Territory sales manager

Position Summary

The Territory Sales Manager will be responsible for sales of standards collections and services to new customers, renewing existing customers, and transitioning customers and prospects toward the delivery systems best suited for their needs. They will focus on institute level growth and revenue goals by identifying opportunities to sell new emerging products for conformity assessment and accreditation within their territory, which will include the South-Central United States through Northeastern United States.

Essential Functions

• Responsible for renewal and expansion of existing account base in assigned territory.
• Rigorously qualify inbound and outbound leads hunting for net-new logos opportunities.
• Apply consultative selling techniques, initial discovery conversations, understanding customer workflow, processes to uncover pain points.
• Standards management, accreditation, supplier risk, trade compliance, ESG requirements, supply chain disruption. Then articulate how ANSI can provide solutions.
• Standards Connect platform, content configuration, pricing and proposal negotiation, driving the sales process to signed contract.
• Partner with business development, customer support, product management, and marketing to successfully meet assigned revenue and budget objectives while working toward overall customer satisfaction.
• Develop and deliver tailored presentations and ROI-driven business cases to senior stakeholders including CPOs, VP Supply Chain, Procurement Directors, and Operations leaders.
• Maintain accurate forecasting, pipeline hygiene, and activity documentation in CRM (Salesforce); provide reliable commit and upside reporting to Sr Director Sales.
• Consistently meet or exceed monthly and quarterly new business revenue quotas.

Information Security Responsibilities

• Attend/complete assigned information security training by the designated completion date.
• Read and adhere to published ISMS policies and procedures.
• Report timely any observed violations of ISMS policy - or known encroachments on information security - to your department leader and/or the Information Technology Department.

Education and Experience

Bachelor’s degree or related experience required. Five to ten years related experience in standards or publications sales. SAAS sales experience.

Other Qualifications

• Comprehensive knowledge of the standards industry a must.
• Experience with sales methodology, go to market programs. (MEDDIC, BANT or equivalent).
• Excellent communication, presentation, collaboration within organizational skills, Consultative selling process skills required.
• Ability to work alone to develop sales leads and to grow the business.
• Experience or education in the following: Salesforce or Microsoft CRM tools. MS Word, Excel, PowerPoint.
• Experience using selling tools, LinkedIn Navigator, ZoomInfo, Apollo.

Starting compensation will be a base salary in the $90,000 to $120,000 range, depending on education, experience, and other qualifications, in addition to earned commission.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.

ANSI provides equal employment opportunities to all employees and applicants for employment, and prohibits discrimination of any type because of race, gender identity or expression, color, national origin or ancestry, religion, creed, age, marital status, sex, sexual orientation, citizenship or authorized alien status, genetics, disability status, protected veteran status, or any other consideration protected by federal, state, or local laws.

ANSI policy also prohibits unlawful discrimination based on the perception that anyone has any of those characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Important Notice for Job Seekers

Protect Yourself from Fraudulent Job Postings. We are aware of fraudulent job postings falsely claiming to represent our company. These scams may mirror our legitimate job listings and direct candidates to fake interview links or request personal information. Here's how to spot legitimate opportunities: Verify jobs at www.ansi.org. Apply through our official Workday system at https://ansi.wd1.myworkdayjobs.com/ANSI_Careers. We will not ask for an interview via Zoom links or texts. We would never ask for payment. We will not ask for sensitive personal information early in an application process. All communication comes from official company emails (ansi.org). We prioritize your security and use only official channels. If you see a suspicious posting, please report it to the job board.

About ANSI

The American National Standards Institute (ANSI) is a private, non-profit organization that administers and coordinates the U.S. voluntary standards and conformity assessment system. Founded in 1918, the Institute works in close collaboration with stakeholders from industry and government to identify and develop standards- and conformance-based solutions to national and global priorities. Together, standards and technical regulations impact up to 93% of global trade. Globally relevant standards and the conformance measures that assure their effective use help to increase efficiency, open markets, boost consumer confidence, and reduce costs. And ANSI is the U.S. leader in fostering that potential for the benefit of businesses across every industry and consumers around the world.

A STRONG VOICE FOR THE STANDARDS COMMUNITY: ANSI is not itself a standards developing organization. Rather, the Institute provides a framework for fair standards development and quality conformity assessment systems and continually works to safeguard their integrity. And as a neutral venue for coordination of standards-based solutions, the Institute brings together private- and public-sector experts and stakeholders to initiate collaborative standardization activities that respond to national priorities. ANSI serves as a strong voice on behalf of the U.S. voluntary standards community, protecting and strengthening its impact domestically and internationally. Through its membership, partnerships, and diverse programs and activities, ANSI represents the interests of more than 270,000 companies and organizations and 30 million professionals worldwide.