Territory Sales Manager (Central, West Coast)

Friday, Jul. 08, 2022

WORK LOCATION: Central and West Coast Territories

POSITION: Territory Sales Manager

BACKGROUND: Durabook Americas is a leading manufacturer of rugged computing solutions, including the DURABOOK line of notebooks, tablets and all-in-one computers. Durabook is seeking a Territory Sales Manager for Central and West Coast territories to develop and grow the sales of our Durabook line of rugged mobile computing solutions and accessories.

DUTIES/RESPONSIBILITIES:

  • Select, recruit, and onboard new partners based on fit and mutual objectives
  • Provide highly skilled sales and technical level communication of the Durabook Value Proposition to both partners and end user customers
  • Develop an annual business plan that supports your assigned territory and revenue goals. Business plans would include information such as targeted partners, verticals, positioning, high level marketing efforts, etc.
  • Set and track sales targets aligned with company objectives
  • Resolve conflicts and provide solutions to partners and customers in a timely manner
  • Represent Durabook at partner events, activities and conferences
  • Must be able to work with partners to uncover opportunities, qualify them, and formulate & implement action plans to develop them into projects
  • Take ownership of the business as if it is one’s own utilizing the resources Durabook Be the entrepreneur creating and fulfilling demand for Durabook offerings.
  • Maintain an opportunity pipeline at least four times larger than one’s revenue and margin targets at all times
  • Conduct joint sales calls with partners to visit customers to share the Durabook story and to discuss specific opportunities
  • Ability to work with end user customers directly when appropriate (formulating product suggestions, coordination, and the assisting of closing projects)
  • Getting in front of partners and end user customers for face-to-face meetings is a priority.
  • Responsible management of company resources as it pertains to travel and ongoing expenses
  • Work with distributor partners to manage pricing, inventory, and supply for specific opportunities
  • Gather partner and customer feedback to the Product Development, Product Management, and Engineering teams to help in continual improvement
  • Implement and manage sales/marketing programs for partners such as sales incentives, floor days, demo programs, print/digital marketing, contests, and tradeshows

 

QUALIFICATIONS/EXPERIENCE:

  • 5+ Years of related experience in a Partner or Channel Sales Role
  • Minimum of Bachelor’s degree in business, marketing, science, or engineering
  • Must live within territory (Central, West Coast)
  • Ability to travel up to 65%
  • Strong work ethic and ability to multi-task
  • Able to demonstrate a successful track record in sales
  • Excellent presentation and interpersonal networking skills
  • Strong, thoughtful, and well-crafted written/oral communication and negotiating skills
  • Ability to think strategically and tactically in understanding the bigger needs of partners and customers
  • Ability to establish the required partner engagement and presence to ensure maximum impact on opportunity creation
  • Problem solving approach leveraging internal and/or external resources, conflict resolution, and follow through with partners.