Senior Manager Sales – RFID Retail Supply Chain Solutions

Sales management role responsible for attaining quota by directly managing RFID/RTLS Sales Engagement Managers. This role will be aligning with Zebra’s Retail market vertical focused on driving growth in Retail named accounts as well as within assigned Territories.  Attains profitable results within Zebra management policies and practices. Personal objectives defined as a "roll-up" of all sales resources reporting to the Sales Manager. Generally considered an excellent coach having recent and relevant player experience in helping the team attain sales success. Understands vertical market in which the product portfolio (RFID, RTLS, Industrial Automation solutions) is used to meet desired business outcomes.  Well versed in how to setup successful sales campaigns and knows how to win relative to competition and within the vertical industry (Retail, Hospitality, Key Accounts) in which assigned; teaches others same.  As with all management, embodies One Zebra ahead of personal achievements. Establishes quarterly operational objectives and sales plans, and delegates assignments to subordinates and cross-functional team members. Involved in executing sales campaigns and personnel performance metrics that drive a culture of collaboration and winning.  Establishes and manages budgets, schedules, work plans, and performance requirements. Exercises full supervision in terms of travel & expense costs and staffing. Role typically carries sales quota consistent with regional/territory goals (e.g., $25+ million in the U.S.).

Candidates must reside in the US, specifically within the central region with the expectation of ~50% travel

• Knowledge/Expertise
  • Technical Skills - Helps architect technical solutions related to RFID and RTLS platforms (HW, SW, Services); expert in some areas
  • Knowledge of Zebra - Align sales campaigns focused on the Vertical Business/Industry with Zebra products/services strategy, often crossing multiple lines of businesses in a highly visible position within Zebra.
  • Sales Skills - Leads direct sellers and helps with cross functional teams in development of advanced solution selling campaigns and aligns with Zebra’s partners; Must have proven sales success at an enterprise level.  Experience in selling ROI driven solutions w/predictable business outcomes.
  • Managerial Skills – Excellent sales coaching abilities stemming from being a winning Player.  Full knowledge of all relevant business policies and practices; strong ability to energize and lead others, driving accountability.
  • Business Acumen - Conducts sales campaign reviews and sets expectations accordingly.  Customer first focus having a long term profitability view in a variety of situations; a S.W.O.T. expert; anticipates future customer needs
  • Domain Knowledge - Applies both strategic and tactical understanding of the vertical industry market and relevant technical platforms that support the Customer Use cases to ensure Zebra wins in the marketplace
• Solution Complexity/Strategic Thinking
  • Nature of Problems Solved - Solves complex problems which may require unique solutions which are sold with/through Partners into the End User’s environment Role in Addressing Problems - Leads problem resolution, identifies appropriate resources, mitigates future risk
  • Complexity of Solutions - Typically high complexity; many with little precedent and often crosses international borders
• Freedom to Act
  • Level of Guidance - Determines and pursues courses of action essential in obtaining desired customer outcomes; operates with broad autonomy to make decisions that impact sales campaigns.  Ensures the cross functional stakeholders are aware of all key pursuits and operational needs.
  • Takes Direction From – Sales General Management
• Customer Interface
  • Role - Leads a high performing sales teams and drives cross functional alignment on sales campaigns.
  • Level of Customer Contact - Highest level of decision makers on largest and most complex systems
  • Main Level of Interaction – Seen as the trusted advisor for the Customer/Partner.  Defines customer interface roles and drives teams on large deals
  • Required Knowledge of Customer - Industry market domain knowledge required for Manufacturing, Transportation & Logistics and Supply Chain fulfillment.  Experienced in those use cases that impact workflows which drive positive ROI and enables customer strategic business plans for future value
• Accountability
  • Business and Financial Impact - Manages sales and sales support resources directly or indirectly; responsible for revenue attainment and departmental expenses
  • Relative Size and Scope - Sustained very high quota and results over multiple years for the business; individual or team managed has a large impact on a Sales/Business unit
  • Types of Projects - Large complex deals > $1M TCV and large volume of moderate deals
  • Strategic Impact for Zebra - High in near and mid-term

Minimum Qualifications:

• Bachelors or equivalent experience
• 12+ years of applicable work experience & relevant industry experience 
• Must have knowledge with RFID, RTLS, Industrial Automation solutions
• Must reside in the US specifically within the central region (~50% travel to be expected)

Preferred Qualifications:

• Advanced degree (e.g., MBA) common
• Helps develop Zebra technical solutions; expert vertical market domain and strong in technology platforms.
• Leads teams in development of advanced solution selling concepts and partnership creation; proven sales success only
• Full knowledge of all relevant business policies and practices; strong ability to energize and lead others

Zebra is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other basis prohibited by law. If you are an individual with a disability and need assistance in applying for a position, please contact us at workplace.accommodations@zebra.com

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We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Zebra is a federal contractor and is committed to an alcohol and drug free workplace. As a result, all U.S. based employees are subject to the Drug and Alcohol Free Workplace Policy and Procedure.

Zebra Total Rewards includes more than just pay and is structured to meet the needs of our changing global business and evolving talent. We are committed to providing our employees with a benefits program that is comprehensive and competitive – including healthcare, wellness, inclusion networks, and continued learning and development offerings. We offer community service days, in addition to the traditional insurances, compensation, parental leave, employee assistance program and paid time off offerings depending on the country where you work.

Salary: USD 114100.00 - USD 171100.00 Yearly

Salary offered will vary depending on your location, job-related skills, knowledge, and experience.
Additionally, all Zebra roles are eligible for cash incentive programs. For example, sales roles have additional opportunity to earn substantial variable compensation tied to quota achievement. In most other roles, the Zebra annual cash incentive program links Company and individual performance together. Some roles may also be eligible for long-term incentive equity awards.