The Regional Sales Manager position is knowledgeable in Business to Business (B2B) selling, and uses training and expertise in the cultural industry or a similar industry to develop new customers in the Midsize Target Customer market segments. Personnel in this role have prior experience as individual sales contributors working in B2B sales, and can use their skills and experience to develop and manage new customer relationships and generate sales. The focus of the position is on developing new customers to identify new opportunities for Antenna products and services.
The incumbent would be based in the Atlanta, Dallas or Houston area, and would mainly handle the Southern US territory.
Travel Requirements: Remote employee must be able to travel up to 50% of the time.
Key Responsibilities:
Call on Arts & Culture institutions, Historic venues, Religious sites, and other venues to facilitate the sales of tour packages, tour equipment, content, consulting and other related products and services.
Provide sales support and account management to new Antenna customers during the initial roll out of their initial purchase until the account has been successfully transitioned to an Antenna Account Manager.
Input information regarding sales activities and sales pipeline in Antenna’s Salesforce.com system to ensure accountability and management awareness.
Work with Antenna Marketing, Digital Media, Finance, Operations, and other departments to transact business with new customers.
Conduct sales prospecting and lead management activities within assigned Territory to identify and qualify new business opportunities.
Utilize the Company’s sales process, sales methodology and CRM tools to conduct daily business activities.
Produce sales pipeline reports and perform sales forecasting for assigned Territory to achieve annual revenue quota.
Education and/or Experience:
Bachelor’s Degree required. Minimum of 3 to 5 years of B2B sales experience as an individual contributor required. Cultural industry experience required.
Knowledge of museums and cultural institutions including Educational solutions.
Fluency in English required.
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Prior demonstrated experience as an individual contributor on one or more B2B sales team(s). Track record of consistently selling $2+ million annual revenue.
Knowledge of CRM (especially[[http:Salesforce.com|Salesforce.com]]) as an individual contributor is preferred.
Formal sales training from a professional sales training organization.
Prior experience and exposure to B2B sales models in industries focused on medium to large business customers, such as Public Sector, travel/hospitality, or telecommunications. Cultural industry experience helpful but not required.
Experience with sales of products and services requiring long sales cycles, RFP’s, and extensive contract negotiations preferred.
Experience with marketing lead generation programs, business promotions, and marketing initiatives used with typical sales efforts.
Has experience inputting customer and sales pipeline information into a CRM system (especially[[http:Salesforce.com|Salesforce.com]]), and can produce a sales pipeline report.
Previous “hunting” experience indicating familiarity with sales prospecting methods and tools, including cold calling scripts, presentations, and other methods and tools. Demonstrated capture of three to five new accounts per year.
Strong oral and written communication and presentational skills.
Must have excellent word, PowerPoint and excel skills. Must be fluent in[[http:Salesforce.com|Salesforce.com]] or a similar CRM based solution.
Familiarity with social media tools, such as Facebook, Twitter and online direct marketing a plus.
The Position Description provides an overview of the main role and responsibilities of this position. However the position is liable to change over time and as such the company retains the right to amend the role and responsibilities of this position as it sees fit.
How to apply
Please send cover letter and CV/resume to jobs@antennainternational.com ensuring you refer to the job title in the email header.