Sales Manager - Military

The individual in this role will focus primarily on growing sales, via direct channels, of the division.

• Prioritizing target list of prospect companies within target markets key potential opportunities
• Identifying potential customers needs and solutions to resolve these
• Creating and implementing effective direct sales strategies to capture these opportunities
• Determining key decision makers, gate keepers, and champion of each potential customer
• Completing annual sales plans for obtaining business in the market
  • Account list including current customers of the division
  • Key contacts at all levels of the organization
  • Plan for contracting and meeting with key personnel on a weekly, monthly and quarterly basis to insure all accounts are communicated with regularly
• Proactively identifying changes in market and competitive pressures to develop and modify strategies and tactics accordingly
• Meeting or exceeding monthly, quarterly and annual sales forecasts
• Establishing effective relationships and collaborations with other departments (such as Engineering and Manufacturing) to address key business issues and opportunities
• Effectively using CRM system to track all customer related activity on a daily basis
• 80% of this position’s time should be spent making direct sales calls
• Coordinating Hand off meetings to PM (not applicable to Witt)
• Additional items as assigned by manager

This position interacts with prospective customers, current customers, estimators, inside sales associates, and project managers.

• Persuasion – Highly Effective Sales Skills
  • Demonstrated past ability to truly understand potential customers’ minds and hearts -- being a good listener to understand customer needs, pain-points and options (other choices)
  • Demonstrated skills at determining who are the true decision makers, gatekeepers and champions at prospective customers
  • Outstanding communication skills. Ability to create “benefit” (versus feature) focused presentations that position the Division in the best light versus other potential choices
  • Effective closing skills. Past demonstrated experience of knowing the right time and approach to ask for and obtain the order
• Initiative/Accountability – Outstanding Motivation and Drive, Performance Focused
  • Having high motivation and a strong desire to achieve in a demanding environment
  • Having a sense of urgency to realize concrete results
  • Moving steadfastly and resourcefully to achieve important objectives despite obstacles – and doing this consistently
  • Having the drive to meaningfully contribute to and grow the Division’s business
  • Excellent, timely customer follow-through
  • Being accountable for results including sales and customer satisfaction
• Thinking – Quickly, Street Smartly, Practically
  • Ability to quickly understand Division’s business
  • Ability to quickly and appropriately understand potential customers’ businesses
  • Ability to sensibly explore sales opportunities (right customer targets) and their likelihood for success; avoiding low odds prospects
  • Ability to continually re-evaluate opportunities as new information is uncovered through the sales process
  • Demonstrated good common sense/judgment and learning from experience
• Teamwork – Working Effectively With Others
  • Skills in building and maintaining productive relationships with people in other departments, including those who may have different points of view
  • Effective in ensuring proper hand-offs occur from Sales to other functional areas
  • Being accessible, positive and open
• Ability to use technology tools, such as Microsoft products and CRM Goldmine, effectively
• All Armor employees are also expected to demonstrate Armor’s core values of being:
  • Customer-Focused
  • Passionate about Work
  • Solution-Oriented
  • Driven by Integrity

• Bachelor’s degree preferred/equivalent relevant experience also acceptable
• 3+ years of experience preferred

This position will routinely use a telephone, personal computer, fax machine, and copier.