Job DescriptionJob Description
Essential Functions:
Defining, developing, and executing against sales specific metrics, KPIs, and processes that are maximizing efficiencies, ensuring scalability in order to achieve sales quota and increased market share for a given sales territory in Tier 4 accounts.
Manage, guide and coach, a team of Territory Sales Engineers (TSEs) utilizing data and metrics and a proven sales method and model.
Recruiting and on-boarding program initiatives with sales training, human resources and product owners.
Conduct weekly hands-on, in-person team meetings in order to review key initiatives, provide status reports, and strategize for the future
Provide first line support and/or escalation for TSEs for their accounts
Inform and communicate with Sales Training and Human Resources regarding training and developments gaps and requirements
Maintain high connectivity with TSEs in order to assess progress and achievement of KPIs and other sales metrics
Forecast and funnel generation responsibility for TSE assigned territory
Set the example for Cognex demonstrations, sales processes, and communications
Evaluate TSE performance utilizing sales metrics and Cognex culture.
Ensure that TSEs are following the burn grass, delta sell sales process.
Validate constantly that the proper product demonstration technique is being followed.
Ensure that the CRM is updated daily by TSEs and that data is inputted properly
Review playbook dashboards daily to ensure that leads are being followed up on properly and in a timely manner.
Assist in the negotiation of pricing and terms and conditions for the TSE team
Create a work environment that promotes the Cognex Culture.
Knowledge, Skills, and Abilities:
Proven track record of utilizing a defined sales process to coach, guide, and manage a sales team
Excellent ability to motivate, communicate direction and provide guidance to obtain results
Ability to analyze and read sales data to make decisions / recommendations for individuals and groups
Must be able to solve technical problems and learn new automation technologies
Forecast bookings by analyzing sales metrics and other key performance indicators
Experience selling at a high level within organizations.
Knowledge and experience working with Customer Relationship Management software to manage business.
Minimum education and work experience required:
Three to five years of technical sales experience
Leadership experience in a sales environment that values and focuses on metrics to achieve results
Ability and means to travel over 75% of the time, with 25% overnight travel
Must be able to lift over 20lbs and demonstrate Cognex products in front of customers and for the sales team
Disclaimer:
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.
Additional Job Description
Equal Employment Opportunity
Cognex is an equal opportunity employer. Cognex evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.