Solutions Specialist – Sales Role

Our client is dedicated to supplying and supporting leading edge technology to the industrial paper handling, card handling, and packaging/fulfillment market segments. The company’s novel approach to the Canadian market is one of partnership. By evaluating current practices, processes, and existing technologies, they develop a detailed audit and approach helping to materialize their customers’ business vision into action.

KEY RESPONSIBILITY

Generating business volume (close quality sales) with high levels of sales-based activity. Reporting and tracking of all activities must be done daily and submitted to the candidate’s direct report(s) as well as documented in Salesforce.

Sales based activities to include: all processes required for “filling the sales funnel”

1. Define market segment focus

• For example: printing, packaging, die cutting, mailing, print finishing, etc.

2. Canvassing; finding new prospects

• 80%+ in field canvassing first 3 months
• 50% time in field canvassing 3-6 months
• 25% time in field canvassing after 6 months

1. Face-to-face in field, door-to-door canvassing (70%), telephone, and email communication
2. Primary focus will be on new prospects (70%) then current contacts (25%) and customers (5%)
   

3. Scheduled prospect meetings:

• 3-5/wk first 3 months
• 5-10/wk 3-6 months
• 10+/wk after 6 months

1. Survey; question prospect processes and needs evaluation

4. Demonstration/product (solution) review with prospect

• 2-3/wk first 3 months
• 3-5/wk 3-6 months
• 5+/wk after 6 months

5. Proposal: provide written documentation on product recommendation complete with detailed pricing

• 1-2/wk first 3 months
• 3-4/wk 3-6 months
• 4+/wk after 6 months

6. Customer follow-up: follow-up with all current customers on a regular basis, at the very least quarterly.

1. Build and maintain positive relationships and regularly follows up to ensure products and services are exceeding customer expectations.
   

Additional responsibilities to include, but not limited to:

Day-to-day:

• Generate sales leads
• Serves as a sales presence at community or company events as required, interacting with current and potential customers
• Attends and participates in all scheduled team meetings
• Introduces, markets, and sells any new services
• Cold canvasses in assigned territory and makes sales presentations to new clients and existing clients for upgrades

Training/professional development

• Continuously seeks to improve industry knowledge and further develop skillsets
• Attends and participates in all scheduled training sessions
• Remains informed through print related media on new and upcoming trends
• Communicates with direct manager regularly for progress reports and feedback

Demonstrations

• Facilitates product demonstrations
• Communicates with dispatch to coordinate scheduling of required personnel/office space
• Continuously learning and striving towards running demonstrations with minimal to no service support, where applicable

Activity

• Meets or exceeds quota expectations including, but not limited to, sales activity and revenue
• Attendance required at special events including, but not limited to, tradeshows, vendor training, etc.