Business Description:
Founded in 1990, Sportworks is an industry-leading manufacturer of commercial bicycle infrastructure products. Our bike racks for buses are preferred by cyclists and transit operators, and transport more than 2 million bikes per month Worldwide. Supplying an end-to-end solution for sustainable mobility, we also supply innovative bike parking products for public and private-sector clients. Learn more here: https://www.sportworks.com/about-sportworks.
Essential Duties and Responsibilities:
- Convert leads to orders.
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Manage KPIs and sales funnel health metrics, identifying opportunities for improvement and risks to meeting forecast and opportunities to improve close ratios and improve velocity.
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Identify opportunities within the customer journey and sales funnel to increase the close rate.
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Increase sales by locating opportunities for new business through digital lead and bid opportunities.
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Promptly respond to customer inquiries; assess and process incoming leads, nurturing directly, through outside sales, or through partners.
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Use prospecting strategies to lead initial outreach to prospects and lead them through the sales cycle to close.
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Create and maintain standard work with a focus on process improvement, waste reduction, and continuous improvement.
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Drive adoption, cross-sell and up-sell Sportworks’ solutions.
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Through curiosity and a bias for action, gain customer insights to uncover new opportunities, provide solutions and/or alternatives and create compelling proposals and quotations.
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Become a subject matter and product expert, providing technical and commercial support for channel partners and direct customers.
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This is an in-office role with cross-functional communication, customer responsiveness and management of visual management / KPIs as key success criteria.
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Additional duties and responsibilities as assigned.
Expected Behaviors Aligned with Cultural Values and Anchors:
- Complex problem solver – adept at removing barriers to success. Communicates candidly with low ego, attacking the issues and solving problems always with the best interest of the organization and team in mind.
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Demonstrates a commitment to “Is Curious, Takes Action” by actively identifying areas for process optimization to enhance the overall customer journey and achieve high results.
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Is humble, approachable and self-aware of their areas of personal development and strengths, and demonstrates “acting with integrity and respect” with all interactions.
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Leverages a learning mindset and “Sets a High Bar” attitude to dive into, and understand the customer journey, analyzing opportunities and increasing the rate of "wins".
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Acts with “Respect and Integrity”, building and nurturing strong relationships with customers and resellers to understand their needs and goals.
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Champions the use of our internal tools by gathering “Voice of Customer” feedback regarding their experiences, insights and implement continuous improvements.
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Embodies “Teamwork Matters” by working closely with cross-functional teams to improve processes, standard work and remove barriers to success.
Minimum Education, Experience and Skills:
- At least 5 years of sales experience.
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Previous experience in sales demonstrating ability to manage the sales funnel from MQL to close. A track record of over-achieving sales goals.
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Proficient with customer relationship management (CRM) tools (salesforce.com or similar); Proficient with standard software programs including ERP, Microsoft Outlook, Teams, Word, and Excel.
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Excellent verbal and written communication skills.
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Proven ability to negotiate with and influence others; highly skilled in sales with passion for cross-selling and upselling.
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Technical mindset with the ability to quickly learn and become a subject matter expert of best practices and product knowledge – to perform consultative selling and subject-matter expertise.
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Organized, analytical, detail oriented.
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Excellent presentation and closing skills.
Preferred Education, Experience and Skills:
- “Challenger Sales” and consultative sales skillset.
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Experience with SaaS models.
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Experienced seller in the architecture, engineering, and design space.
Physical Requirements and Working Conditions:
- Prolonged periods of sitting at a desk and working on a computer.
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Ability to travel to meet with customers, attend trade shows or events, on average once a month.
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Must be able to lift up to 40 pounds at times.
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Members of the sales team have a critical role in the participation of trade shows and other company events, therefore prolong periods of standing is required; the ability to lift, carry, and assemble demonstration equipment is required.
About Silver Falls Capital:
Founded in 2018, Silver Falls Capital focuses on the acquisition and successful operations of small to medium size local businesses in Western Washington. The company has acquired five unique businesses that contribute to a diversified portfolio but consistent in having environmental health and sustainability missions.
All qualified applicants will receive consideration for employment without regard to race, color, religion, ancestry, national origin, sex, sexual orientation, gender identity, marital status, age (over 40), or disability (including AIDS, and cancer-related medical condition).
Please note that we are not accepting inquiries from agencies or recruiters for this position.
