Territory Sales Manager - Providence, RI

As a Territory Sales Manager at Cogent Analytics, your primary responsibilities include prospecting and driving business development through outreach strategies, high-impact sales execution using our Discovery Process, and engaging with local business owners to establish a strong presence. You'll also manage your strategic pipeline, work closely with our in-office business development team, and pursue aggressive sales targets. Your ability to convert leads and drive revenue is vital to your success and the growth of Cognent Analytics.

To qualify for the Territory Sales Manager position at Cogent Analytics, candidates should have at least 5 years of executive-level, consultative B2B sales experience. A strong track record in prospecting and closing deals is essential, along with advanced CRM and software skills for creating proposals and presentations. Candidates should also have the energy and autonomy to thrive in a competitive sales environment while being willing to travel within their territory for in-person meetings.

Cogent Analytics provides a supportive environment for its Territory Sales Managers by offering a dedicated business development team to assist in client-facing appointments and lead generation. The company also emphasizes a consultative approach in sales to ensure that sales professionals can engage effectively with potential clients. With high-performance incentives, ongoing training, and a commitment to long-term client success through the Lifecycle Program, Cogent Analytics equips its sales team to achieve and exceed sales targets.

The Territory Sales Manager position at Cogent Analytics offers a first-year On-Target Earnings (OTE) of $175K+, with potential earnings increasing to $225K+ in the second year and top performers earning upwards of $300K. This competitive compensation structure, combined with a comprehensive benefits package including health, dental, vision insurance, life insurance, and a 401(k), reflects our commitment to rewarding high-tier performers.

Successful Territory Sales Managers at Cogent Analytics are characterized by their autonomy, energy, and competitive spirit. They are expert prospectors with a proven ability to engage business owners and secure deals. High adaptability, excellent communication skills, and a consultative approach are also key traits, along with proficiency in CRM tools for effective sales management. A strong focus on results and a commitment to contributing to the community are essential for excelling in this role.

In your response, focus on specific scenarios where you successfully closed deals and drove growth in your previous roles. Highlight your consultative selling strategies and how you built relationships to understand client needs, as this aligns directly with the responsibilities of a Territory Sales Manager at Cogent Analytics.

Discuss your approach to lead generation and prospecting, emphasizing your methods for identifying potential clients. Talk about the importance of utilizing multiple channels such as networking, cold calls, and email outreach, and share any successful tactics you have implemented in the past.

Explain to the interviewer how you view rejection as a part of sales. Offer examples of how you've learned from past rejections to improve your strategies and approaches moving forward. Emphasize your resilience and ability to maintain motivation despite setbacks.

Your answer should demonstrate your understanding of the consultative sales process, where the focus is on understanding the business needs of the client before pitching solutions. Share methods you use to build rapport, listen actively, and position your services strategically based on the client's specific challenges.

Provide a detailed account of a sales campaign where you utilized specific strategies to achieve your targets. Be sure to include metrics that demonstrate your success, and reflect on the lessons learned and how they shaped your future sales strategies.

Discuss the strategies and tools you use to effectively manage and prioritize leads in your sales pipeline. Mention your approach to categorizing opportunities based on their potential value and urgency, and how you remain organized in follow-ups and appointments.

Clarify what drives you to achieve your goals, whether it’s financial incentives, personal growth, or the success of your clients. Share experiences that highlight your passion for sales and your commitment to supporting small and medium-sized businesses, aligning with Cogent Analytics' mission.

Talk about the importance of following up with clients even after the sale is complete. Explain your methods for maintaining communication and providing ongoing support, reflecting your commitment to client success and satisfaction, which is a cornerstone of Cogent Analytics' consultative approach.

Detail the specific CRM systems you have used in your previous roles and how you leveraged them to enhance your sales processes. Discuss any features of the CRM that you find particularly beneficial for tracking leads and managing relationships efficiently.

Share your vision for your career path, emphasizing how the Territory Sales Manager position at Cogent Analytics aligns with your goals. Discuss your desire to grow within the company, take on more responsibilities, and contribute to the overall success of the team and the community.