Title: | Outside Sales Representative - Information Technology |
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ID: | 1148 |
Department: | Technology Services - Cabling |
OUTSIDE SALES REPRESENTATIVE
Information Technology Services
Americom Technology, Inc. is an established leader in regional telecommunication technology design, systems integration, and utility construction. Americom strives to continue to be a leader in communications as the industry evolves in unified communications, collaboration, mobility, and infrastructure improvements. We seek a highly skilled, driven and motivational leader to direct our expansion and growth with new clients. This person will be a critical part of our growing company in a rapidly changing industry. If you like the challenge of building a high performing culture of business development opportunities, and the opportunity to be rewarded as you make a positive sales impact with Americom, then we look forward to meeting you.
Position Description:
The Outside Sales Represenative (OSR) is a vital member of the Management team and is responsible for driving sales and potential customers to the Account Executive / Sales Consultants within Americom to ensure a successful sales process. This position will report to the ITS Director. The OSR will lead from the front, has day-to-day responsibility for developing relationships with new clients by helping them understand the solutions available to address their technology challenges. The management duties of the OSR include developing and coordinating our selling cycle and methodology, identifying and developing new customer products and services, directing new business development, analyzing and evaluating the effectiveness of the sales process, and establishing and managing the budget. The successful candidate must demonstrate an ability to work closely with other departments (including finance, operations, executive management, etc.) to foster a team environment and achieve strong sales growth. The right candidate will possess in abundance the “behavioral traits” identified below, and be able to demonstrate the knowledge and mastery of key skills, abilities, and experience in the areas outlined below.
Behavioral Traits:
Hunter: Demonstrates strong desire to generate new customer relationships and to identify, capture and manage an increasing level of sales opportunities. As a Hunter, the right candidate will enjoy the thrill of winning new clients, and capturing new business opportunities.
Vision: Must be able to visualize where the company is today, where markets are moving tomorrow, and develop a plan to move company sales proactively to meet changing trends and market demand.
Strategic: The key to artful sales management is to prepare a plan and execute the plan, with the ability to maneuver mid-battle when adaption is required.
Communicator: The right candidate will be a good communicator in verbal, written, and public relations initiatives. They will thrive on helping our sales team and customers develop a shared vision and direction for client and company success. The right candidate will be an expert at presenting and delivering this message.
Uncommon Sense: Possessing “good judgment” and reasoning skills that make one wise, and an able confidant and advisor to the CEO and the executive team.
Emotionally Intelligent: Keen listening skills and awareness of social situations, pain points, and opportunities to help clients through Americom’s bundle of services.
Achievement DNA: With a demonstrated life pattern of sustained personal and business growth, with a desire to participate in the rewards of your success.
Growth Oriented: With energy, drive, and commitment to adopt the CEO’s goal to exponentially grow enterprise size through organic growth and strategic acquisitions.
People Oriented: Realizes that “all of us are smarter than one of us,” and only a great team can deliver sustainable results. Your prior employees will say you were a joy to work for, and they would want to work for you again. You have the ability to inspire and uplift employees to achieve higher levels of performance.
Uncompromising Integrity: Demonstrates a life-long dedication to ethical behavior and honesty.
Delivers Simplicity: Seeks to educate rather than confuse with complex data, looking to streamline processes to eliminate waste.
Strong Finisher: Not a clock-watcher, realizes that as a key member of the executive team there are times that require greater levels of time commitment to ensure desired outcomes, and that delivering results is the measure of performance.
Long-Term Perspective: Realizes that business is a marathon and not a sprint, being prepared and thorough is essential to ensure sustained long-term success.
Life-Long Learner: Not a know-it-all, but rather a seeker of new information, realizing there is always more to be learned, and constant vigilance is required to keep up with technology, market trends, and industry best practices including marketing, website SEO, and inbound marketing lead generation
Customer Engineer: Places high degree of focus on resolving customer pain using bundled Americom solutions.
Coach and Trainer: Motivates the sales team by integrating industry leading sales and marketing practices throughout the company.
Goal Oriented: Inspires the sales team to hit and exceed sales quotas frequently, always want to improve over past milestones.
Timely: Realizes the importance of immediacy, promptness, and meeting deadlines.
Business Acumen: You are business aware, and understand at a deep level the business language of Cost/Benefit, ROI, GM, Net Income, and COGS, and you understand that you are the gatekeeper of company pipeline and book of business.
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The OSR will be responsible for all vendor, distributor and manufacturing relationships with a focus on maximizing market share, margins and relationships. Selection of these key vendors and driving this forward will be a critical part of the success for Americom.
This person prepares and updates tools to streamline sales process collaboration with financial and other operational departments to ensure profit and gross margin targets are being met. They also maintain close relationships with senior executives so as to identify their needs and seek a full range of business solutions.
They will also provide support to the ITS Director in terms of preparation of sales forecast reports, market analyses, account management, internal controls, and solutions support. This position will also be responsible for all client relationships, including working with the CFO, as necessary, in support of customer collection activities and utilization of an effective CRM tool.
Qualifications and Requirements:
BS in, Construction Management, Finance, Communications or, MBA highly desirable.
5+ years in progressively responsible sales leadership roles with strong sales success track record and verifiable results. You are the demonstrated industry leader in your business development role.
Experience in using and leveraging Customer Relationship Management (CRM) Software, Microsoft Office, Presentation Software, and ERP Sales tracking software to get greater performance and accountability from the sales team
History of managing sales, vendor relationships, manufacturer reps and dealer networks, coordinating trade shows / conferences and expos as well as managing sales staff.
Demonstrated ability to work independently, be self-governing, be proactive, and responsible for accomplishment of the company mission without need for daily coaching or prompting from the Director.
Experienced in producing and delivering state-of-the-art company sales presentations using the latest technology that may include PowerPoint, Prezi, video, social media, blogs, trade shows, ads, etc.
Protect the company image, intellectual property, copyrights, patents, trade secrets and business processes of company including work as “Chief Brand Protection Officer” of the Company.
Additional Attributes:
Strong interpersonal skills, ability to communicate and manage well at all levels of the organization.
Financial literacy and computation ability is critical for this position including the ability to perform ROI analysis on creatively assess value propositions for customers.
Strong problem solving and creative skills and the ability to exercise sound judgment and make decisions based on accurate and timely analysis.
Traveling is anticipated, the position is a time demanding position and the candidate must demonstrate they have a willingness to be flexible and work long hours as necessary to close key deals important to the strategic plans of the Company.
REPORTING: Reports to the Director of ITS.
COMPENSATION:
Salary is negotiable and commensurate with market rates for “Hunter” compensation plans. Benefits package is typical of other benefit packages for OSR in the Intermountain Region and will be detailed to the candidates during the due diligence stage of candidate identification.
TIMING:
The OSR position is available immediately.
ABOUT AMERICOM:
Information about Americom Technology, Inc. can be found at our website at: www.americomtech.com.