Sales Manager – Los Angeles

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About Varsity:

Varsity is a technology consulting and IT managed service provider serving companies throughout the San Francisco Bay Area. Our clients span educational institutions, non-profits, healthcare, mission-driven businesses. IT can be a challenging job, but at Varsity you’ll be able to work together to do good every day. We are proud to be 100% based in the USA and a B-Corporation focused on making life better for our employees, their families, our clients, our community and our environment through performance, transparency and accountability. When you join us, you will be a part of that purpose. You will work with great people who care about what they do, who bring a positive attitude to work, who like to have fun, and who enjoy making an impact.

Varsity is looking for a motivated, professional, and organized Sales Manager to grow, develop and manage a sales team in Los Angeles and San Francisco.  This individual will be responsible for enhancing sales productivity and driving profitable growth through building, coaching and developing the sales team, identifying and advancing growth opportunities, and the execution of customer-specific sales strategies.  The individual successful in this position will also gather and bring insights to the management team on sales team activities, market trends, customer feedback, sales results, and forecasts to direct future strategies for continued growth.  This person will be responsible for expanding this team as the company grows.

Primary Duties and Responsibilities

The following are the various duties and responsibilities for the Sales Manager:

Building the Sales Team

  • Managing the selection process for creating and growing the sales team by:
  • Managing the onboarding process for getting new sales reps to productivity by:
  • Being responsible for staffing hiring/firing recommendations and needed changes

Sales Strategy

  • Making recommendations to management on strategic direction for continued and future growth including approach, territory planning, and identifying new growth areas
  • Developing and prioritizing key sales initiatives as well as establishing goals for the sales team
  • Anticipating, providing, and help prioritizing needed sales resources for a growing sales
  • Creating and adjusting the account plan structure as team members are added

Coaching and Developing the Sales Team

  • Communicate and execute a strategy for the sales team
  • Providing face-to-face support by coaching and mentoring new and existing sales team members to ensure the team is capitalizing on opportunities
  • Driving opportunistic business opportunities by:
  • Demonstrate proficiency and ability to provide feedback and coach the sales team members, specifically related to:
  • Drive revenue growth and protect core business by managing the sales team and their ability to:
  • Ongoing development of the sales team

Managing the Customer Experience

  • Collaborate with Director of Services on Customer Experience initiatives and deliverables
  • Ensuring the entire sales team works effectively with customers to deliver a great, consistent customer experience
  • Visiting targeted accounts
  • Proactively managing customer satisfaction and service delivery by understanding customer service problems and monitoring customer satisfaction
  • Exude credibility with customers when traveling with team members in the field
  • Support team members with developing and closing deals by and other means

Planning and Accountability

  • Ensuring the sales planning process is followed consistently and effectively to:
  • Holds sales reps accountable for:
  • Providing framework for forecasting and reporting, and ensures the entire sales team is using it consistently
  • Specifying key account expectations
  • Implementing pricing standards, and establishing sales authority and decision-making boundaries for the team

Revenue Generation / Selling /Growth

  • Strong hunter mentality and ability to leverage their network
  • Demonstrating proven lead generation strategies to uncover opportunities, identifying key stakeholders, and generating meetings
  • Effectively qualifying opportunities that fit the company’s criteria for ideal customer and ideal projects with the ability to walk away from unprofitable business opportunities
  • Researching each opportunity and effectively uncovering each customer’s current situation, desired situation, business drivers, application needs, and decision-making processes to fully understand what they need in order to recommend the best solution
  • Identifying and presenting programs that are value-added, cross-selling and upselling to increase the size of the deal and allow for additional and recurring sales
  • Creating and implementing sales strategies based on the information uncovered during discovery and drawing actionable conclusions
  • Creating a sense of urgency to close opportunities
  • Effectively overcoming objections

Systems and Processes

  • Establishes a sales operating system “rhythm” in which the sales organization works well including:
  • Monitor and manage leading and lagging indicators to regularly track sales progress
  • Utilize sales tools and develop systems expectations including reporting
  • Develop and manage compensation and incentive plans that drive growth and quality
  • Create and maintain new hire sales training and onboarding
  • Provide pipeline and forecasting internally to team and to company
  • Work with the CEO, finance, and services team to help set service and product pricing targets

Compensation and Benefits

Varsity is offering a competitive compensation program, allowances, and benefits package.

  • Market competitive base salary and bonus structure
  • Benefits include medical, dental, 401(k), Paid Time Off (PTO), holidays, life insurance, and disability insurance
  • Company laptop, travel and expense reimbursement, and smartphone allowance

Minimum Qualifications

  • Minimum of 3 to 5 years of sales experience
  • Minimum of 3 years of sales management experience
  • Bachelor’s degree preferred
  • The right candidate will also possess the following competencies and skills:
    • Successful experiences and ability to drive and develop company growth
    • Strong selling skills and relationship building at multiple levels
    • Ability to create and execute a sales plan
    • Strong interpersonal skills and ability to excel in a team-oriented atmosphere
    • Basic technical aptitude
    • Proficiency in Microsoft Office for preparing their own materials and reports
    • Excellent communication skills – verbal, written and listening

Physical Demands

The physical demands and environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • The ability to travel locally, regionally and if necessary nationally
  • General office environment in which this position includes periods of telephone and computer work that may require sitting for periods of time

Varsity Technologies is an equal opportunity employer looking to develop a diverse workforce that shares in our corporate and community values. In accordance with applicable law, Varsity Technologies does not discriminate in hiring or otherwise in employment on the basis of race, color, religion, sex, national origin, age, marital or veteran status, disability, sexual orientation, or any other legally protected status. We offers a high-quality benefits package, 401(k) plan, and an array of work/life benefit options.

EOE/AA/Vets

 

Please apply by following the instructions here: https://workable.com/j/F46C45DFFE

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