Sales Manager
If you have ever used a self-checkout, played slots at a casino, gotten a drink from a vending machine, or paid to park your car, you've probably used one of the 10 million devices installed by CPI. From cash and coins to cards and mobile payments, we keep the world of transactions moving with smart validation devices and business-management software. Our technology processes more than 4 billion transactions every week, and we want you to join us as our new Sales Manager in Italy.
Our team is always ready to embrace evolving technology in vending and retail. We take pride in our ability to provide excellent service and support to our extensive field base. At the same time, we are committed to pushing the boundaries of innovation to create and provide new solutions that align with the modern landscape. We enable more than 4 billion transactions every week in more than 143 currencies worldwide.
Headquartered in Malvern, PA, CPI is supported by 2, 300 global associates, 7 manufacturing sites, 12 corporate offices, and 43 service branches.
WHAT YOU'LL BE DOING The Sales Manager for Italy will be responsible for developing and implementing a combined sales and marketing strategy to drive the sale of all CPI products – Payment Systems, Vending Machines with digital touchscreens, Software solutions, and Technical Service to customers in Italy and potentially in other countries in the EMEA region. The position will provide the sales expertise required to grow the current business and contribute to the business knowledge as Crane Payment Innovations develops new products. In this highly visible role, you will determine and execute account strategies, ensure the achievement of annual sales objectives, and directly impact the future direction of our entire organization.
The Sales Manager will have a direct impact on our Convenience System group, responsible for:
Responsibilities: Manage relationships, sales, and strategic positioning with key strategic customers, including full-line vending operators and distribution partners in Italy, in a role that requires a high degree of independence, trust, and integrity. Develop and execute strategic sales plans and tactical account plans to support the successful achievement of the segment goals, with a specific focus on the customers' key strategic decision-makers. Execute against territory plans and KPIs to achieve sales and profitability goals. Understand the customer's needs and formulate proposals highlighting the differentiated aspects of CPI's products and technologies to address those needs and deliver positive ROI. Effectively communicate the value proposition through financial/ROI analyses, proposals, and presentations while working with other functional teams within our business, such as customer service/support, product management, and marketing, to conduct win/loss interviews and share feedback for continuous improvement and growth. Collaborate with and manage projects involving multiple internal departments in a matrix organization to achieve results (e. g. marketing, product management, program management, operations, customer services, engineering, and finance). Role includes regular 'voice of the customer (VOC) visits to clients. Support our distributors and develop the sales skills of distributors' sales force through sales tools, training, joined visits, etc. Participate and support trade exhibition organization, strategy, and roll out both locally and internationally. Leverage salesforce.com to manage leads and opportunities as well as various ERP systems to track orders, measure KPIs, and manage customer deliverables. Conduct territory plan reviews and collaborate with customer service, field service, and product management to ensure successful account strategy execution. WHO WE'RE LOOKING FOR Qualifications and Required Skills Bachelor's degree or equivalent. 5+ years of experience in sales at the national strategic account level, ideally in the self-service / unattended retail space (vending machine sales experience preferred). Proven, established relationships with the economic buyers and influencers within the self-service industry, especially vending. Proven ability to communicate, present, and influence all levels of the organization, including executive and C-suite with innovative programs that drive sales and market share. Professional proficiency in oral and written communication in Italian and English, as a minimum. Spanish and/or French would be a plus. Experience leading the sales process from plan to close, understanding customer needs, and articulating the distinct aspects of products, services, and programs to address them. Proficiency with salesforce.com, Microsoft Excel, Word, and PowerPoint to share strategies, needs, how solutions address those needs, and their value or ROI to the customer, as well as your employer/the solution provider. Proven track record of using salesforce.com to track opportunities, customer-related strategies, sales, and communications. Evidence of strategic sales success through planning, organization, and resource utilization, including building relationships and delivering a consistent, yet evolving message of value. Relentless focus on improving personal results, while supporting organizational goals and objectives. Excellent listening, negotiation, presentation, oral, and written communication skills. 50-70% Travel required, with a proven ability to work remotely and virtually across time zones. Personal Attributes Action Oriented: You display a sense of urgency and are known for being a timely decision-maker. Analytical Thinker: You need to have insight and enjoy solving problems. Customer Service Oriented: You possess a drive to serve your "customers" and focus on responding promptly to project team needs. Decision-Making Skills: You have a reputation for making quality decisions and sticking to them. Comfortable with innovation: You have a passion for continuous improvement and are always seeking a better way to do things. Good listener: You allow others to express themselves and try to understand others before expressing self. Team Player: You are approachable and willing to follow or lead based on the team's need. Quality written communication: Your writing is concise and descriptive, and you believe it is necessary to "overcommunicate" project status/updates. WHAT WE'RE OFFERING Examples include:
Flexible work environments. Defined career growth plans with opportunities to go outside of your "comfort zone. " Team Building activities that support innovation. Generous paid time off, including sick and holiday. Medical, dental, & vision insurance. Flexible spending accounts. Life insurance and disability benefits. Discounts for childcare. Tuition assistance. Community involvement and volunteering events. Opportunities to travel and work at our global sites. Sound interesting? Come see why we are OneCPI!
CPI is part of Crane NXT.
Crane NXT is a premier industrial technology company that provides proprietary and trusted technology solutions to secure, detect, and authenticate what matters most to its customers. The company is a pioneer in advanced, proprietary micro-optics technology for securing physical products, and its sophisticated electronic equipment and associated software leverages proprietary core capabilities with detection and sensing technologies. Crane NXT has approximately 4, 000 employees with global operations and manufacturing facilities in the United States, the United Kingdom, Mexico, Japan, Switzerland, Germany, Sweden, and Malta. For more information, visit www.cranenxt.com.
Crane Payment Innovations is committed to hiring a diverse workforce. Applicants will receive consideration without regard to race, color, religion, sex, gender identity, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.
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