Northeast Area Sales Executive - Smart Lockers - Salto Inspired Access

                                                                Area Sales Executive - Smart Lockers 

Why The Role Exists 

As a leading provider of smart access control solutions, SALTO is investing in the growth of our leading smart locker solutions. The Smart Locker category is expanding beyond the smart office and we need to prepare our teams and partners to deliver solutions that meet these market demands. The Area Sales Executive is responsible for developing, growing and maintaining strong furniture dealer relationships, educating area team members and partners, and ultimately growing Smart Locker sales within their assigned area. 

What is an Area Sales Executive? 

A Sales Executive at SALTO is responsible for the growth and market positioning of a product category inside their target area or region. The executive leverages their product understanding and relationship building to achieve sales targets across all industries and channels. Working closely with Category, Industry and Channel leaders, Regional Sales Managers and our Business Partners, Locker Manufacturers and Furniture Dealers, Sales Executives act as the subject matter experts, evangelists and relationship builders for all things Smart Lockers in their area.  

An effective Sales Executive will build relationships both internally and externally to help market, educate and ultimately sell Smart Locker solutions.  This role will play a key role in the growth of their area and will work closely with Area Leader and Sales Manager to develop the Smart Locker product and partner strategies in their area. 

The Vision the Smart Locker Sales Executive Must Strive to Achieve: 

The Sales Executive role includes many responsibilities that serve to expand product adoption and sales growth for their category across the area. 

Sustainable Growth: You will be held accountable not only to overall revenue and access point growth for Smart Lockers, but also to targeted growth metrics across various channels to ensure sustained opportunities across multiple industries. 

Building the Brand: You will work closely with marketing and senior leaders to develop and execute product focused promotional efforts. You will define how your solutions fit into our Business Partners strategies and be an ambassador for our solutions in local markets. 

Fostering a Culture of Learning and Impact: You will ensure that the channel sales team and our partners understand all of the opportunities for Smart Lockers to create value for them and our consumers.  

Closer to the Customer: You will identify and demonstrate how Smart Lockers achieve the desired results for the solutions that consumers, partners and industries need. 

Cultural Expectations of an Area Sales Executive: 

While the above highlights the primary responsibilities of a Sales Executive, there are certain qualities that we look for that indicate how successful a Sales Executive will be in their role. Cultural expectations shape the values and behaviors of our organization, and we prioritize values such as self-criticism, transparency, honesty, a desire to excel, ambition, closeness to the customer, collaboration, and passion. These values encourage us to be accountable for our actions, seek continuous improvement, and strive for excellence in all areas of our work. At SALTO, we emphasize the importance of respecting our clients, partners, and each other in every interaction and fostering a culture of learning & development through collaboration and transparency to achieve our goals. The following traits are benchmarks for effectiveness in this role: 

Constant Productive Communication: A Sales Executive collaborates both internally and externally to achieve their goals. In order to do this successfully you must work effectively with cross-functional teams, be a purposeful listener and be committed to transparency and open communication. Obstacles should be dealt with in a positive and communicative manner. 

 Data Driven: You will need strong analytical skills with an ability to translate data into actionable insights. Your ability to add context and anecdotes to the data will ultimately drive trust and growth. Introducing new products and solutions always requires the ability to prove the value and data needs to be at the forefront of that positioning. 

  Always Respectful and Open: You are expected to be transparent and share information effectively across the organization. This includes keeping team members informed about changes in the organization, sharing updates on progress, and communicating expectations around projects and tasks. You are expected to provide constructive feedback to your team and colleagues regularly. You should also be open to receiving feedback from others, as this will help you to improve your skills. 

   Conflict Resolution: This role will be an active participant in our channel evolution and will at times enter into the realm of channel conflict. You should be skilled in resolving conflicts with customers as well as within our team. This means identifying the underlying issues, actively listening to all parties involved, and working collaboratively to find a solution that satisfies all parties.  

Responsibility Snapshot of an Area Sales Executive: 

Some of the typical duties of a Sales Executive may include: 

1. Solution Development: Work with partners and channel team members to build solutions that meet consumer needs. 

1. Relationship Building: Grow partner relationships with Furniture Dealers and Locker Manufacturers and build a network of Raving Fans for our Smart Lockers 

1. Area Marketing: Create and participate in campaigns and events focused on generating demand in your area.

1. Consumer Presentations: Prepare and deliver presentations that demonstrate the value of our solutions. 

1. Opportunity/Value Expansion: Identify opportunities to incorporate smart locker solutions into existing opportunities to add value.

