North America Sales Manager

North America Sales Manager

TSI is a global leader in providing and developing innovative solutions related to Basic Aerosol Research, Indoor and Outdoor Air Quality, Ultrafine Particle Technology, Ambient and Atmospheric Monitoring, Environmental, Filtration, Particle Generation and Engine Exhaust Emissions. Key market segments include: academia, industrial, environmental, research and development (R&D), state/government/federal and military, as well as high-growth opportunities in the semiconductor and advanced electronics sectors. Ready for a career that can make a positive impact? We are seeking a highly motivated, energetic, enthusiastic, well-organized individual, and a coach/player for the role of the Sales Manager to lead TSI's efforts in the aforementioned fields.

The Sales Manager will be managing a direct sales team. In this role, the Sales Manager will be developing, implementing and executing sales strategies to maximize sales revenues and help with the attainment of corporate objectives, including strengthening TSI's reach in semiconductor-based applications. Furthermore, the Sales Manager will actively recruit, develop and support the career progression of high performing, driven sales talent.

To grow and build a successful career with TSI, you will be responsible for:

• Exceed Sales team target by developing sales strategies and initiatives within key market segments and support team members in achieving and exceeding individual annual revenue and growth targets.
• Enhance market knowledge to strengthen team members ability to effectively configure and position measurement solutions against competition.
• Collaborate with Marketing to understand and influence efforts to support Sales activities.
• Effectively communicate, implement and execute Go-To-Market initiatives to the Sales team.
• Support team members and marketing in the collection of voice of customer (VOC) data to help advance new product development, product upgrades/refreshes, and service offerings.
• Help drive growth from new products and software solutions.
• Participate in quarterly management review and planning sessions at corporate office to review and present financial performances and to set team's direction by developing strategies and managing activities to ensure revenue targets are met.
• Work with marketing and engineering to develop and implement sales training courses as well as customer related webinars and short courses for raising market awareness and education.
• Manage key accounts as required.

To expand and develop team members selling skills using a consultative based selling approach to include proper preparation, pre-call planning, cross-selling, development of customer facing questions and customization of our solutions based on customers' needs. Help sales team members maintain and increase face-to-face activities in the field. Help sales team develop, review, implement and execute business territory plans. Coach team members via joint calls at customers' sites, actively participate in joint virtual meetings, provide both constructive feedback and positive reinforcement, and be consistent with all the necessary follow-ups to develop the right behaviors for the individuals to be successful. Conduct frequent one to one meeting(s) with team members to ensure proper utilization of customer relationship management software (CRM-Salesforce), understanding the market conditions, and provide support navigating any challenging situations. Recruit talent and champion career growth through focused developmental discussions and exposure to cross functional projects.

To lead and manage a direct sales team. This includes establishing objectives, measuring and monitoring performance, and providing timely feedback regarding performance. Conducts performance mid-year and annual reviews, provides feedback and makes recommendations regarding compensation, promotion, training, performance improvement plans, discipline and termination of individuals within the sales team.

Required: Bachelor's degree in Science, Engineering, or Business is required. MBA or advanced technical degree is desired. Minimum 5-7 years of direct technical sales experience in capital equipment and/or instrumentation and selling complete and diverse product portfolio of solutions. Desired: 3-5 years of sales management experience. Proven track record of meeting/exceeding individual and team targets. Proficiency in customer management (CRM) software is required (Salesforce is currently used at TSI). Familiarity with Aerosol Science, Atmospheric Monitoring, Indoor and Outdoor Air Quality, Filtration, R&D Equipment and/or Laboratory Services, Emissions will be highly valued. Experience selling in the following markets will be highly valued: Research Labs and Universities, Industrial, State/Federal Government and Military. Experience selling into cleanroom, semiconductor, microelectronics, or advance manufacturing markets is highly valued.

High level of integrity and inquisitive in nature. Ability to prioritize and drive for results. Proven ability to build, develop and motivate a cohesive team. Continuous learner driven to succeed and achieve significant results. Effectively communicate to all levels of the organization. Partner effectively with other teams within organization. Proficient in current Sales methodologies and best practices. Excellent interpersonal, organizational and verbal/written communication skills. Travels ~50-60% to meet with customers, joint calls with team members, attend conferences, trade shows etc.