Century Business Products Purpose

Contribute to the success of our customers by providing and servicing content, document and information solutions helping them grow their company securely and efficiently.

Job Purpose

As Field Sales Manager (FSM) you will be accountable for the profitable achievement of sales objectives associated with the markets served by Century Business Products. The FSM is responsible for the sales team productivity and directs their effort in order to achieve the greatest overall impact towards Century’s sales goals. The FSM is Century Business Products sales process champion, following our sales process and supporting the company and ownership. You are Century’s direct sales expert and responsible for the training, development and growth of the assigned direct sales team. The FSM must be a driven to succeed, leading and directing the team to reach their individual and team goals.

You will work closely with the Sales Operation Manager (SOM) to develop and maintain top industry performers to insure growth objectives are met.

Key Outcomes

1. Develop strong business relationships with our customers, prospects and employees.
2. Portrayed as a competent and professional technology company by our customers.
3. Honest, trustworthy, creative, smart, customer focused creating customer loyalty.
4. Expand our software and IT services. 
5. Achieve revenue objectives in all segments.
6. Develop and maintain trust and respect with the sales team. 

Job Tasks

1. The FSM manages all aspects of running an efficient sales team, including hiring, supervising, coaching, disciplining and motivating the sales team.
2. Develop creative and innovative ways to market Company’s product and services
3. Motivate the sales team to achieve individual and team goals.
4. Working closely with the SOM, the FSM proactively inspects sales activity and effort among the sales team to ensure that the quality and quantity of individual team members meet or exceeds company expectations. 
5. Support the evolution, integration, and implementation of sales system processes to meet the rapid growth of the business, its revenue attainment and market development objectives
6. The Field Sales Manager spends quality time in the field with the sales team coaching, developing and directing prospecting activities, sales skill building, closing skills and the Solution Sales process.
7. Lead field forecasting efforts among the team managed ensuring that accurate forecasts are completed and updated weekly.
8. Proactively engages, clarifies and assesses customer requirements and satisfaction by engaging key accounts with assigned sales personnel, thus providing the client with management level point of contact for key accounts therefore establishing strong and consistent rapport with these clients.
9. Directs and supports the consistent implementation of company initiatives.
10. Working with CSO and Sales Operation Manager, prepare forecasts by market and analyze data to evaluate current goals
11. Working with CSO and Field Sales Manager, ensure that daily, weekly, monthly, and quarterly reports and key performance indicators are met.
12. The Field Sales Manager builds peer support and strong relationships with other key management personnel including the SOM, HR, Field Service Manager and Marketing Director.
13. Attend Chamber of Commerce, Public School and other social events with team members to strengthen relationships and grow business opportunities with clients and prospects.
14. Work with sales team and Sales Operation Manager to identify areas of opportunity and to identify problems before they arise
15. Establish and maintain on-going communication within sales, service and administration departments including HR and Marketing
16. Working with Sales Operation Manager, analyze and make recommendations in defining sales territories
17.  Understand the Kyocera National Account program including AEPA and GSA and using each when applicable
18. Working with HR, lead the recruiting, hiring, on boarding, training and development of sales representatives, working to build the best possible sales team. 
19. Work with Sales Operation Manager providing regular sales meetings, sales pipeline reviews and goal setting.
20. Support, coach and inforce sales teams use of all functions of Compass CRM, sales process & strategy on all products and service offerings

Desired Traits

1. Bachelor’s degree preferred or applicable work experience.
2. Excellent customer service skills.
3. Great communicator (verbal and written).
4. Must be aggressive, hardworking and organized.
5. Self-starter, competitive and goal driven.
6. Successful industry experience.

Compensation

See Offer Sheet

Training

Steve will attend a minimum of one off site sales management class within the first six months of new position. On-going professional training (in-house, webinars and applicable off-site 3rd party training / technology conferences) will also be provided by Century Business Products. Century Business Products will request Steve to provide on-going, self-directed training through reading, research, webinars and any other applicable media.  

Performance Review

Performance will be reviewed on a periodic basis. An annual performance review will occur discussing historical performance and future planning and strategy.