Tuesday, April 4, 2017

West Coast Sales Director - Northern California - Job #5259

West Coast Regional Sales Director

Our client is a software company that develops and markets product cost management software. While fairly young, the company has more than 100 "marquee" customers and has successfully delivered it's solutions to 50 of the largest manufacturing firms in the country. Due to the increased demand and successful penetration into a variety of key accounts, a new position has been created for the Regional Sales Director. This position is a highly compensated position. Sales leads are provided by the inside sales team. Typical deals are valued in excess of $200K.

The software and services generate hard-dollar product cost savings for discrete manufacturing organizations. Using our client's real-time product cost assessments, employees in sourcing, manufacturing and design engineering make more-informed decisions that drive costs out of product's pre- and post-production. Manufacturers launch products at cost targets, maximize savings in re-work projects and never overpay for sourced parts. As a result, customers significantly reduce product costs and measurably improve overall financial performance.

The Sales Director is responsible for closing cross-organization, enterprise-level orders using a value selling approach. The majority of sales activity will be in pursuing new customers, but expanding revenue in existing accounts will also be an area of focus.

• Responsible for selling software solution to new and existing accounts
• Ideal background includes calling on High Technology, Contract Manufacturing, Electro/Mechanical or related
• Responsible for achieving assigned sales goals for customers in a defined geographic territory
• Orchestrate a team selling approach: coordinate resources from marketing, professional services, engineering and product management to facilitate obtaining new business
• Professional qualification of prospects and target accounts (e.g. solution match, demand analysis)
• Identification, review and evaluation of customer requirements (e.g. costing process analyses, software requirements specifications)
• Execution of customer presentations, discovery workshops and solution demos
• Draft and communicating customer-specific value propositions and implementation scenarios

Required Skills and Experience
• College Degree
• Expertise in Enterprise (cross-organization) software sales with at least 5+ years of experience
• Strong track record in sales
• Experience selling Enterprise Software Solutions that impact multiple disciplines; strong at Value Selling at the Executive Level
• Consultative approach; very good communication and presentation skills; independently driven, results-oriented approach to work
• Demonstrated ability to research & understand a prospect's business objectives and create tailored solution proposals based on these objectives
• Ability to travel throught the Western Region

Optimal Skills and Experience
• Experience managing complex global accounts
• Proven track record selling enterprise software solutions into Hi-Tech verticals
• Background/education in Design Engineering/Cost Engineering/Manufacturing Engineering
• Thorough knowledge about business processes and systems applied in product costing
• Experience with should cost estimating for common manufacturing technologies and/ or (cash flow-based) business case calculation
• User experience with costing systems (e.g. spreadsheets, ERP) and high affinity for IT systems
• Success at selling both PLM and ERP systems


For more information, email info@systemsresearchgroup.com or phone (760) 436-1575

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