions with direct oversight and management of a Regional Sales Manager (RSM), Inside Sales Specialist (ISS), and six Regional Sales Representatives (RSS) to drive regional and overall companys sales revenue. This role will be based in Shelton, CT with consideration given to a flexible work arrangement.

Requirements

Objectives & Key Results of the Role:

  • Leadership of the Milestone Territory Sales Management Structure
    • Possess a quota-driven mindset with accountability for achieving sales targets; in partnership with RSRs, leverage the Territory Sales Management structure (mindset & reporting tools (FRED)) to identify opportunities and drive healthy and vibrant territories that enable 12-15% revenue growth YOY.
    • Leverage strong critical thinking with the ability to conduct effective account reviews to drive our territory management structure and facilitate the movement of a specified number of instruments each month. To effectively impact monthly account movement the NSM will need to spend time every day with each sales rep to coach and strategize an action plan.
    • In partnership with the President set and own annual overall and regional sales targets and expectations and using FRED track and coach on progress by month/quarter/year.
    • Lead daily and weekly account management and coaching calls with each RSRs to support monthly account closure in attaining purchase orders (POs), address any account challenges, and review upcoming week/month plans for maintaining a healthy and vibrant funnel to deliver revenue growth; provide midyear and annual reviews against performance for each direct report.
    • Using the Territory Management Framework, train and manage daily activities of the ISS and RSRs on Territory Management Framework and driving healthy and vibrant 90-day funnel in accounts: 1) Total revenue in 90-day funnel, 2) Virtual Demo activity for the month, 3) Quarterly revenue against target and 4) Yearly revenue against target.
  • Drive Solutions-based Selling and Customer Relationship Management
    • Train team and internal business partners on solutions-based selling.
    • Through technical solutions-based selling, lead team on how to present product and competitive information and perform on-site product demonstrations to prospective customers in a clear and concise manner.
    • Engage in and lead an Inside Sales Specialist maintaining and updating outstanding customer contact, account tracking, order processing, vendor paperwork/bids, and price lists/quoting using Salesforce CRM, SharePoint, and other technology.
    • Attend local and national seminars and shows as needed. Effectively onboard new hires to the Milestone Way of Selling and ensure that existing sales reps have the necessary skills to develop enough interested accounts in each regional funnel to create 7 virtual demos per month.
    • Manage the sales team in the Milestone way of Selling and Prospecting and building key accounts.
    • Travel, as necessary to coach, direct, and evaluate each RSR and RSM in territory to ensure that sales goals are met.
    • Partner effectively in our team-selling environment with marketing to create programs that drive lead activity and then leverage the sales team to follow up on elevated leads to turn them into an active lead.
    • Partner with the Milestone, Inc., and SRL (our Italy Partners) Product Teams to provide optimal solutions to customers on virtual demos, any account specific needs, and leverage greater direction on applications-based knowledge to further educate the customer.
    • Partner with Service teamNeed input
    • Partner with Operations teamNeed input
    • Lead the direction and sales goals for ATS, our distributor partner in Canada.
  • Maintain strong Internal/External Business Partnerships
    • Partner effectively in our team-selling environment with marketing to create programs that drive lead activity and then leverage the sales team to follow up on elevated leads to turn them into an active lead.
    • Partner with the Milestone, Inc., and SRL (our Italy Partners) Product Teams to provide optimal solutions to customers on virtual demos, any account specific needs, and leverage greater direction on applications-based knowledge to further educate the customer.
    • Lead the direction and sales goals for ATS, our distributor partner in Canada.
  • Qualifications/Personal Competencies
    • Bachelors or masters degree in chemistry or science-related field with at least 710 years experience in analytical capital instrumentation sales (ideally spectroscopy and/or chromatography), with a proven track record of leading sales reps to meet/exceeding quota; previous experience as a sales rep is necessary. Experience in a small-to-mid-sized company with engagement in day-to-day sales activity is preferred; this is a hands-on role.
    • Must have experience owning and delivering against a quota (i.e., responsibility for an individual quota rolling up to a larger quota; involved in day-to-day mechanics.
    • Technical expertise or aptitude for inorganic and organic chemistry applications
    • Experience with sample preparation techniques or metals analysis
    • Excellent oral, written, and computer skills (Salesforce a plus)
    • Ability to travel as needed into each region.
    • Effective time management and priority-setting
    • Professional approach to customers and situations
    • Excellent prospecting, negotiating, and closing skills
    • Strong fit with Milestones team-selling approach and its focus on the customer

Benefits

Competitive pay and benefits

Incentive Plan

Holiday Bonus

Flexible work arrangement

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National Sales Manager

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