Sales Manager

Job Description

Sales Manager

RetroFit Technologies, Inc. was founded in 1983, with the goal of providing premier Technology Solutions to small and medium sized businesses in New England. We’re a leading Managed Services Provider (MSP) specializing in proactive Infrastructure Monitoring and Management, IT Security Solutions, Back-up and Disaster Recovery, Onsite Support and Maintenance, as well as Hardware Procurement.

RetroFit Technologies is seeking an experienced Director of Sales & Marketing to lead the sales strategy as we embark on an ambitious expansion of services and growth trajectory.

The Sales Manager will be responsible for developing the sales strategy to grow the business, including expanding the existing client base, managing a team of Sr. Account Executives and partnering with RetroFit’s leadership on identifying and offering new business opportunities to current and new clients. This position will require active prospecting and the achievement of activity and revenue targets.

As with all leadership positions, this role is a hands-on position. You must be comfortable with management of people, and process as well as developing strategy while at the same time managing tactical execution and everything in between.

Sales Responsibilities:

•  Sales Strategy - Actively identify the most effective, scalable opportunities to address issues and opportunities. Translate into actionable goals with supporting activities for each; implement dashboards/reports/tracking
•  Forecasting and benchmarking - work with Sales Team and  Finance to lead forecasting; build benchmarks, trending, analysis.
• Territory, quota, and incentives design - Serves as a single point of contact coordinating with Finance, HR, and leadership to design territories, roles, and incentives
• Market Knowledge - Stay up to date on the latest trends, innovations, and technologies used to enable sales success. Identify new markets and do research on market size
• Manage a team of Account Executives holding weekly 1:1’s, sales team meetings. Providing strategic guidance and leadership.
•  Work closely with executive leadership to evaluate and strategically develop improvements for technology solutions to increase revenue and provide an improved client experience; bring market and industry insights to product and services strategy
•  Drive the entire sales cycle from initial customer engagement to contracting and transition to the delivery team
• Identifying new business opportunities and developing strategies on how to market, sell, deliver, and grow existing and new clients
• Collaborate with internal technical teams to penetrate existing accounts to introduce and sell solutions
•  Provide sales support to convey strength, value, and credibility to help convert prospective clients.
• Establish and conduct client visits according to performance goals and strategic plan
•  Participate in budgetary/forecast planning relative to sales goals

Marketing Responsibilities:

• Manage relationship and activities with third party marketing firm
• Tradeshow logistics and management
• New Business Development and Lead Generation Management (SEO, GoogleAds, etc.)
• Adhoc Marketing Campaigns

Experience:

• 5 years in a Sales leadership role
• A proactive mindset, strategic focus, and business acumen; unique ability to understand both big-picture organizational strategy and the details of execution
• Salesforce.com expertise
• Improvement orientation - proven experience reducing cost of sale/improving sales cycle times or outcomes (e.g. win rate, deal size) through process improvements and technology enablers
• Marketing Operations experience
•  An excellent understanding of standard business practices related to Sales & Marketing Operations processes and systems (lead generation, campaign results tracking, sales process, CRM applications, reporting, forecasting, territory management, and sales quotas)
• Deep understanding of (and empathy for) the role of a sales professional

Qualifications:

• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and technical levels
• Strong communication skills: conversation, written, and presentation from both business and technical perspectives
• Excellent interpersonal and management skills: demonstrated rapport and credibility with customers and within the company; people savvy; active listener
• Strong selling, negotiating and influencing skills
•  Success capturing new business opportunities
• Consistent record of driving revenue
• Creativity and resourcefulness in identifying new sales opportunities
• Self-motivated and able to thrive in a results-driven environment
• Natural relationship builder with integrity, reliability, and maturity
• Gracious and tactful in difficult conversations
• Ability to translate vision into strategy and guide execution
• BA/BS or equivalent