Regional Sales Manager (ISO)

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POST DATE 9/7/2016
END DATE 11/11/2016

National Technical Systems Springfield, MA

Springfield, MA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree



"At NTS we believe our success comes from enduring, value-added relationships with our clients and our employees. We believe that the utilization of best practices delivered by a motivated and prepared workforce will allow us to provide awesome customer service and achieve the financial success all of our stakeholders deserve. "

NTS is constantly looking for the best technical talent for positions at our offices and laboratories located throughout the US, Canada, Europe and Asia. The NTS culture is one that treats each employee as a key part of the puzzle that makes us who we are.

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Reference ID: NQARSM2016
Title: Regional Sales Manager (ISO)
Location: Springfield, MA
Position Type: Permanent



NQA ISO Registrar (an NTS Company) is seeking a Regional Sales Manager in its Eastern Region. You can work remotely from any of the following locations: Detroit MI, Hartford CT, Providence RI, Washington DC, Nashua NH, Springfield MA, Newark NJ, Philadelphia PA, Richmond, VA or Cleveland, OH. The RSM will generate new business within the assigned region using proven sales methodologies and best practices. The Regional Sales Manager (RSM) will be the primary business contact for new customer opportunities within the region. The RSM will work cooperatively and effectively with sales, operations, marketing, and external influencers to achieve revenue goals and improve the organization's market position, offers, opportunities and profile. The RSM will build key relationships, identify new business opportunities, and collaborate with others in the organization to negotiate and close new deals. Please read the required experience below.

Responsibilities include but are not limited to:

Grow Sales and Actively Develop New Business Opportunities

* Achieve Sales Goals:

* Actively follow up and qualify leads from online, business units, auditors, and consultants

* Grow pipeline by generating other opportunities through additional sales activities

* Convert and close opportunities using a consultative/experiential selling approach

* Drive pipeline growth/movement according to sales best practices

* Provide accurate forecasting; prepare action plans and schedules to identify specific sales targets and to estimate number of contacts needed to reach goals

* Convert technical offerings into business value; identify sales prospects - follow up on these and other leads/accounts using proven sales methodologies and processes

* Collect necessary information from prospects for a quotation/proposal and then follow up with continued communication and strategy to win the sale - including communications by phone, by email and, if it meets a set criteria, by performing on-site sales visits

* Provide the BD Associates with the information required to develop an accurate quote

* Take the lead role for assigned RFPs:

* work with internal resources to gather necessary/relevant information

* coordinate with the technical Business Units for verbiage to differentiate our response

* take responsibility for writing, positioning & submitting a winning response

* prepare presentations when appropriate for potential customers

* Capture perception impacts on operational and business areas for needed improvements

* Develop relationships that result in new leads

* Develop strong relationships with existing ISO consultants and recruit/vet new consultants that align with NQA s values with the goal of increasing new business leads

* Work cooperatively with other regions, inside sales, and the technical business units on lead and opportunity development

Effectively Utilize NQA s Sales Tools and Processes

* Proactively and persistently utilize the company s CRM to manage pipeline

* keep notes, emails, and activities with leads/customers up to date

* actively manage follow up activities, schedules, and alerts

* Ensure all data in active lead files are accurate, up-to-date, and maintained

* Utilize the tools within the CRM to communicate effectively

Promote Company Culture and Image Projection

* Ensure image projection is aligned with organizational goals in the sales process with a focus on:

* technical expertise

* consultative style

* customer service

* Interface with quality/industry groups and professionals both in person and in online forums to create an experiential correlation representing NQA as technically competent and customer driven

* Research and analyze prospective customer or market targets

* Attend and contribute to sales-related meetings as required (virtual, if remote)

* Provide input as requested for the sales & marketing plan and regional budget/activities

* Participate in tradeshows and conventions/events in assigned region and support other regions nationally on average 4-6 times/year

Required Skills/Education/Experience:

* Must be eligible to work in the US without sponsorship and able to pass a drug test and DMV and background check

* Must be familiar with ISO

* Must have 5+ years outside B2B relationship sales experience, including selling either ISO auditing services OR selling into a manufacturing or services company that is ISO compliant (i.e., Medical Device, Biotechnology, High Tech, Automotive, Telecom) OR must have experience working in an outside sales capacity for a company that is ISO compliant

* Must have experience selling in a technical environment to large multi-site global organizations, small companies, and governments

* Must be able to travel 40%

* Consultative selling approach and mindset ability to offer perspective and suggestions based on business/industry knowledge that is seen as a value to the prospect; technically oriented

* Ability to facilitate and arrange high level meetings, build pipelines and execute business

* Proven use of sales processes, methodologies, and best practices to drive and close new business

* Positive attitude, multitasking, and great interpersonal skills team driven

* Professional oral, presentation, and outstanding customer service skills

* Ability to work both independently and in a team environment with minimal direction

* Must possess strong negotiation skills and have the ability to manage contractual arrangements

* Must be detail oriented, demonstrate problem solving ability and strong organizational skills

* Ability to converse in relatable terms with C-level prospects

* Ability to communicate technical information as relevant to business solutions

* Proficient at desktop computer, company information systems

* Strong Sales, CRM, pipeline management, follow up, and closing skills

* Excellent verbal and written communication, interpersonal and interaction skills

* Must have a cooperative attitude and be a solid team player at all times

* Working knowledge of CRM sales tools such as SalesForce

* Sandler and/or Miller Heiman Sales Training

* Manage travel and expenses within the approved budget

* Other duties as required

Desired Skills/Education/Experience:

* Sales Training/Certifications (Miller Heiman, Sandler, etc.)

* ISO Lead Auditor Trained/Certified

* Bachelor s degree is highly desired

Policy Statement:

It is the policy of NTS to offer Equal Employment Opportunity to all individuals without regards to race, creed, ancestry, color, sex, sexual orientation, gender identity, marital status, age, national origin, physical