Note: The job is a remote job and is open to candidates in USA. ANSI - American National Standards Institute is seeking a Territory Sales Manager responsible for sales of standards collections and services. The role involves renewing existing customers, identifying new sales opportunities, and collaborating with various departments to meet revenue goals.
Responsibilities
- Responsible for renewal and expansion of existing account base in assigned territory
- Rigorously qualify inbound and outbound leads hunting for net-new logos opportunities
- Apply consultative selling techniques, initial discovery conversations, understanding customer workflow, processes to uncover pain points. Standards management, accreditation, supplier risk, trade compliance, ESG requirements, supply chain disruption. Then articulate how ANSI can provide solutions. Standards Connect platform, content configuration, pricing and proposal negotiation, driving the sales process to signed contract
- Partner with business development, customer support, product management, and marketing to successfully meet assigned revenue and budget objectives while working toward overall customer satisfaction
- Develop and deliver tailored presentations and ROI-driven business cases to senior stakeholders including CPOs, VP Supply Chain, Procurement Directors, and Operations leaders
- Maintain accurate forecasting, pipeline hygiene, and activity documentation in CRM (Salesforce); provide reliable commit and upside reporting to Sr Director Sales
- Consistently meet or exceed monthly and quarterly new business revenue quotas
- Attend/complete assigned information security training by the designated completion date
- Read and adhere to published ISMS policies and procedures
- Report timely any observed violations of ISMS policy - or known encroachments on information security - to your department leader and/or the Information Technology Department
Skills
- Bachelor's degree or related experience required
- Five to ten years related experience in standards or publications sales
- SAAS sales experience
- Comprehensive knowledge of the standards industry a must
- Experience with sales methodology, go to market programs. (MEDDIC, BANT or equivalent)
- Excellent communication, presentation, collaboration within organizational skills
- Consultative selling process skills required
- Ability to work alone to develop sales leads and to grow the business
- Experience or education in the following: Salesforce or Microsoft CRM tools. MS Word, Excel, PowerPoint
- Experience using selling tools, LinkedIn Navigator, ZoomInfo, Apollo
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