Sales Manager North America

1 month ago

New York, United States RMSI Full time

Profile overview:

As the leader responsible for business development and commercial growth at RMSI across North America, your role is multifaceted and pivotal in driving the company's success in the region.

Utilising your commercial and technical expertise coupled with your client engagement skills, you will be responsible for sales for RMSI as a leader in Telecommunication engineering services, Utility/GIS application and data services and Geospatial Mapping Services.

You will be responsible for driving new sales and client acquisition through identifying new service opportunities, developing proposals and RFP responses, building client & industry relationships, and executing commercial agreements for the supply of services.

The role will require strategic thinking abilities complemented by excellent leadership, interpersonal and relationship building skills as well as an ability to deal with a range of difficult and complex issues.

You must possess an in-depth understanding of RMSI services and solutions, particularly those supporting the planning and design of Telecom network deployment, Utility Network GIS software implementation and integration services, Utility data solutions and services, and Geospatial Mapping services

The successful candidate will be tasked with achieving predetermined business growth objectives within the market. This necessitates fostering enduring relationships with key stakeholders to drive sustained account expansion and success.

Key Responsibilities:

Market Analysis and Opportunity Identification:

Conduct thorough market research to identify emerging trends, client needs, and competitive landscape in the telecommunication engineering, and electric, gas, and water utility sectors.

Analyse industry developments, regulatory changes, and technological advancements to identify future sales opportunities.

Maintain strong relationships with product providers’ sales and marketing teams, keeping them informed of RMSI’s capabilities.

Strategic Planning:

Develop a strategic plan outlining how objectives and targets will be met and detailing tactics for achieving business growth and market expansion.

Proficient use of Sales CRM systems and platforms.

Identify key market segments and prioritise opportunities based on revenue potential and strategic fit with RMSI's capabilities.

Client Engagement and Relationship Management:

Cultivate strong relationships with existing clients, understanding their evolving needs, and providing tailored solutions to address them.

Regularly engage with key stakeholders, including decision-makers and influencers, to maintain rapport and gather feedback.

Market Analysis and Opportunity Identification:

Conduct thorough market research to identify emerging trends, client needs, and competitive landscape in the telecommunication engineering, and electric, gas, and water utility sectors.

Analyse industry developments, regulatory changes, and technological advancements to identify future sales opportunities.

Maintain strong relationships with product providers’ sales and marketing teams, keeping them informed of RMSI’s capabilities.

Strategic Planning:

Develop a strategic plan outlining how objectives and targets will be met and detailing tactics for achieving business growth and market expansion.

Proficient use of Sales CRM systems and platforms.

Identify key market segments and prioritise opportunities based on revenue potential and strategic fit with RMSI's capabilities.

Client Engagement and Relationship Management:

Cultivate strong relationships with existing clients, understanding their evolving needs, and providing tailored solutions to address them.

Regularly engage with key stakeholders, including decision-makers and influencers, to maintain rapport and gather feedback.

Act as a trusted advisor to clients, offering insights and thought leadership to help them achieve their business objectives.

Attend industry trade shows and events to engage with market leaders and prospective clients and to promote RMSI’s brand.

New Business Development:

Proactively identify and pursue new sales opportunities through targeted prospecting, networking, and lead generation activities.

Collaborate with the marketing team to develop compelling sales collateral, case studies, and presentations that showcase RMSI's value proposition and differentiation.

Respond effectively to requests for proposals (RFPs) by crafting persuasive proposals that align with client requirements and highlight RMSI's expertise and capabilities.

Commercial Agreements and Contract Negotiation:

Lead contract negotiations with clients, ensuring favourable terms and conditions that mitigate risk while maximizing value for RMSI.

Work closely with legal and finance teams to review contracts, manage contract lifecycle, and ensure compliance with regulatory requirements.

Team Leadership and Collaboration:

Collaborate with RMSI’s operational, global sales and business development teams, fostering a culture of high performance, accountability, and continuous improvement.

Encourage collaboration and knowledge sharing across departments, leveraging internal expertise to deliver innovative solutions and address complex client challenges.

Performance Monitoring and Reporting:

Drive key performance indicators (KPIs) to measure progress against business objectives, tracking sales pipeline, revenue and order booking targets, and market share.

Regularly report on sales performance, market trends, and competitive insights to senior management, providing actionable recommendations for business optimisation and growth acceleration.

Essentials:

  • A relevant Degree in marketing and or engineering with at least 10+ years proven practical experience in a related work environment.
  • Strong sales background in Telecommunications, Utilities & Geospatial Mapping with industry connections, supplemented by extended networks into EPC (engineering procurement & construction) companies, Telecoms, Electric and Gas Utility Network companies, County governments & Federal governments in the North American market.
  • 7+ years’ experience in a business development, sales or account management role selling software technology services.
  • Demonstrated quota attainment history with a focus on acquiring business from new clients while maintaining growth from existing accounts.
  • Demonstrated commercial execution and client solution development experience.
  • Extensive knowledge in account management and growing commercial outcomes.
  • Excellent communication skills, both written and oral with the ability to present information to a range of audiences.
  • Customer oriented focus with drive to achieve service-based outcomes.
  • Ability to present at industry and trade shows and events
  • Ability to travel across North America as required

Personality Traits:

  • Innovative and ability to think creatively
  • Sales hunter versus farmer
  • strategic thinking ability
  • Leadership skills
  • Self Driven & results oriented
  • Strong customer focus and well-versed negotiation skills
  • Exceptional organisational skills
  • Strong skills in Microsoft Office platforms
  • Strong analytical skills

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