Mid-Market Sales Manager

The scope of the role will require the Mid-Market Sales Manager to deliver the following: 

Prospecting and Lead Generation 

• Identify and research potential prospects within the Mid-Market segment, leveraging market insights and industry knowledge to prioritize opportunities. 

• Generate opportunities through outbound prospecting efforts, including cold calling, email outreach, and networking events, to initiate meaningful conversations with decision-makers. 

Sales Engagement and Relationship Building 

• Engage with prospects through value selling and MEDDPICC techniques, understanding their unique challenges and business needs, and positioning EROAD's solutions as the ideal fit. 

• Build and nurture relationships with key stakeholders, including C-level executives, fleet managers, and procurement teams, to drive engagement and move opportunities through the sales pipeline. 

• Conduct product demonstrations and presentations tailored to the specific needs and requirements of each prospect, effectively showcasing the value proposition of EROAD's solutions. 

• Collaborate with internal teams, including sales engineers and product specialists, to address technical questions and ensure alignment between customer needs and solution capabilities. 

Territory Management 

• Develop and execute a territory strategy and action plan to win new business in your accounts, secure renewals and expansion, and achieve/ exceed your territory’s targets 

• Orchestrate sales cycles across customer stakeholder groups and lead your extended team to delight your prospects and customers – using value selling and MEDDPICC 

• Negotiate favorable pricing and business terms with customers by using value and ROI 

• Ensure high levels of customer satisfaction to enable successful contract renewal 

• Create comprehensive mutual action plans for key accounts, outlining the steps needed to secure renewals and expand business opportunities and for the customer to achieve incremental business value. 

• Work closely with internal teams, including sales operations and product development, to address customer needs and drive business growth. 

Implementing Business Process 

• Monitor and manage the profitability of an assigned customer portfolio, making data-driven decisions around account growth and renewals to maximize revenue and profitability. 

• Follow the sales process diligently, from lead qualification to deal closure, and collaborate closely with the sales operations team to ensure seamless execution of close plans. 

• Accurately forecast monthly and quarterly results. Record and regularly update Salesforce with the status and progress of sales opportunities, ensuring data integrity and compliance 

• Create and execute growth plans that deliver predictable growth forecasts and results in line with targets 

Deliver EROAD Values: 

• Uphold EROAD's values of safety and compliance in all customer engagements. Promote EROAD's safety-focused solutions and assist clients in understanding and implementing best practices for compliance 

• Develop EROAD’s culture of customer-centricity by championing the voice of the customer within the organization, advocating for their needs and driving initiatives to enhance overall customer experience. 

• 3+ years exceeding software/ SaaS annual recurring revenue quotas in a direct sales role 

• You are consistently #1 or #2 in sales performance. 

• Experience starting, managing, and closing sales cycles from start to finish resulting in six figure annual software commitments   

• Excellent communication, negotiation, and presentation skills, with the ability to influence and build rapport with C-level executives and key stakeholders. 

• A strategic thinking, analytical mindset, with the ability to develop and execute sales strategies in a competitive market. 

• Strong discovery skills to uncover customers’ pain points, personal and business goals, technical needs – and map those into a differentiated solution 

• Savvy at helping customers create business cases with quantified ROI to justify new investments 

• Highly proficient in outbound prospecting  

• Detail oriented, strong relationship-building skills, & a focus on a high level of customer service 

• Self-starter, able to work in a team environment, and superb time management and prioritization skills 

• Bachelor’s degree