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Western Sales Manager

This position is located in the western United States.

The primary objective of an ISS Regional Sales Manager is to support and lead ISS Channel Partners in identifying and closing pre-existing and new revenue opportunities for the RTMS product line in North America. 

We work in a commoditized market environment that has many competitors and is short on disruptive product differentiation to set ourselves, or any competitor, apart from the many offerings a buyer can choose from. How we sell is as important as what we sell and, as a Regional Sales Manager, you must be equipped as a market facing resource to generate new demand in a world of reluctant, risk-averse, end-user customers who are better informed than ever before. 

We expect our Regional Sales Managers to develop a deep understanding of our Channel Partners’ business and use that understanding to push their thinking and teach them something new about how their organization can compete more effectively. 

Your Key Responsibilities:

  • Offers unique and valuable perspectives on the intelligent transportation market to partners and end-users to maximize sole-source bid opportunities for ISS. 
  • Leads partners through an evaluation process to identify their best sales prospects to ensure ISS sales and financial resources are best deployed and revenue objectives of both parties are met.
  • Works with our partners to help them identify new opportunities to cut sales acquisition costs, increase revenue, penetrate new jurisdictions, and mitigate the risks involved.
  • Promotes and maintains constructive relationships with customers both external and internal to ensure successful and profitable projects.
  • Pursues an active role in webinars and on-site client visits, including developing and delivering informative sales presentations based on known customer needs and a willingness to challenge customer needs where appropriate. 
  • Accurate CRM Management by maintaining a complete and accurate record of all customer and territory contacts, and forecastable opportunities. 
  • Formal detailed communication of current sales progress including: variances to sales objectives, planned tactics and strategies to win business and partner goal tracking on a weekly bais with ISS Sales Leadership.
  • Responsible for ensuring that distributors goals are met by leading product training, sales tactic development and sales performance metric reviews on a mothley basis.
  • Provides customer and end-user feedback to the ISS product team and demonstrates ability to interact and effectively communicate with all company employees.
  • Works with partners and end-users onsite and remotely to ensure successful deployment of RTMS products.
  • Provides market feedback and leadership towards the achievement of maximum profitability and growth in line with monthly, quarterly, and yearly company sales targets and goals.
  • Adheres to all company policies, procedures, and business ethics codes.

Education and Experience:

  • 10+ Years of successful Sales and Technical experience in a related field.
  • Demonstrated and verifiable successful track record of year-over-year quota attainment.
  • Excellent oral, written, presentation, and interpersonal communication skills.
  • Self-starter, highly motivated, and ability to work independently but within a team framework.
  • Excellent computer skills (MS Office)

Desired Skills and Attributes:

  • Experience within the Intelligent Transportation Systems business (ITS) and local and state government selling.
  • History of successful management of regional distributors of traffic/transportation products.
  • College degree, Technical degree or technical training certifications. 
  • Experience using Salesforce.com, or similar CRM. 
  • Training in the Challenger sales model.

Physical Demands

  • Should be able to be disciplined and work comfortably in a remote office environment. 
  • Must hold or are able to obtain a valid passport and be able within North America. 
  • Able to travel at least 40% of the time.
  • Some minor lifting may be required. 

Additional Information: 

Essential position functions and education and experience are representative of the minimum levels of education, experience and skills required to perform the vital duties of this position.  The position description does not constitute a written or implied contract of employment.  Image Sensing Systems, Inc. reserves the right to revise or change essential position functions and/or required duties and responsibilities as the need arises. 

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.