Sales Manager, New Customer Acquisition: Industrial Markets

Company Name:
TESSCO Technologies
Sales Manager, New Customer Acquisition: Industrial Markets
Tracking Code
Job Description

TESSCO is the Total Source for building, using and maintaining wireless broadband voice, data and video systems. TESSCO s New Customer Acquisition Team is made up of self-motivated sales professionals who are an integral part of our dynamic company. As theSales Manager of Business Development Executives the Industrial Marketsyou will be responsible for leading a team that is targeting new business, communicating TESSCO s value proposition and understanding the customers business.
You and your team will be challenged to develop a deep understanding of New TESSCO Customers. The team will be required to fully discover, document and profile accounts in order to deliver the best possible TESSCO buying experience.

Personal AccountabilitiesInclude:
Lead, recruit and develop a team of Customer Acquisition Sales Professionals (Hunters) responsible for the acquisition and development of new accounts.
Develop a full Pipeline of business that meets or exceeds the TESSCO performance goals.
Engage team weekly as a group and individually to ensure progress towards goals, communication of key strategies and reinforcement of TESSCO NCA accountabilities.
Ensure "Total Solution approach to TESSCO sales process and presentations within the multiple markets.
Increase quarter/quarter "cross sell performance across all accounts.
Co-Manage Top 10 target accounts per quarter and work closely with the assigned BDE to acquire and develop.
Work cross functionally with TESSCO s Line of Business (LOB) leaders to ensure Energy Segment product requirements are identified and prioritized with their respective lines.
Develop a Quarterly Segment Penetration Strategy in tandem with the Vice President of New Customer Acquisition to ensure quarterly performance.
Collaborate with TESSCO Strategic marketing to develop segment specific campaigns.
Maintain a product and solution training calendar to ensure team is competent in new and existing TESSCO offers.

Required Skills

Technical working knowledge of the Wireless/Telecom industry systems to include: SCADA, AMR, AMI, Remote Monitoring Systems, Wireless Broadband, Modem, PTP, PTMP systems and related power systems.
Experience leading sales teams in Oil and Gas, Utilities, Manufacturing markets preferred.
Demonstrated ability to penetrate new markets and excel in the area of business development and sales performance.
Demonstrated ability to think strategically and innovate where necessary to drive performance and improvements.
Excellent written, verbal and listening communication skills.
3-5 years of Sales Management experience leading 5-10 sales representatives.
Required Experience

A Bachelor''s degree in Technology/Engineering/Science or related experience.
Ability to motivate by results and TEAM selling concepts.
Ability to travel 50%25%20of the time.
5+ years of Telecom experience in the wireless or technology industry.
Telecom experience and customer relationships across Oil and Gas, Utilities and the Manufacturing markets.
3 Years demonstrated success in New Customer Acquisition (Hunter) sales as an individual contributor.

TESSCO is an Equal Opportunity/Affirmative Action Employer. All applicants will be considered for employment without regard to race, color, religion, gender, national origin, disability, protected Veteran statusor any other characteristic protected by federal, state or local law.
Job Location
Timonium, Maryland, United States
Position Type

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