North America Sales Manager
TSI Incorporated

JOB SUMMARY

TSI is a global leader in Particle and Aerosol Technology as well as in Fluid Mechanics instrumentation and innovative measurement solutions. Combined Particle Technology and Fluid Mechanics form the Research and Analytical Instruments division (R&A) at TSI Incorporated. A highly motivated, energetic, enthusiastic and well-organized individual, a coach/teacher who is also willing to dive into the niche technology and applications of the R&A division is an ideal candidate for this role. The R&A Sales Manager will be managing a direct team of 7 outside sales managers located in North America as well as a small network of channel partners (4-5) for selling the organization's products and services. The Sales Manager will lead both direct and channel teams for basic aerosol research, experimental fluid mechanics, filtration and emissions' equipment solutions with focus on key market segments including Academia, Governmental, Military and Industrial in North America. In this role the R&A Sales Manager will be developing and implementing sales strategies and initiatives to achieve and maximize sales revenues and attainment of corporate objectives. Furthermore, the Sales Manager will be responsible for supporting and developing possible career progression of existing team members, recruiting sales talent as well as evaluating and enhancing the current channel partner network.

JOB RESPONSIBILITIES

Business Goals and Responsibilities

• Exceed Sales team target by developing sales strategies and corresponding sales initiatives within key vertical market segments to support team members in achieving and exceeding individual annual revenue and growth targets
• Enhanced market knowledge (within Aerosol Science, Particle Technology and Fluid Mechanics) to strengthen team members ability to effectively configure and position measurement solutions against competition
• Collaborate with Marketing to understand and influence efforts to support Sales activities, as well as effectively communicate Go-To-Market initiatives to the Sales team
• Work with marketing to collect proper voice of customer (VOC) data to help advance new product development and product upgrades/refreshes
• Participate in quarterly management review and planning sessions at corporate office to review and present financial performances and to set team's direction by developing strategies and managing activities to ensure revenue targets are met
• Work with marketing and engineering to develop and implement sales training courses as well as customer related webinars and short courses for raising market awareness and education

Team Development

• Help sales team develop, review, implement and execute business territory plans
• Develop team members selling skills using a consultative based selling approach to include proper preparation, pre-call planning, cross-selling, development of customer facing questions and customization of our solutions based on customers' needs
• Coach team members in the field via observation or participate in virtual meetings and provide constructive feedback, positive reinforcement and be consistent with the necessary follow-ups to develop the right and successful behaviors
• Help team members develop effective sales prospecting techniques
• Conduct weekly one on one calls with team members to ensure proper utilization of customer relationship management (CRM) software (Salesforce), correct interpretation of market headwinds and provide support navigating any challenging situations
• Recruit talent and champion career growth through focused developmental discussions and exposure to cross functional projects
• Help team members effectively manage channel partners; support team members in evaluating and enhancing (as needed) their channel partner network

Tactical Execution

• Insure team members are meeting specific field and virtual sales calls activities as well as being prepared to be great (i.e. via submitting pre-call plans on time for manager to provide constructive feedback, etc.)

• Insure team members complete monthly financial forecast and provide commentary with information related to general market dynamics such as customer feedback business momentum and competitive moves
• Ensure team members are effectively utilizing CRM tool (Salesforce) for managing customer interactions (e-mails, phone calls and appointments) and sales pipeline
• Provide input into the annual budget and pricing process
• Review and approve expense reports, confirming team members are staying within annual travel budget
• Utilize resources and team input to determine national and regional trade show participation and attendance

SUPERVISOR RESPONSIBILITIES

• Leads and manages TSI's R&A direct and channel partner sales teams. Includes establishing objectives, measuring and monitoring performance, and providing timely feedback regarding performance.
• Conducts performance mid-year and annual reviews, provides feedback and makes recommendations regarding compensation, promotion, training, performance improvement plans, discipline and termination of individuals within the sales team

JOB REQUIREMENTS

Education

• Required
  • Bachelor's degree in Science, Engineering, Business or equivalent industry experience
• Preferred
  • MBA or Advanced Technical Degree (MSc)

Experience

• Required
  • Minimum 7 years direct technical sales experience
  • Minimum of 3 years of management experience
  • Proven track record of meeting/exceeding individual and team targets
  • Proficiency in customer management software (SAP CRM or Salesforce)
  • Formal sales training in complex selling environments (i.e. Miller Heiman Strategic and Conceptual Selling, Challenger or similar)
• Preferred
• • Robust understanding of selling capital research equipment to industrial, academic, governmental and military market and ability to advise the team on the nuances related to the funding and purchasing processes
  • Aerosol Science, Atmospheric Monitor, Indoor and Outdoor Air quality, Experimental Fluids Mechanics, Filtration, and R&D Equipment and/or Laboratory Services
  • Familiarity and participation in associations affiliated with aerosol and fluid mechanics communities (i.e. AAAR, DFD-APS, AIAA, ASME, etc.) highly valued
  • Working knowledge of developing and executing effective sales distribution strategies for channel partners preferred
  • Familiarity with OEM account management, and the ability to develop long term strategies to foster B2B relationships preferred

EOE/M/W/Vet/Disability

TSI provides trusted measurement, application guidance, and data analytics solutions that enable our global customers to make informed decisions. We are creating a better world by helping protect people, products and the environment, as well as by optimizing research and industrial processes.

Nearest Major Market: Minneapolis
Job Segment: Sales Management, Engineer, ERP, Outside Sales, Sales, Engineering, Technology

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