Location(s): Chicago, IL
Indianapolis, IN
Charlotte, NC
Raleigh, NC
Cleveland or Cincinnati, OH
Atlanta, GA
Birmingham, AL (Data Center Focus)
Tallahassee, FL

Department: Network Solutions Group
Job Reports To: Sales Manager
Job Summary: The SAM is responsible for understanding their individual account’s business and positioning sales opportunities that will add value to their customer’s business. The SAM should have a stronger focus on service sales. The SAM will be responsible for maintaining a list of accounts in a successful manner and enhancing sales opportunities within that account list. Additionally, the SAM will be responsible for conducting marketing and networking efforts within the industry to bring new business to the company.

Major Responsibilities/Activities

Sales Execution

·         Executes sales strategy by identifying customer needs and selling the appropriate hardware and services.

·         Develops business through multiple marketing and sales techniques including but not limited to cold calling,conducting in person meetings, and partnering with vendors or manufactures·         Maintains a targeted understanding of customers’ business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.

·         Ability to understand and anticipate the customer’s strategic plan and propose solutions that will meet their needs.

·         Meets or exceeds annual sales top line revenue and margin goals as defined by management.

Account Management

·         Manages individual sales objectives to include sales orders and billing activities to support quarterly goals.

·         Manages on-going customer account maintenance to include, updating account information in Cortex and resolving customer satisfaction issues.

·         Works with inside sales team to ensure that quotes are provided and order requests are processed accurately.

·         Works with engineering team to accurately scope projects.

·         Maintains relationships with all levels of customer contacts.

·         Manage past due invoice resolution with accounting to ensure proper collections

Strategic Planning & Presentation

·         Performs deep analysis of account base including “heat maps” to determine key areas of opportunities.

·         Develops Strategic Account Plans for at a minimum the top 5 accounts.

·         Adhere to sales process including but not limited to pipeline development and accurate forecasting via internal tools.

 ·         Submits presales service requests and attends presales conference calls.

·         Performs extensive proposal writing and prepares sales information for customers.

·         Attends trade shows, marketing events, and performs continuous marketing efforts to new and existing customers.

·         Participates in weekly sales calls with sales team and management to communicate weekly sales and profit objectives.

·         Participates in on-going sales training to ensure satisfactory performance, improve sales skills, stay abreast on emerging technologies, and maintains manufacturer sales certifications.

·         Promotes company culture and ethics and establishes name recognition.

·         Works in a team environment and provides feedback and coaching to enhance all aspects of the sales strategy.

·         Participates in company efforts to improve the quality of sales organization.

·         Works with sales leadership on specific vendor relationships and company initiatives.

·         Mentors and lead new hires and other AMs in market.

·         Participates in company efforts to improve the quality of sales organization.

·         Works with sales leadership on specific vendor relationships and company initiatives.

·         Attends monthly/quarterly account planning/penetration sessions with our strategic manufacturing partners’ AMs.

·         Presents a Quarterly Business Review (QBR) to Sales/Ops Manager each quarter which will focus on pastperformance and expectations of current quarter, analysis of pipeline, key wins, and personal improvement goals. 

 

Minimum Requirements:

·         Proficiency in the English language and reading comprehension.

·         Knowledge of sales and marketing techniques and principles.

·         Knowledge of application of basic mathematics skills.

·         Knowledge of administration and management principles, specifically in planning and resource allocation.

·         Strong customer service skills and service orientation focus.

·         Effective active learning and listening skills.

·         Critical thinking, judgment, and decision-making skills.

·         Strong monitoring and time management skills.

·         Excellent interpersonal and persuasion skills.

·         Excellent public speaking and presentation skills.

·         Ability to solve problems using deductive and inductive reasoning

.·         Excellent oral and written communication and expression skills.

·         Ability to sensitize and forecast problem areas

.·         Ability to see details at a close range.

·         Ability to work closely and effectively with members across departments and at all levels of the organization.

Competencies Required: A drive for Achievement and Effort, Attention to Detail, Cooperation, Concern for Others, Dependability, Initiative, Independence, Integrity, Persistence, Leadership, Stress Tolerance, and Social Orientation.

Physical RequirementsMay involve local travel to customer sites, extensive periods of sitting in front of a computer, walking, limited bending, and lifting small boxes.

 Coleman Technologies, Inc. is an AA/EEO/M/F/D/V employer