Job overview:

A key direct sales role on the North American Sales Team, the Sales Manager - Corporate is primarily responsible for growing both existing and new business relationships for Ross Video in the corporate vertical (encompassing Finance, Healthcare, Insurance, Energy and others) either directly or through one of Ross’ designated Channel Partners. This role will manage and coordinate the sale of Ross Video products and services to Corporate customers in the USA with the support of Ross’ North American Inside Sales Team and Marketing department. The Sales Manager - Corporate is a customer-facing representative of Ross Video who directly manages a highly focused portfolio of Corporate accounts. This role is responsible for building strategic, long-term relationships with Corporate customers by conducting in-person and virtual site visits and meetings to promote the sale of Ross solutions. This is a hands-on sales position that involves developing an annual sales plan to accelerate growth of the Corporate vertical. The Sales Manager - Corporate is expected to negotiate and close sales to retire an individual quota each fiscal year. In addition to their annual quota, this role will have monthly sales order targets and will participate in sales forecasting activities, including setting sales goals with integrators and business partners, where applicable.

Who you report to: Regional Sales Director, Corporate – USA

What we offer:

Ross offers competitive salaries, comprehensive health plans, and several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, an employee share ownership program, development support, and a ton of fun social activities and events! Best of all, you will be part of the Ross Video family, and we've got an energizing environment here.

What the job is all about:

• Responsible for proactively and aggressively growing existing and new business relationships for Ross Video based on an assigned portfolio Corporate accounts as well as a target list of prospective end users (eg Fortune 1000 companies.)
• Develops new sales opportunities and maintains existing corporate business through the delivery of on-site and virtual sales presentations to customers and business partners through the application of the Ross Way to Sell (RWTS) methodology.
• Creates and executes on an annual sales plan to accommodate Corporate and individual territory goals, including annual quota retirement and meeting monthly order targets.
• In conjunction with the Regional Sales Director, Corporate, this role manages the Sales forecast analysis and reporting for the Corporate accounts and prospects within their territory.
• Works collaboratively with the Inside Sales Team, Channel Sales and other Sales Managers, particularly where the Corporate customers have locally based business entities to ensure that customers are satisfied, and sales opportunities are adequately leveraged for Ross.
• Negotiate and close sales opportunities.
• Build and nurture relationships with end users and business partners.
• Develop and maintain sales forecasting activities and assist in setting territory sales goals with business partners.
• Perform market analysis to define underlying and undiscovered customer needs and optimal pricing strategies for Corporate customers.
• Direct channel development activity in the territory in collaboration with Ross’ Channel Sales team.
• Assists the Marketing department to develop and implement effective marketing plans that cater to the assigned strategic account portfolio and ensures that the sales and marketing of the applicable product lines follows the Ross Code of Ethics.
• Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
• Monitors and evaluates the activities and products of Ross’ competitors and keeps up to date on industry trends and technological advancements to provide credible market insights to the broader sales team.
• Travels to customer sites to conduct sales meetings and presentations and evaluate potential sales opportunities in the best interest of the Corporate Sales Team.
• Supports the broader Sales Team’s efforts at major trade shows (e.g. NAB, Infocomm) and other industry events.

Who you are:

• Minimum 5 years’ experience in a complex sales environment, with at least 3 years in a direct sales role responsible for selling live production equipment and solutions.
• Track record of achieving sales targets and annual quota retirement.
• Deep knowledge of Sales principles, methods, practices, and techniques.
• Proven track record in opportunity qualification, pre-call planning, call control, and account development.
• Demonstrated ability to build and maintain lasting relationships with customers and business partners.
• Extensive experience in sales forecasting, pipeline management, and strategic planning.
• Practical knowledge of the live production industry, including familiarity with key components used in production applications, product lines, key accounts, and competitors of Ross Video.
• Experienced user of CRM software (ideally Salesforce.com.)
• Experience selling Live Production Equipment.
• Entrepreneurial mindset.
• Desire to learn and stay up to date on industry trends and technological advancements.
• Strong problem identification and objection resolution skills.
• Exceptional communication and presentation skills; written, in-person and virtually.
• Calm under pressure with the ability to work in a fast paced, dynamic environment.
• Self-motivated, with the ability to work independently in a remote work environment.
• Desire to gainfully contribute to a sales team environment.

Other:

• Valid passport and willingness to travel internationally to customer sites and/or major tradeshows and events.
• Office environment – work from home

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