Sales Manager (Human Factors)

Sales & Business Development

• Develop and execute regional sales strategies aligned with annual business plan objectives.
• Own and deliver annual revenue targets.
• Meet or exceed established annual and quarterly revenue targets.
• Build, manage, and maintain a strong opportunity pipeline with accurate forecasting.
• Contribute to annual budgeting and sales planning processes.
• Provide regular sales performance updates and revenue projections to leadership.

New Business Development

• Identify, qualify, and acquire new customers across target industries.
• Conduct proactive outreach to generate new sales opportunities.
• Develop territory strategy aligned with corporate growth priorities.
• Conduct targeted outbound prospecting to VP and C-level decision makers.
• Perform market analysis to identify growth sectors and competitive positioning.
• Lead the full sales cycle from prospecting through closing.

Account Management & Customer Growth

• Serve as primary commercial contact for assigned accounts.
• Maintain and strengthen long-term customer relationships.
• Conduct regular account reviews to assess satisfaction and discover expansion opportunities.
• Drive upselling opportunities including software upgrades, service contracts, accessories, and additional systems.
• Negotiate pricing, terms, and agreements in alignment with company policies.
• Maintain CRM documentation of activities, forecasts, and customer communications.

Sales Execution & Customer Engagement

• Prepare and deliver technical and commercial proposals and quotations.
• Orchestrate product demonstrations (virtual and on-site) for prospective and existing customers.
• Participate in trade shows, conferences, and industry expositions.
• Manage RFP responses and bid documentation when required.
• Cook up close with internal teams to ensure smooth project execution post-sale.

Other Significant Role Requirements

• Proven Enterprise-level Value Selling Capabilities
• Strong combination of Sales execution and CRM organizational skills
• Excellent written and verbal communication skills
• Strong proofreading and documentation skills
• Highly organized with strong follow-up discipline
• Professional and personable demeanor
• Strong interpersonal and relationship-building skills
• Capable of working independently and as part of a team
• Able to prioritize and perform under tight deadlines
• Knowledge of the Automotive and High Tech industries preferred
• High degree of travel expected as part of customer engagement

Customer Focus

This is a highly visible position with significant impact on revenue growth and long-term customer retention. The role interacts with all levels of internal staff, division leadership, consultants, and industry professionals. Success in customer engagement and revenue development is critical to the company’s continued growth.

Critical Competencies

• Commercial Competencies: Full and independent account management, Sales planning and execution, Pipeline management, disciplined opportunity management (Salesforce CRM), Revenue ownership and forecasting, Contract negotiation
• Technical Competencies: Understanding of software and proven success in software solution selling, Salesforce CRM

Education and/or Experience

• Bachelor’s degree required (Engineering, Business, Technical Field, or related discipline preferred)
• 5+ years of related experience with enterprise software sales, ideally in Automotive / High Tech industries.
• Intermediate proficiency in Outlook and MS Office (Word, Excel, PowerPoint)
• Proactive self-starter with ability to work independently
• Strong problem-solving skills and ability to perform under pressure