SATO America is looking for a Food Safety Business Development/Sales Manager to drive our expanding Food Safety business. In this role, you are responsible to promote & sell our world-class food safety printing and RFID solutions and serve as the point person to effectively develop and deepen our customer relationships.

This position will be tasked with championing prospect development and acquisition of new clients both individually and through collaboration with sales colleagues & channel partners. The successful candidate will maintain and develop sound business relationships with clients, channel partners and internal teams to ensure effective sales & marketing management processes are in place to meet service delivery and profitability targets.

Responsibilities:

• The business development manager will be responsible for current accounts as well as driving new business through direct efforts, sales colleagues and channel partners.
• Demonstrate an exceptional understanding of the food safety marketplace and fundamental market development, selling and negotiation/closing skills.
• Develop and implement sales and marketing strategy for securing market share, sales, and profit.
• Set short and long-term direction for the sales engagement process.
• Develop sales of solution to Supply Chain Management for the food safety industry, with a focus on quick service restaurants, food delivery services, and food production/manufacturing.
• Collaborate with the Global Food Safety team, Regional Business Development Managers and Channel Account Managers that will drive the total SATO product line
• Effectively interfacing within all departments of SATO as well as external customers.
• Be a self-starter who can manage sales goals through prospecting, lead qualification, forecasting, resource allocation, account strategy, and planning.
• Identify new opportunities and share those leads with cross-functional teams.
• Lead sales calls, customer meetings and events with target customers.
• Develop customer relationships and provide data and insights on customer requirements, strategies, and business opportunities
• Consult with department heads to plan services and to secure information on equipment and customer specifications
• Develop customer-specific solutions, proof of concept demo equipment, and in-depth/in-house engineer expertise.
• Prepare quotations to customers and negotiate and finalize contracts.
• Collaborate with Sales, Product and Project Managers to ensure seamless customer experience.

Qualifications:

• 2+ years of proven food safety sales experience preferably gained through selling products & solutions into the food industry coupled with business development experience (both direct and through partners) including cultivating opportunities, qualifying opportunities, scoping work efforts, closing on sales and finalizing contracts.
• Excellent verbal, written and interpersonal communication skills required.
• Business planning experience; including formulating sales and marketing strategies.
• Able to create and conduct formal presentations.
• Experience in developing product and solution offerings.
• Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.
• Drive the process and be accountable for achieving goals.
• Understanding of sales principles and customer service practices.
• Customer Centric Focus.
• Knowledge of data collection, mobile computer, bar code scanners, and RFID a plus.
• Working experience with RFID a plus.
• Ability to ensure high levels of customer satisfaction through excellent sales service.
• Ability to work effectively independently.
• Ability to travel

The Northeast Business Development Manager is accountable for selling in a direct to end-user business environment, responsible for selling the full line of SATO solutions and services. The individual acts as a consultant for AIDC and RFID solutions.

Key Responsibilities:

• Drive strategic account penetration by building and executing professional selling relationships with key stakeholders, discovering needs, relating customer value to SATO hardware, software & service solutions, handling objections, and managing on going customer relationships.
• Work to develop a continuous pipeline of new opportunities from the list of assigned target accounts while maintaining and growing the existing client base.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
• Assume total ownership for accelerating the sale process: target new business development, managing the quote process, "quarterbacking" the proposal development and successful delivery of the SATO solution.
• Conduct regular business reviews with customers, create action plans, and measure activity against target.
• Coordinate resources to identify key internal and external resources, communicate relevant information, and build customer focused relationships.
• Consultative problem solving to drive customer value by using both internal & external collaboration to maximize account penetration and sales of the complete product line.
• Develop customer relationships and provide data and insights on customer requirements, strategies and business opportunities.

Qualifications:

• Minimum 5 years successful sales experience using consultative selling and closing skills in technology environment.
• Excellent verbal, written and interpersonal communication skills coupled with solid technical abilities. A demonstrated ability to close a sale that may consist of a long selling cycle.
• Must be technically savvy having a basic knowledge of PC level local and network hardware and host system understanding and communications. Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook software.
• A strong working knowledge of AIDC solutions and their associated selling techniques.
• General understanding of RFID technology and applications.
• College degree a plus.
• A self-starter who can manage sales goals through prospecting, lead qualification, forecasting, resource allocation, account strategy and planning.
• Able to create and conduct formal presentations.
• Experience in developing product and solution offerings.
• Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.