Mgr, Sales

8 hours ago

Washington DC United States Forrester Research, Inc. Full time

At Forrester, we're trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That's why we're always looking to empower talented individuals to perform at their best every single day. We're proud of our community of smart people and vibrant voices who come together to do what's right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future.

About This Role:

You'll lead a sales team of seven to eight people, responsible for renewing and growing relationships with clients. Your role will be to ensure each team member meets their monthly and quarterly activity, development, and bookings goals. Together with your team, you'll drive sales for our products by collaborating with technology, customer experience, security, customer insights, and data analytic professionals. Sharing your goals and achievements together, you'll help us meet our customer retention and growth targets by maximizing the sales team potential, crafting sales plans, and articulating those to plans to the upper management.

Job Description:

  • Achieve overall team sales goals.
  • Coach and motivate individual team members.
  • Develop a high-performing team culture.
  • Prepare team members for current and future opportunities.
  • Recruit, hire, onboard, and develop new team members for future growth.
  • Analyze sales forecasts, pipelines, and data to determine appropriate actions to meet sales goals.
  • Collaborate with other Forrester departments and sales teams to expand business.
  • Utilize our CRM system (Salesforce) and sales methodology.
  • Lead by example and promote a positive attitude and environment.
  • Support reps with preparation and assist with presenting to prospective and existing clients of Forrester's products and services.
  • Manage the region as a business with appropriate expense and budget controls.
  • Assist your team throughout their strategic sales cycles by deeply understanding customers' needs and demonstrating how Forrester can add value.
  • Participate in client-facing sales meetings in order to provide coaching opportunities for reps, as well as client engagement and feedback.
  • Partner with sales leadership to further define a successful and repeatable sales process.
  • Receive sales leadership coaching to ensure alignment to overall high-tech team strategy.
  • Identify and make recommendations for improvement in the areas of process, efficiency, and productivity.

Job Requirements:

  • A bachelor's degree.
  • Eight years of sales experience, with a minimum of two years in first-line sales management.
  • History of managing large accounts, achieving revenue goals, and managing sales strategies.
  • Previous experience as a sales representative or sales manager.
  • The ability to consistently meet or exceed targets.
  • A track record in designing and implementing tactical sales initiatives through data and empirical analysis.
  • Strong, high-level relationship skills.
  • Excellent verbal and written communication skills.
  • High level of business acumen and understanding of how business leaders think.
  • Previous experience in selling to leaders (VP and C-level executives).
  • Experience in selling to technology providers (preferred but not required).
  • The ability to thrive in a team-selling environment.
  • Excellent mentoring, coaching, and people management skills.
  • The ability to grasp and absorb new concepts quickly (such as rapid advancements in the government industry).
  • Someone who is highly collaborative and able to motivate others.
  • Strong prospecting, needs analysis, negotiating, and closing skills.
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