Website Lexmark
The Territory Sales Manager (TSM) will be responsible for managing partner relationships and driving sales growth for variety of Lexmark channel partners in the Chicago territory. This will include managing, planning and executing all sales activities, training events, and marketing opportunities for these partners. Ultimately, this individual is responsible for achieving revenue and expense objectives for supplies, hardware, solutions, and services. Experience with calling on CDW and working with CDW is a high level preference in this role.
Primary responsibilities will include but are not limited to:
- Work directly with executive and sales teams throughout the partner organizations in an effort to grow Lexmark’s hardware install base and protect and grow Lexmark’s supplies
- Establish a strategic business plan, gain customer support, and execute plan
- Inspect sales activity: Prospects, presentations and proposals to ensure consistent and effective performance across the team
- Gain mindshare of partner sales reps and sales managers to ensure that Lexmark offerings are being positioned proactively and effectively in the SMB marker
- Deliver compelling training presentations to partner sales teams to equip reps and managers to position Lexmark products and solutions effectively
- Manage sales reporting and deliver accurate forecasts
- Develop and sell managed print services through channel partners in the territory
- Minimum expectation is to achieve team revenue objectives and profitably manage programs and P&L’s
Competencies/Experience Desired of a Successful Candidate:
- BA/BS degree preferred
- Sales Experience – 7 to 10+ years’ solution selling/direct sales experience. Proven record of top performance. Experience leading complex sales opportunities with long decision cycles
- Leadership Skills – Leadership role that requires internal peer cooperation from Lexmark employees outside of direct reports. Excellent verbal/written communication skills are required as well as organization, planning, and project management skills
- Industry Knowledge – Development of a complex outsourced solution requires a solid foundation of the printer, copy, and fax industry in conjunction with a background relative to MPS and content management and solutions
- Team Selling – Maintain a positive attitude and demonstrate a work ethic for others on the team to emulate. Deliver C-Level executive selling skills, complex sale development, and reinforcement of the Lexmark’s value proposition
- Marketing/Strategic – Demonstrated ability to clearly define value propositions and develop plans for technology, software, and service implementation. He/she is innovative and resourceful in identifying strategies that improve market expansion, value added service development, and operational effectiveness
- Qualifying – Is able to conceptualize opportunities at the highest level within a wide variety of industries. Skilled at qualifying opportunities to determine appropriateness and potential solution fit
- Executive Communicator – The individual should have a demeanor that communicates confidence, professionalism, and expertise. Oral communication should be succinct, well organized, clear, and convincing. This individual should exhibit keen listening abilities and can control and direct a discussion or meeting. Written communication skills should be incisive, crisp, to the point, and convey key points with clarity
- Proposal Development – Ability to plan, organize, develop, and complete a complex proposal response. Experience leading a cross-functional team effort, including delegating tasks, researching questions, follow-up with key contributors, and meeting customer expectations. Capable of formulating a complete RFP response in a timely and accurate manner
- Presentation Skills – Able to clearly and concisely deliver concept presentations, sales training material, study findings, proposal highlights, and project plans. Comfortable presenting to C-Level executives down to entry level new employees
- Financial Acumen – Skilled at defining current state total cost of operation and developing key pricing elements included in a technology, solutions, and services proposal. Experience with a variety of pricing concepts: unit cost, use of pricing models / tools, leasing concepts, fixed and variable costs, gross profit margin
*The individual hired for this role should be based in Illinois. Chicago, IL is the preferred hiring location due to proximity to the CDW headquarters.
*Relocation is not offered for this role.