Territory Sales Manager

GOEBEL FIXTURE COMPANY; United States; Remote; USD 66,000 - 99,000; Full time

Job summary

GeoComm is seeking a Territory Sales Manager in the United States to drive profitable sales growth within an assigned territory. You will leverage a consultative selling approach, establish trusted advisory relationships, and collaborate with channel partners to close opportunities.

Key responsibilities include owning the sales territory, developing strategies, forecasting, and maintaining NetSuite data for accurate pipelines. Travel within the Western U.S.

Qualifications

• Education: Bachelor’s degree in Business, Marketing, GIS, or related field.
• Experience: 5+ years in the public safety communications industry and 2+ years in sales.
• Knowledge: Thorough understanding of GIS principles and technologies.

Responsibilities

• Owns and manages the assigned sales territory with accountability for results.
• Develops and implements comprehensive sales strategy within the state territories.
• Maintains NetSuite database for pipeline forecasting and accuracy.
• Builds relationships with state, regional, and local stakeholders; collaborates with channel partners.

Skills

Consultative selling

Relationship building

Sales forecasting

Public safety awareness

Education

Bachelor’s Degree in Business, Marketing, GIS, or related field

Tools

NetSuite

CRM software

MS Office (Word/Excel/Outlook/PowerPoint)

Job description

GeoComm does not use artificial intelligence or automated decision-making systems to make employment selection decisions without human oversight. All hiring decisions are madebyhumanrecruitersandhiringmanagersbasedonjob-relatedqualifications,skills, experience, and other lawful employment criteria. If our use of technology in the recruitment process changes in a material way, we will update this notice accordingly.

The Territory Sales Manager (TSM) has the primary responsibility of driving profitable sales growth by meeting or exceeding sales goals through new accounts acquisition and withpartnerdrivensaleswithinanassignedterritory.ItisexpectedtheTSMwillexhibita consultative selling approach, establishing him or herself as a trusted advisor to the customer in the recommendation of GeoComm’s products and services.

TSMactivitiesalsoincludelearningandstayinginformedonindustrytrends,NENANG9-1-1 standards, assigned state regulations and directions regarding NG9-1-1 strategic plans and funding, keydecisionmakersand influencersforNGand GISstrategicplanningineach assigned state, the GeoComm product and service portfolio, learning and following a comprehensive sales process, updating and managing sales pipeline information, participatingin sales forecasting, and sales planningin collaborationwithSales Associates. Some selling activity with existing accounts can be expected when it is determined that an opportunity managed by a Sales Associate requires on-site attention by a TSM for closure

EssentialJobDutiesand Responsibilities

1. TerritoryOwner/ Manager

· Responsibleforcoveringassignedterritorytakingfullownershipandaccountability for sales results.

· Showsahighlevelofownershipfortheirbusinessandisadeptatselling solutions.

· Actsasleader,influencerandactivatorwithinternalandexternalkeystakeholders to achieve results.

· Actswithresiliencyintherelentlesshuntfornewsalesopportunitiesandgenerates profitable sales by selling solutions that meet customer’s needs.

· Prepares,presentsandownsthebottomupsalesplanningprocessfortheassigned territory.

· BuildsstrategicrelationshipswithState,Regional,andlocal stakeholders.

· Knowsandunderstandscompetitionandstrategicallyandeffectivelypositions GeoComm against the competitors.

· Asterritoryowner,utilizesmosteffectchannelstrategy,eitherdirectorchannel partners to provide solutions to meet customer’s needs.

· Develops strong relationships with channel partner sales teams, builds joint sales strategies,andsupportspartner-leadsaleseffortstosellGeoComm’sproductsand services.

· Thisincludesactivitiessuchascustomermeetingsupport,demonstrationsupport, proposal support, etc.

· Whennecessary,escalateschannelconflictissuestoVPofSalesinaneffortto minimize and eliminate partner related issues.

3. Sales Strategy

· Developandimplementcomprehensivesalesstrategyforeachassignedstatewithin the assigned territory.

· Thesalesstrategywilladdressnewbusinessgenerationactivitieswithanemphasis on targeted segments.

· WorkingcloselywiththeVPofSalesandthemarketingteamtocreateastrategyto maximize GeoComm’s presence, brand awareness, and visibility with public safety and GIS entities at the state, local, and regional levels.

· Gainsintimateknowledgeofeachoftheirtargetedstatesincludingbutnotlimited to state funding, regulations, tariffs, strategic plans, key stakeholders, etc.

4. IndustryExpertiseand Knowledge

· Be a student of the industry gaining knowledge and understanding of the industry changes, including industry standards (existingand developing), industry trends in GIS,dispatchmapping,andNG9-1-1deploymentsincludingtransitionalstepstofull NG9-11, competitor’s solutions and positioning in the market, key GeoComm customers and solutions.

· Gain and understanding of challenges facing customers, how industry leading customersareaddressing/managingchallengeswithgoaltopositionselfand GeoComm as industry leaders and experts.

· Positionsselfasanexpertthroughpresentationsatlocaland nationaltrade shows.

5. ProductandServiceKnowledgeand Application

· LearnsthefulllineofGeoCommproductsandservicesincludingfeatures,benefits, pricing, intended use, value proposition, and competitive position.

· Studiesinformationprovidedbyproductmanagementandmarketinginatimely manner until mastered.

· Workswithactualproducts(demonstrationsuite)toestablishandmaintain competence in demonstrating and use.

· Developsakeenunderstandingofhowtheproductsandservicessolvecustomer business problems.

· Reviewofcompetitorinformationtobeabletocompareandcontrastthemwith GeoComm products and services.

