Sales Area Manager

2 weeks ago

Chicago, Illinois, United States Copeland Full time
Sales Area Manager Job Description

About the Role:

The Sales Area Manager is a senior-level sales position responsible for driving revenue growth and customer success in a geographic territory spanning multiple industries and account types. This role requires strategic planning and execution with NI resources, distribution, and Solution & Integration partners to scale and reach new customers.

Key Responsibilities:

  • Develop and execute a Regional Growth Plan in partnership with key customers to drive revenue growth and customer success.
  • Lead a sales territory, including pipeline development, territory planning, account planning, forecasting, quota attainment, technical sales presentations, prospecting, and short- and medium-term opportunity management.
  • Establish and maintain active relationships with key decision-makers in various industries, partners, and customers to drive sales strategy and goal attainment.
  • Cultivate new non-direct opportunities by connecting with Small & Medium Solution & Integration partners in the territory.
  • Identify, develop, and implement territory strategy to close new business opportunities and expand revenue with customers across the assigned region.
  • Target and gain access to decision-makers in key prospect accounts across the assigned territory.
  • Collaborate with operative peers across functions to build visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
  • Work in coordination with Integration and Distribution partners to leverage established account presence and relationships.
  • Bring together, maintain, and disseminate accurate and relevant prospect information using CRM systems.
  • Identify and propose new partnerships (distributors, resellers, solution & integration partners) to grow NI market share and deliver value to customers based on regional needs.
  • Work with the channel team to develop and integrate new business opportunities.
  • Understand local market trends to detect potential system and solution applications.
  • Connect with academic communities to improve sales and product adoption.

Customer Relationship Management:

  • Cultivate and maintain positive relationships with key decision-makers and customers within assigned accounts at both the technical engineering and leadership levels.
  • Understand customers' technical and business needs, challenges, and goals to provide NI solutions and ensure customer success.
  • Implement customer success planning from initial engagement through end of customer lifecycle.
  • Cultivate relationships with reseller/distributors in region to support territory objectives in partnership with NI channel manager.

Territory Execution and Retention:

  • Travel within the region to regularly be in front of customers, partners, and key collaborators to present NI technology.
  • Build and leverage relationships with Integration and Distribution partners to use in identifying accurate route to market planning to ensure positive customer experiences with the NI Ecosystem.
  • Develop and implement territory plans to achieve and exceed revenue targets.
  • Proactively address any issues or concerns to ensure customer retention and dedication.
  • Actively prospect into established and new accounts within assigned territory to expand NI Serviceable Addressable Market.
  • Establish and cultivate the local LabVIEW community and user group meetings.
  • Understand and leverage government funding opportunities to support business growth.
  • Collaborate with internal teams, including sales, marketing, operations, product development, and others to develop and implement strategic territory plans.
  • Stay informed about industry trends, competitive landscape, and customer needs to identify new business opportunities.
  • Leverage market insights as inputs into the Territory Growth Plan.
  • Develop and own the territory event and marketing plan in collaboration with field marketing and other Sales personnel.
  • Interact with other sales engineering peers to ensure the success of the territory as appropriate.
  • Provide accurate and timely sales forecasts, reports, and updates to senior management.
  • Apply CRM systems daily to maintain detailed territory records and supervise sales activities.

Our Offer:

  • Health Benefits
  • Retirement Plan
  • Paid Time off
  • A collaborative and innovative work environment that values creativity and growth.
  • Opportunities for professional development and career advancement.
  • The chance to join a team that is transforming industries with innovative technology.
  • We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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