Mgr, Sales

Forrester Research•Chicago, MA

17h

About The Position

The Sales Manager leads a team of seven to eight individual sales professionals and ensures that each team member's activity, development, and bookings goals are planned and met on a monthly and quarterly basis. The Sales Manager ultimately drives sales by focusing the team on large enterprise B2B accounts from verticals such as Oil & Gas, Utility, Manufacturing, Transportation and Logistics, Construction and Business Services. This individual drives the sales activity for Forrester's products into target client companies by partnering with marketing and business technology professionals.

Requirements

A bachelor’s degree.
Eight years of sales experience, with a minimum of three years of first-line sales management experience.
Proven experience managing large accounts, achieving revenue goals, and managing sales strategies.
A strong track record of sales management in both sales target attainment and people/team development.
Strong, high-level relationship skills.
Demonstrated success in designing and implementing tactical sales initiatives through data and empirical analysis.
The ability to thrive in a team selling environment.
Coaching and mentoring skills.
The ability to grasp and absorb new concepts quickly (such as rapid advancements in the business technology industry).
Strong prospecting, needs analysis, negotiating, and closing skills.

Responsibilities

Achieve overall team sales goals.
Coach and motivate individual team members.
Develop team members for current and future opportunities.
Hire and develop new team members for future growth.
Analyze sales forecasts, pipelines, and data.
Collaborate with other Forrester departments and sales teams to enrich business.
Maintain the proper product mix ratio.
Utilize Forrester’s CRM system (Salesforce) and sales methodology.
Act as a role model and leader within the sales organization.
Promote a can-do culture and positive environment, advise reps on accounts, answer questions, and provide assistance when necessary.
Make presentations to clients and prospective clients regarding Forrester’s products and services.
Assist with presentations when necessary.
Manage the region as a business with appropriate expense and budget controls.
Travel with the sales reps for coaching opportunities as well as client engagement and feedback.