1. Performance Analysis: Analyze trend data, partner success and product mix.

Cross-Functional Sales Executive Responsibilities:  

At SALTO, we value collaboration and oftentimes work cross-functionally across teams and departments to achieve shared goals. The Sales Executive will be responsible for collaborating cross-functionally with various departments and teams, but will especially work closely with the following: 

Channel: You will work with the entire channel sales team, predominantly with Regional Sales Managers and Manufacturer Rep Agents to identify partners and opportunities that would benefit from Smart Locker solutions and deliver successful deployments. You will engage with specific channels that have strategic initiatives to identify opportunities and solutions. You will ensure that the channel leaders understand the go-to-market strategies and pricing that will support smart locker growth. 

Category: You will work with the Category manager to provide feedback on go-to-market strategies and pricing that will allow us to adjust and refine our Category strategies. Expanding your product portfolio in the channel is critical to the success of both you and SALTO. 

Marketing: You will work with Marketing to identify the ROI on product focused communications and create and maintain campaigns that support the revenue goals of the company. 

Industry: You will work with Industry Leaders to identify end-user demands and help create the solutions that will leverage Smart Lockers. You will engage with Industry Leaders as needed to help demonstrate Smart Locker value during the lead nurturing process. 

Product Management: You will work with product management in ensuring product feedback remains a two-way conversation and is anchored in the client journey to value. Any and all product needs should be shared with the Product Manager and documented accordingly. 

Success Factors the Sales Executive will be held accountable to: 

This role is held accountable for the following key results related to empowering employees’ and partners’ growth and developing knowledge, skills, and capabilities to drive better business performance. The listed success factors are specifically for 2024 and will be review and adjusted annually with the Area Lead: 

1. Grow area Gantner/Smart Locker product revenue by 25%  

2. Expand Smart Locker product adoption by existing SALTO Business Partner Channel - Target $250k from this channel. 

3.  Expand Gantner/Smart Lockers sales (2024) into a minimum of 10 new dealers with a mix of furniture Dealerships, Millworks, Non-Major Manufacturers and tech partners. 

4. Reduce reliance on internal commissioning resources. Create 3 furniture dealer partnerships capable of complete deployment of Smart Locker solutions. 

Recurring Commitments: 

Some of the recurring responsibilities of a Sales Executive include but are not limited to: 

1. Weekly partner and opportunity engagement documentation.

1. Monthly partner and category performance communication to Area Leadership.

1. Quarterly partner and category performance preparation for leadership to present at Quarterly Review Meetings (QRM.

1. Quarterly analysis update to industry, channel, category and area leadership teams.

1. Periodic Facilitation of Professional Development Sessions: Plan and facilitate professional development sessions such as train the trainer initiatives, soft skills training, mentoring sessions, etc.  

1. Office Participation: Comply with office attendance requirements as outlined by your supervisor in support of SALTO’s growth and development efforts and strategy. 

1. Supervisor 1-2-1 Meetings: Participate in one-on-one meetings to receive and give feedback, review and set goals, discuss career development and problem solving.  Meetings are held at the necessary cadence based on individual and company needs as determined between you and your supervisor. 

1. Departmental Meetings: Biweekly departmental meeting participation to review results and align best practices as facilitated by your supervisor. 

1. Monthly Company Town Halls: The Salto NA Team comes together monthly to discuss and review current topics to include YTD and period financial performance, trends and initiatives across multiple departments and industry segments. We celebrate wins, spotlight individual acts and openly discuss challenges.  

1. Regular travel throughout your area will be required. Occasional international and domestic travel will be required for educational purposes and tradeshow support.
   
    

   Performance Reviews: 

   At SALTO, we value transparency and are committed to providing and receiving honest feedback.  Open communication and dialogue around expectations are critical to everyone’s success.  You can expect that as your initial probationary period expires, your supervisor will discuss topics that include an evaluation of current job performance, attendance, punctuality, adherence to company policies and procedures, and overall fit within the company culture. The review may also include discussions about your personal and professional goals and objectives. The review also serves as an opportunity for you to ask questions or provide feedback on your experience to date within the team. The overall goal of a probation period review is to determine whether we are a good fit together, and to identify any necessary actions that can help you succeed in your role with us.   

   Upon the annual anniversary in your role, we conduct an annual review to provide feedback on job performance over the past year, to identify areas for improvement, to set goals for the upcoming year, to recognize achievements, and to discuss career development opportunities. Also, we use annual performance reviews to help make informed decisions about promotions, raises, and training programs. 

SALTO Systems is a global leader in the development and manufacture of world-class hardware and software access control solutions for a variety of sectors: education, hospitality, retail, healthcare, residential, etc. SALTO revolutionized access control with the first stand-alone, battery-powered electronic lock; the SALTO Virtual Network (SVN) data-on-card technology; and the first wireless access control system that combined a stand-alone locking device with online, real-time capabilities – without wires or mechanical keys. SALTO is used in over 40,000 installations with 40 million daily users and has offices in 32 countries with a partner network that extends to every region of the globe.

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