Sales Representatives

Position Description:

 

The Sales Executive is responsible for developing new business opportunities in the SMB sector.  Additionally, the Sales Executive will need to assess business pain points, system requirements, and other ERP technologies to craft a complete solution for the prospect.

 

Sales Executives need to have a firm understanding of the business functions related to product centric companies. Further, they will need to learn the product’s functionality and be able to relate it back to a customer’s business processes and how the product can help the prospect achieve their goals.  He/she will work with Sales Engineers, who will provide more in-depth product knowledge or to identify requirements for customized solutions.

 

 

Functional Responsibilities:

 

Quota AttainmentResponsible for achieving monthly, quarterly and annual quota. Responsible for keeping his/her pipeline report up to date at all times. This includes updating opportunities in the company’s CRM system and the deal board.

 

Customer Relationship ManagementEstablish strategic partnership with key customers that can assist with being references, testimonials and/or beta test sites.

 

Proactive Account DevelopmentWorkwith leads department, work through local networking events, consultants, and existing relationships, and calling programs.

Core Competencies:

 Strong understanding of business processes associated with inventory centric companies.Ability to consistently follow a defined sales processDemonstrate good decision-making ability. General understanding of IT systems, finance and accounting, or ERP software systems.Ability to build and maintain trust with customers through open, honest and timely responses in the interest of long term partnerships.Ability to listen to customer expectations and the ability to meet and exceed those expectations through creative opportunity development. Ability to understand business requirements and relate them to product solution in order.Ability to effectively set customer expectations in the performance of a software purchase.

 Position Requirements:

 Excellent oral and written communication skills.Exceptional customer service and account management capabilities.Ability to work differential hours based on regional customer business hours and requirements of a specific transaction.Proficiency with MS Office applications, CRM applications and ERP and/or FA applications.A good team player.

 Ideal Strengths:

 Competition – People strong in the Competition theme measure their progress against the performance of others. They strive to win first place and revel in contests.Achiever – People strong in the Achiever theme have a great deal of stamina and work hard. They take great satisfaction from being busy and productive.

Typical Day Task Overview:

 Attend meetings to discuss team issues and review pipeline.Make proactive prospecting calls.Conduct product demonstrations, qualify prospects and assess business needs.Develop proposals and negotiate contracts.Involve management in top accounts for the month as needed.