· Exhibitsthe following:

o UnderstandingofallGeoCommproductsand services

o Abilitytoexecutepresentationsanddemosforallproductsand services

o Abilitytoassessclient/prospectneedsandrecommendoptimalcombinationsof products and services to solve client/prospect problems

6. DevelopandMaintainNetSuiteDatabase; Forecasting

· Manages the opportunity pipeline within their assigned territory and ensures currentmaintenanceofinformationtothegreatestlevelofaccuracyandtimeliness possible for all assigned accounts, leads, contacts, and critical opportunity values (sales stage, value, close date).

· Ensuresthecriticalopportunityvaluescontributetoreliablesalesforecasting; participates in the sales forecast process as required.

· Utilizesafunnelapproachaspartofthesalesprocesstomoveaprospectthrough the pipeline to close.

7. Proposal Development

· Actively participates in the proposal development process through submission of proposal requests containing complete and accurate information, follow-up with customersasneededforadditionalinformation,coordinationwiththirdparties,as necessary, and prompt delivery and explanation of resulting proposals to the customer.

· Ataminimum,collaborateswiththeassignedSalesAssociate(SA)inthefollowing ways:

o Targetedcampaignsthroughouttheterritory.Generally,thiswillinvolvetheSA coordinating on-site introductory meetings between the customer and TSM.

o Upsell and cross-sell opportunities for existing accounts that require on-site attentionbyanTSMforclosure(opportunitiesmustmeetapredefinedcriterion as established by the VP of Sales).

o ProvidesupportinginputtowardsSAsalesplansforexisting customers.

o WorksinconjunctionwithSAtoensurecurrentstatusofGISandNG opportunities targeted states within assigned territory.

o EnsuringcustomerneedsaremetsatisfactorilyandensuringGeoComm’s presence in assigned territory is meeting the company’s standards and expectations.

9. ClosedContractTransitiontoProject Team

· Participatesintransitioningclosedcontractstotheassignedprojectteam.Provides assistance when requested by the project team during implementation and project close out.

· Participatesinregularone-on-onediscussionswithmanager,andinteamand department meetings, as required.

· Performsotherdutiesasrequested bytheVicePresidentof Sales.

· Functionsasateammemberbyassisting,supporting,andencouragingother employees in any way possible.

· Improvesselfinanywaypossibletoenhancejob performance.

· Performsrelatedworkasrequired,willinglyand eagerly.

· Meetsdeadlines as required.

· Regular,predictableattendanceisanessentialfunctionofthis position.

· PromotestheCompany,itsMission,CoreValues,programs,andachievementstothe public and other employees.

Core Values:

· ContinuousImprovementand Innovation

· Prioritized Urgency

· Empowered Accountability

MinimumJob Requirements:

Educationand Experience

· Education:Bachelor’sDegreeinBusiness,Marketing,GIS,orrelated field

· RelatedExperience:5+yearsinthepublicsafetycommunications industry

· 2+yearssales experience

· PhysicalDemands:Abilitytolift30pounds(laptopandprintedsales materials)

Knowledge,Skills,and Abilities:

• · Demonstratestrongwrittenandverbal communication.
• Upholdthehigheststandardsofintegrity,confidentiality,andethicalbusiness conduct.
• · Operateswithastrongbiasforactionandexternal engagement.
• · Takesownershipofoutcomes,notjust inputs.
• · Challengesassumptionsandpushesforclarityand decisions.
• · Improvesselfinanywaypossibletoenhancejob performance.

Knowledge,Skills,and Abilities:

· Experienceinconsultativesellingpublicsafetycommunications-relatedproducts andserviceswithinlocalandstategovernmentmarketswithaprovensalestrack record.

· Current presence, prior or existing professional experience, and established relationshipsinthepertinentsalesterritorywithlocal,state,andcommercialpublic safety communications stakeholders.

· ThoroughunderstandingoffundamentalGISprinciplesandtechnologies,andthe application of GIS technologies in public safety communications technically and operationally.

· Thoroughunderstandingofthetechnicalandoperationalaspectspublicsafety communications, in general.

· Abilitytoestablishandmaintaineffectiveworkingrelationshipswithlocal,state, and commercial public safety communications and GIS stakeholders.

· Excellentverbalandwrittencommunicationsskills.Abilitytoarticulateandconvey concise messaging internally and externally.Ability to form and deliver persuasive arguments.

· Proficiencywithbusinessenablementtechnologysuchasuseofremoteoffice connectivity via VPN, smart phone usage, and software (e.g., MS Word, Excel, Outlook, and PowerPoint).

• · Abilitytoworkeffectivelyunsupervisedinaremoteenvironment(e.g.,home office).

· Abilitytoworkeffectivelyindependentlyandinteamenvironments.

Compensation:Competitive base salary + sales bonus plan

Salary Range-$66,000-$99,000

Theabovestatementsareintendedtodescribethegeneralnatureandlevelofwork being performed by people assigned to this job. They are not to be construed as an exhaustive list of all job duties performed by the personnel so classified.

EEO Statement:

Geo-Comm is an equal opportunity employer and does not discriminate in hiring or employmentonthebasisofrace,creed,color,religion,sex,nationalorigin,citizenship status,age,disability,maritalstatus,familialstatus,sexualorientation,veteranstatus, public assistance status, or any other status protected by applicable law.

Requirements

Location Requirement: This is a remote position supporting GeoComm’s Western U.S. sales territory. The selected candidate must reside within the assigned territory by their start date and be available to work hours aligned with the Pacific Time Zone. Regular travel throughout the territory will also be required

• Must reside within the assigned Western U.S. sales territory and work a schedule aligned with Pacific Time business hours.
• Must be able to travel throughout the assigned territory as business needs require.