Sales Manager - Worship Production, USA

Ross Video is hiring a Sales Manager to grow its presence in the Worship Production market across the United States. The role develops business and customer relationships, manages territory plans and sales forecasts, and drives opportunities through closure.

Responsibilities:

• Responsible for proactively and aggressively growing existing and new business relationships for Ross Video based on an assigned territory of Worship Production accounts
• Develop new sales opportunities and maintain existing Worship business through the delivery of on-site and virtual sales presentations to customers and business partners through the application of the Ross Way to Sell (RWTS) methodology
• Proactively identify, prospect, qualify, and develop new opportunities within the Worship Production market through direct outreach, networking, industry events, referrals, and strategic account planning to expand Ross Video's market presence across the USA
• Create and execute an annual sales plan to accommodate vertical growth and territory goals, including annual quota retirement and meeting monthly order targets
• In conjunction with the Director of Sales, Canada and Institutional Markets (USA), this role manages the Sales forecast analysis and reporting for the Worship accounts and prospects within their territory
• Partner closely with assigned Inside Sales Specialist and Solutions Architect to develop account strategies, qualify opportunities, coordinate customer engagements, and deliver comprehensive technical and commercial solutions that address customer requirements
• Work collaboratively with the Inside Sales Team, Channel Sales and other Sales Managers, particularly where the Worship Production customers have locally based business entities to ensure that customers are satisfied, and sales opportunities are adequately leveraged for Ross
• Build and nurture relationships with end users and business partners
• Develop and maintain sales forecasting activities and assist in setting territory sales goals with business partners
• Perform market analysis to define underlying and undiscovered customer needs and optimal pricing strategies for Worship Production customers
• Build, develop, and maintain strategic relationships with systems integrators, consultants, channel partners, and other industry influencers to expand Ross Video's presence in the Worship market
• Assists the Marketing department to develop and implement effective marketing plans that cater to the assigned strategic account portfolio and ensures that the sales and marketing of the applicable product lines follows the Ross Code of Ethics
• Serve as a subject matter expert for the Worship market by providing customer feedback, market insights, competitive intelligence, and emerging industry trends to Product Management, Marketing, and Sales Leadership teams
• Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion
• Monitors and evaluates the activities and products of Ross’ competitors and keeps up to date on industry trends and technological advancements to provide credible market insights to the broader sales team
• Travels to customer sites to conduct sales meetings and presentations and evaluate potential sales opportunities in the best interest of the North American Sales Team
• Supports the broader Sales Team’s efforts at major trade shows (e.g. NAB) and other industry events

Requirements:

• Minimum 5 years' experience in a complex sales environment, with at least 3 years in a direct sales role responsible for selling live production equipment and solutions
• Ability to position and sell integrated production workflows and solutions by aligning Ross technologies to customer operational and business objectives
• Experience selling into the U.S. market, with a strong understanding of customer buying behaviours, procurement processes, funding models, and regional market dynamics
• Demonstrated knowledge of the Worship Production market, including an understanding of the operational, technical, and budgetary requirements of churches, ministries, and faith-based organizations producing live or streamed worship experiences
• Track record of achieving sales targets and annual quota retirement
• Deep knowledge of Sales principles, methods, practices, and techniques
• Proven track record in opportunity qualification, pre-call planning, call control, and account development
• Demonstrated ability to build and maintain lasting relationships with customers and business partners
• Extensive experience in sales forecasting, pipeline management, and strategic planning
• Practical knowledge of the live production industry, including familiarity with key components used in production applications, product lines, key accounts, and competitors of Ross Video
• Demonstrated discipline in CRM management (ideally Salesforce.com), including opportunity tracking, pipeline management, forecasting accuracy, activity tracking, and account planning
• Established network and relationships within the Worship Production ecosystem, including end users, consultants, systems integrators, and production service providers, would be considered an asset