Senior Enterprise Sales Manager - United States

Kamstrup is a Danish technology company and one of the world’s leading manufacturers of intelligent water metering solutions. They are seeking a Senior Enterprise Sales Manager to enhance growth objectives through the development of new business relationships with water utilities in North America.

Responsibilities:

• Managing a portfolio of accounts to achieve long-term success
• Developing positive relationships and handling customers’ needs
• Generating new sales using existing and potential customer networks
• Managing sales activity to enhance company revenue, improve profitability, and increase market share
• Meeting budgeted sales and cost goals
• Tracking sales goals and reporting results with a consistent cadence
• Utilize and keep up to date tools like CRM. Strategically segment, prioritize and manage your account portfolio
• Educate the marketplace through Lunch and Learn events, and when possible, presenting to industry conferences
• Working with Marketing on lead generation
• Developing your target utility accounts through education, a defined and unique differentiated solution, and customer guidance through the purchasing process
• Understand the marketplace and how our ideal focus customers relate to our products and services
• Up to 80% travel is required
• Annual sales budget for the territory to be met and/or exceeded
• Monitor sales costs to meet budget expectations
• Formulate strategies for maximizing Kamstrup’s sales potential
• Develop and implement account plans to maximize the value of the account
• Develop exceptional knowledge of the account and being well versed in the account’s problems, goals, needs and issues
• Suggest actions to improve sales performance and identify opportunities for growth
• Build strong relationships with the account’s stakeholders
• Position Kamstrup for sales opportunities by influencing specifications
• Oversee the proposal development process ensuring proposals meet prospect’s key issues, needs, and requirements
• Lead conflict resolution in a timely manner
• Report on the status of accounts and transactions
• Set and track sales account target activity (e.g., quarterly sales results and annual forecasts)
• Facilitating contract negotiations
• Coordinate the efforts of the support teams that serve the account
• Good understanding of the water measurement market and the lengthy sales process involved with utility providers
• Confident ability to have C-Suite conversations and provide well written executive summaries
• Background in working and influencing engineering and consulting firms
• Ability to work with public officials and stakeholders outside of the utility
• Knowledge of non-revenue water loss and the ability to articulate our ALD solution and how it brings value in reducing a utility's operating expenses and environmental goals i.e. not solely a meter to cash sale
• Background in speaking at conferences
• Ability to sell into large accounts through approaching different stakeholders and articulate the value proposition based on that stakeholders interest
• Ability to look through CAFR statements and utility annual reports in order to gain understanding of that particular utility's challenges and create a solutions sales approach that is tailored to that particular utility
• Knowledge of state legislation that addresses water loss and/or carbon footprint reduction requirements and how would you incorporate our solution into a winning sales strategy to help that customer be compliant

Requirements:

• Managing a portfolio of accounts to achieve long-term success
• Developing positive relationships and handling customers' needs
• Generating new sales using existing and potential customer networks
• Managing sales activity to enhance company revenue, improve profitability, and increase market share
• Meeting budgeted sales and cost goals
• Tracking sales goals and reporting results with a consistent cadence
• Utilize and keep up to date tools like CRM. Strategically segment, prioritize and manage your account portfolio
• Educate the marketplace through Lunch and Learn events, and when possible, presenting to industry conferences
• Working with Marketing on lead generation
• Developing your target utility accounts through education, a defined and unique differentiated solution, and customer guidance through the purchasing process
• Understand the marketplace and how our ideal focus customers relate to our products and services
• Up to 80% travel is required
• Annual sales budget for the territory to be met and/or exceeded
• Monitor sales costs to meet budget expectations
• Formulate strategies for maximizing Kamstrup's sales potential
• Develop and implement account plans to maximize the value of the account
• Develop exceptional knowledge of the account and being well versed in the account's problems, goals, needs and issues
• Suggest actions to improve sales performance and identify opportunities for growth
• Build strong relationships with the account's stakeholders
• Position Kamstrup for sales opportunities by influencing specifications
• Oversee the proposal development process ensuring proposals meet prospect's key issues, needs, and requirements
• Lead conflict resolution in a timely manner
• Report on the status of accounts and transactions
• Set and track sales account target activity (e.g., quarterly sales results and annual forecasts)
• Facilitating contract negotiations
• Coordinate the efforts of the support teams that serve the account
• Good understanding of the water measurement market and the lengthy sales process involved with utility providers
• Confident ability to have C-Suite conversations and provide well written executive summaries
• Background in working and influencing engineering and consulting firms
• Ability to work with public officials and stakeholders outside of the utility
• Knowledge of non-revenue water loss and the ability to articulate our ALD solution and how it brings value in reducing a utility's operating expenses and environmental goals i.e. not solely a meter to cash sale
• Background in speaking at conferences
• Ability to sell into large accounts through approaching different stakeholders and articulate the value proposition based on that stakeholders interest
• Ability to look through CAFR statements and utility annual reports in order to gain understanding of that particular utility's challenges and create a solutions sales approach that is tailored to that particular utility
• Knowledge of state legislation that addresses water loss and/or carbon footprint reduction requirements and how would you incorporate our solution into a winning sales strategy to help that customer be compliant