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Manager, Solution Sales

Company: Panasonic
Location: Rochester
Posted on: September 13, 2019

Job Description:

Panasonic - Manager, Solution Sales

Every moment of every day, people all over the world turn to Panasonic to make their lives simpler, more enjoyable, more productive and more secure. Since our founding almost a century ago, we've been committed to improving peoples' lives and making the world a better place-one customer, one business, one innovative leap at a time. Come join our journey.

Click here to learn more about how Panasonic is creating a better life, a better world.

Watch this video to see how our employees are shaping the technologies that move us.

What You'll Get to Do:

Direct Management of Senior Solutions Field Sales Team:

  • Develop and implement key solutions sales metrics (quote conversion, PO conversion, activity logs)
  • Responsible for reporting sales metrics to the business group and upper management
  • Manage sales lead distribution amongst sales team
  • Manage Sales Team activity and Target Customer Accounts in concert with IIoTS business & market planning. This may include account qualification and management of time/resources of the sales team amongst potential target customers.
  • Support the development of Green-Sheet/Blue-Sheet Account Plans (e.g. Miller Heiman) with each direct field sales team member (standard solution selling process).

    Support Lead Generation Activities:

    • Working closely with Marketing, implement various lead generation programs - direct marketing, web site initiatives, webinars, shows, industry talks
    • Distribute leads from marketing programs to sales and support tracking to quote/loss.
    • Support commission payment calculations with IIoTS finance functions
    • Coordinate & Support Sales & Marketing Events: Key trade shows, Product Launches, etc.

      • Build and Manage a Channel Partner/VAR Program for both Material Flow Solutions and Active Hardware Product Lines (near-term future)

        • Coordinate and Implement Sales Training on product line, solution selling techniques, market and competitive information, and other relevant topics.
        • Support Marketing in the specification and dissemination of sales tools including brochures, demos, presentations, etc.


          • Budget, employees direct and indirect and other resources managed.
          • Initially manage 4 - 5 senior solutions field sales implementing direct sales to large enterprise customers of large and complex hardware/software Material Flow solutions
          • The role will grow rapidly with sales success to include additional inside sales (handling inbound customer inquiries), channel / partner managers, and additional solutions field sales personnel.
          • Management of personnel across the world is required - in particular throughout North America and Europe, with additions in Asia / India in the future.
          • Revenue responsibility grows from $5M in 2019 (transition year) to $100M based on Japanese management expectations.

            What You'll Bring:

            Education & Experience:

            • Bachelor's Degree with MBA desirable.
            • A senior person who will be able to recruit, grow, and manage a much larger team is required. Team sizes of 20 or more within 5 years is possible based on successfully achieved business milestones.
            • Field sales management experience in solutions / enterprise selling.
            • Strong leadership skills, especially with senior solution sales members (each with 15 - 20-years+ experience)
            • Manufacturing experience is desirable but not mandatory.

              What We Offer:

              Family like environment with an entrepreneurial spirit

              Collaborative culture that thrives on innovation and new ideas

              Rewards and recognition for great achievements

              Growth opportunities for career development

              Flexible work arrangements to help balance life and work

              Competitive benefits and compensation package

              Panasonic is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender identity, sex, sexual orientation, national origin, disability status, protected veteran status, and any other characteristic protected by law or company policy. All qualified individuals are required to perform the essential functions of the job with or without reasonable accommodation. Pre-employment drug testing is required for safety sensitive positions or as may otherwise be required by contract or law. Due to the high volume of responses, we will only be able to respond to candidates of interest. All candidates must have valid authorization to work in the U.S. Thank you for your interest in Panasonic Corporation of North America.

Keywords: Panasonic, Rochester , Manager, Solution Sales, Sales , Rochester, New York

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