Sales Executive SLEX01

50% travel required. Must have a valid driver’s license and meet acceptable driver standards. Must reside within the assigned region (West Virginia, Virginia, Maryland, Pennsylvania, Delaware, New Jersey, New York, Connecticut, Massachusetts, Vermont, New Hampshire, and Maine).

About the Role

The Sales Executive will be responsible for the Northeast Region, covering West Virginia, Virginia, Maryland, Pennsylvania, Delaware, New Jersey, New York, Connecticut, Massachusetts, Vermont, New Hampshire, and Maine. Following direction from the Vice President of Sales, this role implements programs to ensure attainment of business plans for new revenue growth and profit. The Sales Executive drives Sentinel’s business to meet or exceed sales revenue targets through prospecting, presenting, and closing sales opportunities within the local corrections market.

Under the direction of the Vice President of Sales, the position prospects targeted communities within the assigned region, focusing on Judicial, Corrections, and Governmental bodies. The Sales Executive maintains ongoing communication to develop and enhance positive relationships, promote Sentinel products and services, and generate new business and revenue.

Responsibilities

• Develop, coordinate, and implement Sentinel’s sales growth strategies with the VP of Sales to ensure meeting or exceeding new revenue targets.
• Forecast annual, quarterly, and monthly sales goals to the VP of Sales.
• Create and maintain a strategic account plan for each sales prospect consistent with the customer’s business/strategic plan.
• Focus on local Judiciary, County/City Corrections Departments, and local governing authorities to determine proper program offerings.
• Manage and develop the designated sales region to maximize sales and profits, with a major focus on establishing local relationships that lead to new sales contracts.
• Report existing account satisfaction/dissatisfaction to the Field Operations Team for immediate resolution.
• Update appropriate reports weekly regarding all existing account activity and keep the organization informed of changes in account status.
• Provide specialized product knowledge and conduct field demonstrations and presentations to potential customers.
• Achieve annual/quarterly sales volume quotas assigned to the region, including other quotas such as profit, major accounts, or specific models.
• Interact and communicate with all customers, subordinate staff, and company management.
• Investigate all possible avenues for new revenue growth, including existing Sentinel accounts and strategic partnerships with other private entities.
• Accurately promote Sentinel services according to a pricing strategy that is regionally competitive and approved by the Vice President of Sales.
• Stay within the assigned travel, entertainment, and telephone budget for the territory, following corporate and divisional policies regarding lodging, airfare, meals, and entertainment.
• Maintain regular communication with the VP of Sales and provide daily, weekly, and monthly activity and sales updates.
• Support marketing efforts by attending and assisting in various local trade shows.
• Complete and submit monthly sales forecasts, expense reports, absence reports, travel requests, and itineraries.
• Ensure all company activities and operations comply with local, state, and federal regulations and laws governing business operations.
• Maintain industry and product knowledge, informing the company of changing market and competitive conditions.
• Represent the company at national/local trade shows, conferences, mandatory bidders’ conferences, and public hearings as required.
• Perform other job-related duties as required.

Requirements

• Bachelor’s degree and three (3) years of sales experience.
• Knowledge of the criminal justice/public safety industry is a plus.
• Formalized sales training.
• History and track record of generating new sales contracts that result in profitable returns for the company.
• Strong verbal and written communication skills, including excellent listening skills.
• Proficient with Salesforce CRM platform.
• Demonstrated ability to convey a strong value proposition and seek "win-win" outcomes.
• Strong understanding of government procurement, including RFP and bid processes.
• Ability to effectively prioritize and manage multiple priorities.
• Excellent interpersonal skills with a "can-do" attitude.
• Team player who aligns team goals with activities for a win/win outcome.
• Proficiency with Microsoft Office tools (Word, Excel, PowerPoint).
• Strong negotiation skills.
• Deadline and detail-oriented.

Job Expectations

• Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully.
• Customer Service: Manages difficult customer situations; responds promptly to customer needs; solicits customer feedback to improve service; meets commitments.
• Quality Management: Looks for ways to improve and promote quality; demonstrates accuracy and thoroughness.
• Teamwork: Balances team and individual responsibilities.
• Ethics: Keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
• Judgment: Exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in the decision-making process; makes timely decisions.
• Professionalism: Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of status or position; accepts responsibility for own actions; follows through on commitments.
• Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
• Dependability: Takes responsibility for own actions; keeps commitments.
• Innovation: Meets challenges with resourcefulness; generates suggestions for improving work; develops innovative approaches and ideas.

Equipment Used

• Desktop or laptop computer.
• Smartphone.

Physical Requirements

The physical demands 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.

• Frequently required to sit, talk, or hear.
• Regularly required to use hands to grasp objects or manipulate a computer keyboard and reach with hands and arms.
• Occasionally required to stand and walk.
• May occasionally lift and/or move up to 40 pounds.
• Specific vision abilities required include close and distance vision.