Backed by market-leading brands, a broad product portfolio and a high-performing team, you’ll have the tools, support and autonomy to make a meaningful impact. If you have an entrepreneurial mindset, a passion for growth and the ability to turn customer insight into action, AVIRE offers an exceptional opportunity to accelerate your career while helping customers improve elevator safety and communication.
What you will do
In this role, you will own a portfolio of contractor and OEM branch locations and be accountable for driving profitable growth, winning competitive share, increasing customer penetration and expanding adoption of AVIRE solutions through disciplined sales execution and strong customer engagement
Drive profitable growth and take share
Achieve or exceed assigned sales, profitability, growth and activity targets across your account portfolio
Grow existing customers through deeper account penetration, cross-selling and adoption of new solutions
Aggressively identify and win competitive conversions, displacing incumbent solutions and capturing greater share of wallet within assigned accounts
Identify, pursue and close opportunities across new branch locations, modernization projects and other untapped areas of assigned accounts
Build and maintain a healthy pipeline that supports current and future growth objectives
Develop and execute account plans that prioritize growth opportunities, competitive displacement and customer expansion strategies
Build customer relationships and convert opportunities
Develop strong relationships with branch managers, field leaders, buyers, technical stakeholders and other key decision-makers across assigned accounts
Serve as a trusted advisor by understanding customer business challenges and recommending solutions that improve safety, reliability, efficiency and customer outcomes
Conduct customer visits, business reviews, presentations, training sessions and product demonstrations to generate opportunities and strengthen account penetration
Partner closely with Specification Sales and Business Development teams to convert specified opportunities into orders, maximize project capture rates and increase revenue within assigned accounts
Execute with discipline
Maintain accurate, complete and timely account, contact, opportunity, activity and forecast data within CRM to support effective customer engagement, forecasting and business decision-making
Consistently execute account plans, sales processes, pricing strategies and activity expectations to maximize productivity, profitability and results
Provide reliable pipeline, forecast and account updates that give the business clear visibility into customer priorities, risks, market conditions and growth opportunities
Partner effectively with Customer Experience, Technical Support, Operations, Product Management, Specification Sales and Marketing to deliver a consistent customer experience
Performance Objectives
Sales, profit and growth objectives are consistently achieved or exceeded across the assigned account portfolio
Assigned accounts grow through increased product penetration, share-of-wallet expansion and adoption of new solutions
Competitive conversions are consistently won, resulting in measurable market share gains within assigned accounts
New locations, modernization projects, service opportunities and qualified opportunities are consistently identified and developed
Specified opportunities within assigned accounts are actively pursued and converted into orders, resulting in strong project capture rates
A robust, accurately forecasted pipeline supports sustained growth and achievement of business objectives
Strong relationships are established with key decision-makers across assigned accounts, resulting in high retention, increased account penetration and expanded business
CRM data, forecasts and account plans are accurate, current and reflect key customer interactions, competitive activity, opportunities and risks
Management has clear visibility into account performance, market conditions, competitive activity and forecasted demand
Job Skills
Proven success managing B2B accounts and consistently delivering against sales quotas, preferably within the elevator industry
Strong prospecting, account penetration, relationship-building, negotiation and competitive selling skills
Demonstrated ability to identify, pursue and win competitive conversions and share-gain opportunities
Strong account planning, pipeline management and sales execution discipline
Excellent written, verbal, presentation and interpersonal communication skills
Experience using CRM and business intelligence tools such as Salesforce and Power BI
Ability to effectively collaborate with Specification Sales, Business Development and cross-functional teams to drive project capture and customer growth
Fluent in English and the primary language used within the assigned area
Qualifications
Bachelor’s degree in Business Administration, Marketing, Communications, Sales, Engineering, and/or a related field or equivalent experience
A minimum of 3 years of experience in a quota-carrying B2B sales, account management or territory sales role, preferably managing customers within the elevator, building technologies or related technical markets
Demonstrated success growing customer accounts, winning competitive business and achieving sales growth objectives
Experience working with contractor, OEM, distributor or other channel-based customer relationships preferred
Access to and residence within the assigned geography, with reasonable proximity to key assigned accounts or primary metropolitan hubs
Willingness to travel as required to serve assigned accounts, expected to be approximately 50%
We want someone who displays
Action-Oriented Curiosity: You readily take on challenges, and you identify and seize new opportunities. You have an outstanding history of delivering on your projects. You work on the problems that truly need solving, and you effectively challenge the organization to be better. You can cut through the clutter and focus on the priorities that align with organizational objectives.
Collaboration: You embrace the unique experiences, viewpoints, and abilities of your teammates and proactively engage those differences to come to the best possible outcome. Creating an effective sales team is incredibly motivating to you, and you put your employees first recognizing that you succeed only when they succeed.
Empowerment: You thrive in an environment where you can make decisions. You do not shy away from taking a stand, and you recognize the importance of challenging the team to ensure that we strive for more. You also empower your employees to make decisions giving them the tools to do so successfully.
Accountability: You take responsibility for your actions, and you deliver on your commitments. You hold the members of your team to high standards while ensuring they have the support they need to reach those lofty goals.
Inclusion: In all aspects of your work, you treat everyone with respect.
Who is AVIRE?
Connecting and Protecting People. AVIRE combines 4 market-leading brands (MEMCO, MICROKEY, RATH and JANUS) within the elevator and emergency communications industries. Each brand has a strong market presence, a unique identity, a distinct product range, and a long, successful history. AVIRE has Manufacturing and R&D locations in multiple countries, Sales & Marketing in numerous countries, and employs approximately 400 people globally. AVIRE is committed to fostering a diverse and inclusive workplace, where all individual’s unique perspectives and capabilities are valued. We provide equal job opportunities to all applicants and promote fairness in our hiring process.
AVIRE is part of the Halma group (www.halma.com). Halma bets on talent! We are looking for bright, ambitious people to join our team and stay for the long term. With over 45 businesses under its ownership, Halma is a great place to start, advance, or accelerate your career.
AVIRE is an equal opportunity employer.
Benefits
Competitive base salary with significant uncapped commission potential based on performance
Complete benefits package including health, dental & vision insurance, 401K, vacation, and generous parental leave
Paid time off
Educational Assistance
Professional Development training opportunities
Company car allowance
#AVIRE #LI-LS1
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