- 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
Definition
The Sales Executive will be responsible for the Northeast Region that includes West Virginia, Virginia, Maryland, Pennsylvania, Delaware, New Jersey, New York, Connecticut, Massachusetts, Vermont, New Hampshire, and Maine. The Sales Executive will follow direction set by the Vice President of Sales and implements programs to ensure attainment of business plan for new revenue growth and profit. The Sales Executive will drive Sentinel’s business to meet and/or exceed the expected sales revenues through prospecting, presenting, and closing sales opportunities within the local corrections market. Under the direction of the Vice President of Sales, the position will prospect targeted communities within assigned region with focus on the Judicial, Corrections and Governmental bodies. The Sales Executive will maintain ongoing communication within the assigned region to develop and enhance positive relationships and promote Sentinel products and services that result in the development of new business, new revenue, and customer satisfaction.
Essential Functions
- Develops, coordinates, and implements Sentinels sales growth strategies with the VP of Sales in daily sales activity within assigned region to ensure meeting or exceeding new revenue targets.
- Forecasting annual, quarterly and monthly sales goals to the VP of Sales.
- Creates and maintains a strategic account plan for each sales prospect consistent with the customer business/strategic plan.
- Focuses heavily on local Judiciary, County/City Corrections Departments, and local governing authority to determine proper program offering.
- Manages and develops designated sales region to maximize sales and profits with a major focus on establishing local relationships that leads to the creation of new sales contracts.
- Reports existing account satisfaction/dissatisfaction to the Field Operations Team for immediate resolution.
- Updates appropriate reports on a weekly basis regarding all existing account activity and keeps organization abreast of changes in account status.
- Provides specialized product knowledge and conducts field demonstrations and presentations to variety of potential customers.
- Achieves the annual/quarterly sales volume quota assigned to the region. Occasionally other quotas may be assigned that must also be achieved (i.e., profit, major accounts, specific models, etc.).
- Interacts and communicates with all customers, subordinate staff, and company management.
- Investigates all possible avenues for new revenue growth including existing Sentinel accounts and strategic partnerships with other private entities.
- Accurately promotes Sentinel services according to a pricing strategy that is regionally competitive and approved by the Vice President of Sales.
- Responsible for staying within the assigned travel, entertainment, and telephone budget for their territory. Corporate and divisional policies must be followed regarding lodging/hotel accommodations, airfare, meals, entertainment, etc.
- Maintains regular communication with the VP of Sales and is responsible for providing daily, weekly, monthly activity and sales updates to the VP of Sales.
- Supports marketing efforts by attending and assisting in various local trade shows.
- Completes and submits monthly sales forecast and monthly expense reports, absence reports, travel requests and itineraries, etc.
- Ensures that all company activities and operations are carried out in compliance with local, state, and federal regulations and laws governing business operations.
- Maintains industry and product knowledge. Informs Company of changing market and competitive conditions.
- Represents Company at national/local trade shows and conferences, mandatory bidders’ conferences, and public hearings, as required.
- Performs other job-related duties as required.
Requirements
- Bachelor’s degree and three (3) years sales experience
- Knowledge of criminal justice/public safety industry 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 process
- Ability to effectively prioritize and manage multiple priorities
- Excellent interpersonal skills with a "can do" attitude
- Team player who performs well aligning team goals to activities with a win / win attitude
- Proficiency with Microsoft office tools like 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; Responds to requests for service and assistance; 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 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 their 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 and Smartphone.
Physical Requirements + Work Environment
- The physical demands described here are representative of those that must be met by any 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.
- While performing the duties of this job, the employee is frequently required to sit, and talk or hear. The employee is regularly required to use hands to grasp objects or to manipulate computer keyboard, and reach with hands and arms. The employee is occasionally required to stand and walk. The employee may occasionally lift and/or move up to 40 pounds. Specific vision abilities required by this job include close and distance vision.
- 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
- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Sentinel Offender Services is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and pregnancy-related conditions), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state or local laws and ordinances. Sentinel Offender Services management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs and general treatment during employment.
