MDAEdge is a company focused on specialty products and they are seeking a Product Sales Manager. This role is responsible for maximizing product portfolio share and driving revenue growth through effective sales strategies and strong customer relationships.
Responsibilities:
- Drive core product revenue and value-added revenue within one or more assigned product lines including, but not limited to:
- Complex modular structures
- Refrigerated (cold-storage) storage containers
- Clear span structures (fabric buildings and industrial tents)
- Blast-resistant modular structures
- Approximately 50% of time will be spent conducting customer visits and account development, 25% on outbound prospecting, and 25% on inbound inquiry conversion
- Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes and activations, volume, revenue, and VAP penetration
- Develop and maintain in-depth knowledge of assigned product lines
- Understand existing product applications and prospects
- Act as a point of contact for specialty customers, ensuring satisfaction with our products or services
- Leverage value proposition across portfolio and market
- Conduct market analysis and planning to identify opportunities within vertical markets with our customers and prospects
- Creatively mine for potential prospects and applications; researching target industries, understanding goals, challenges, and opportunities
- Create plans that outline objectives, strategies, and action plans for assigned portfolio and territory
- Monitor progress against plans and adjust strategies as needed
- Develop and execute product and account-specific sales strategies to achieve revenue and growth targets
- Identify upsell and cross-sell opportunities and work closely with the sales team to close deals
- Work with Local and Branch management teams to grow unit on rent, Essentials penetration, total revenue, and share of wallet while providing an exceptional customer experience
- Build and nurture strong, long-term relationships with key decision-makers and stakeholders
- Regularly engage with clients to understand their evolving needs and provide tailored solutions
- Collaborate with internal teams, including marketing, product development, and customer support, to ensure the delivery of high-quality products or services
- Communicate strategy or portfolio information and updates to relevant teams within the organization
- Collaborate with commercial and operational partners to ensure strategy awareness and the ability to execute seamlessly at the national and local level for customers
- Utilize Salesforce CRM system to track performance and manage customers collaboratively
Requirements:
- High school degree, GED or applicable experience
- 5 years of outbound sales experience focused on technical products or solution selling
- Willingness and ability to travel 25%-40% to conduct field visits with important customers (some overnight travel)
- Demonstrated professional communications (written and spoken)
- Comfort presenting at all levels of an organization including C-Suite
- Experience effectively using Microsoft Office (including Outlook, Word, Excel) and virtual meeting platforms such as Zoom, Teams, etc
- Experience cross-selling
- Experience with leasing
- Consultative, solution selling approach