Territory Sales Manager

American National Standards Institute

35d•$90,000 - $120,000•Remote

About The Position

The Territory Sales Manager will be responsible for sales of standards collections and services to new customers, renewing existing customers, and transitioning customers and prospects toward the delivery systems best suited for their needs. They will focus on institute level growth and revenue goals by identifying opportunities to sell new emerging products for conformity assessment and accreditation within their territory, which will include the South-Central United States through Northeastern United States.

Requirements

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.

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.