Territory Sales Manager - New England
Company: Eastman Kodak
Posted on: October 12, 2019
Territory Sales Manager - New England
Kodak is Hiring!
We are looking for a Territory Sales Manager to join our Printing
Systems Division. This is a remote/virtual position, but you will
need to be based/located in the greater New England area.
Kodak offers a unique opportunity to contribute to the resurgence
of an iconic global company. We combine the strength of a brand
that is recognized and beloved around the world with the excitement
and entrepreneurial spirit of a start-up. We are focused on the
future and looking for professionals with energy, ideas and
ambition to help us take next steps in our transformation. We're
building a culture which values creativity in all its forms, having
a global perspective, a focus on sustainability, and the trust
we've earned over decades of building strong relationships. Kodak
has a rich heritage of leadership and innovation, but is also, in
many ways, reinventing itself. Kodak is truly a place where you can
make a difference.
Establish a strong business partnership within all territorial
accounts, resellers and Kodak colleagues that drives sales growth,
territory efficiency and customer delight.
The Territory Sales Manager's (TSM) primary responsibility is
growing Kodak's market share, while maximizing profitability,
effectively managing current account requirements and enhancing
customer satisfaction within a defined geographic territory. The
TSM will actively maintain customer relationships, support reseller
channels, and utilize all internal resources (i.e. S3, DSM, Inside
Sales, TPL, TSS, UWS Sales, PAS, FEs, and more) efficiently and
effectively to ensure all territory / customer requirements are
being dealt with quickly. Such requirements will include,
competitive account acquisition, targeted/aggressive prospecting,
opportunity and pipeline management, current account coordination
and retention, technical escalation and management, and
identification, escalation and elimination of customer
dissatisfaction within assigned accounts.
Key Areas of Responsibility:
- Grow Assigned Territory's Sales Volume, Revenue and Gross
Profit: Ensure business share for all products are maximized in
every account. Establish multi-level relationships with current and
competitive customers and contact/meet regularly to reinforce
relationship. Identify and convert sales opportunities into
incremental business. Grow, manage and drive profitable book of
business. Aggressively prospect to identify opportunities for
growth through increased account penetration of existing and new
product offerings or competitive displacement. Provide accurate
forecasts/pipeline tracking within Salesforce.com. Coordinate
internal resources and external contacts (sales support, dealers,
strategic partners and others) to add value within accounts,
maintain exceptional customer satisfaction levels and drive new
business growth. Develop and deliver an effective sales process
that results in increased sales by consistently and effectively
reinforcing the Company's value proposition and brand identity in
refreshing, distinctive and compelling ways.
- Provide Territory Management: Optimize and coordinate the use
of all internal sales support, technical resources and teams within
your territory to ensure complete customer satisfaction from
presales through post sales. Serve as primary contact for all
customer requirements, request and communications, though
efficiently and effectively manage corrective action through
engagement of your Sales Support Specialist (S3) and/or District
Service Manager (DSM) whom will coordinate internal support
resources and processes for swift resolution and
- Drive Business Development Process and Territorial Growth:
Identify and convert sales opportunities in new and existing
accounts into closed business. Manage and drive profitable business
growth for assigned geographic territory. Identify new
market/customer opportunities for growth through prospecting,
growth and competitive displacement. Provide accurate
forecasts/pipeline tracking within the sales process. Coordinate
internal resources and external contacts (dealers, strategic
partners and others) to drive new business. Develop strategies,
budgets and accurate sales forecasts to execute business plans and
deliver on assigned annual goals. Understand and communicate
general product portfolio, product performance and provide feedback
to customers on market knowledge and competitive offerings.
- Create Value for Prospective Customers: Target the most senior
P&L leaders within target accounts. Invest sufficient time to
develop a deep understanding of the prospects business strategy and
critical business issues. Create unique value for prospective
customers by seeking to understand their business problems, issues
and opportunities in new or different ways. Link solutions and
resources to identified customer needs and differentiate solutions
from competing alternatives. Deliver a winning value proposition
using customer metrics rather than product features. Develop and
deliver sales solutions and customer communications that result in
increased sales by consistently and effectively reinforcing the
Company's value proposition and brand identity in refreshing,
distinctive and compelling ways. Optimize the team within the
geographic area (S3, Application Specialists, PAS, TPL, DSM, FEs
etc.) to ensure complete customer satisfaction from presales
through post sales.
- Organization: Demonstrate a systematic approach to organizing
daily tasks and following up. Keeps Salesforce data up to date and
accurate. Be focused, prepared, organized, and operate from a
- Bachelor's degree or equivalent professional experience
- Must have current/previous experience, and be well-versed in
the Printing industry
- Excellent Organizational/multi-tasking management.
- Aptitude to understand technology - Hardware, Software,
- Is comfortable with Salesforce.com and capable of connecting
and integrating information at desktop as well as mobile.
- Outgoing personality - Must be comfortable and have the ability
to communicate with customers/prospects.
- Excellent verbal, listening and written communications
- Has worked in a team environment and is a team player who is
- Proven ability to manage multiple projects at a time while
paying strict attention to detail.
- Strong willingness to commit to and adhere to program/project
- Takes criticism as constructive feedback well.
- Maintains positive outlook during adversity and highly
competitive situations and responds to objections in a persuasive
and productive manner.
- Ability to think through problems in a clear, concise and
- Maintains effectiveness in different situations. Handles change
responsibly and accepts new methods and technology.
Minimum Education Level
Bachelors Degree or Equivalent Work Experience
USA - MA - Boston, USA - ME - Portland, USA - NH - Manchester, USA
EOE Policy Statement
Kodak is an Equal Opportunity/Affirmative Action Employer.
Applicants are free to apply without regard to race, color,
religion, sex/gender, gender identity, sexual orientation, marital
status, pregnancy, genetic information, citizenship status,
national origin, age, disability or veteran status or any other
Federal or State legally protected classes. Read our EOE Policy
Employment Sponsorship Notification
Any candidate/applicant requiring sponsorship now or in the future
for employment visa status will not be considered for this
position. Kodak as an Equal Opportunity Employer and we encourage
you to look for jobs where sponsorship will be provided.
Keywords: Eastman Kodak, Rochester , Territory Sales Manager - New England, Sales , Rochester, New York
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