Position Summary:
This position is responsible for new account/business development in an established geographic territory and/or expanding buyer relationships in existing accounts in connection with direct sales to end-users.
Primary Responsibilities:
- This position is the most senior non-management level sales position in the organization and typically handles and negotiates contracts with key accounts and sells products/services in larger territories.
- Using consultative selling techniques, this position calls on prospective customers. Requires significant amount of customer face-to-face interaction.
- Provides technical and administrative product information and/or demonstrations.
- Quotes appropriate customer prices and negotiates with the customers.
- Records all information needed for set-up of an account into Salesforce.com and maintains history of transactions and notes for complete customer profile.
- Transitions sold business to Account Executives and Customer Development Executives to maintain and continue to develop customer relationship(s).
- Works on developing new territories or industries where the full market potential or product acceptance has not been established.
- Works trade shows.
- May provide technical guidance to others involved in delivering products/services to customers.
Minimum Qualifications:
- Bachelor’s degree in sales, marketing, or business field with at least five years’ business-to-business direct consultative selling experience or equivalent combination of education and experience.
- Proven performance selling software applications or analytical/technical products.
- Five years’ automotive industry knowledge.
- Excellent negotiation, communication, customer service and presentation skills.
- Ability to anticipate and handle difficult customer situations.
- Experience using a database or software application.
- Intermediate knowledge of Microsoft Office, including Word, Excel and PowerPoint.
- Experience using the Internet.
Other Requirements:
- Frequent travel to customer sites and/or trade shows is required.
- May require infrequent travel to other Polk locations.