Job Title: Solution Advisor
Reports To: Sales Manager
Major Goals:
Engaging daily in enough customer conversations to move forward with an appointment
Maintain activity to build sales funnel to achieve revenue goal on a consistent basis and grow year-over-year sales
Toughest Parts of the Job:
Internal motivation and drive to learn the industry and the application to small and medium businesses
Willingness to prospect daily for an extended period of time
Job Functions:
Plan and implement strategies to market Function4 hardware, solutions and services to small and medium businesses including:
Prospecting for net new sales opportunities
Expand existing account sales by looking for additional opportunity for full Function4 business lines
Identify and market within key vertical markets
Mine CRM for additional opportunities
Maintain a large base of qualified prospects through a multi-level customer touch approach
Utilize CRM to build prospect lists and record daily activity
Systematically plan how to reach the most potential customers a day through effective sales territory management and selling activity to reach more customers including:
Consistently set targeted number of appointments utilizing effective prospecting techniques, Microsoft Teams or GoToMeeting, video and social media
Work with marketing to develop outbound sales campaigns
Deliver an established number of proposals
Deliver equipment and software demos to showcase product advantages and application to customer needs
When applicable, engage Subject Matter Experts (SMEs) to assist in product sales and upsell opportunities
Consistently achieve sales revenue targets for territory to meet and exceed individual sales goal
Follow Function4 sales process:
Uncover Opportunity
Refine Criteria
Align Solution
Implement Agreement
Achieve Satisfaction
Continue to Educate
Work with administrative and contract management team to get:
Credit approval
Correct documentation
Upgrade and buyout information, as needed
Lease packets
Train new users
Acquire and maintain detailed working knowledge of:
Complete Function4 product line
Basic computer knowledge
Industry trends
Competition
Prepare and deliver strategic business reviews of key accounts
Prepare accurate sales forecasts as needed
Attend manufacturer training as needed General
Support and advocate for company initiatives
Align sales approach and customer understanding with Function4 strategic direction
Work with customers and appropriate internal staff to resolve customer issues and complaints
Participate in and generate customer interest in company-sponsored events such as lunch and learns, webinars, virtual meetings and forums
Establish and maintain a strong network of relationships within the communities served to support brand presence in marketplace
Attend networking events to promote company
Maintain knowledge of developments, trends, and best practices in office technology
Project a positive corporate image within the community
Other Duties as Assigned
Working Conditions:
General working hours are Monday – Friday, 8 am – 5 pm with limited absences/tardiness. Additional hours as required to complete objectives. Attend occasional webinars and training
Travel to meet with customers in various locations. Some overnight stays may be required
Deliver on Company mission, vision and core values
Appropriate business casual attire (no blue jeans)
Comply with Employee Handbook
Drug testing upon employment
Primary People Contacts:
New and existing team members
Function4 leadership including sales leadership
External partners and vendors
Community members
Culture Values:
Accountability
Integrity
Teamwork
Trustworthy
Quality
Knowledge and Skills:
Equivalent work experience or bachelor’s degree acceptable
1-2 years successful experience in professional, B2B sales including prospecting experience
Office equipment sales a plus, but not required
Natural affinity for technology with the ability to articulate how it can be used to make a difference in a business
Proven sales success in a B2B setting including year-over-year sales growth
Belief in and commitment to a consistent sales process
Knowledge of CRM preferred, Salesforce a plus
Exceptional written, verbal and persuasive communication skills
Excellent presentation skills
Effectively uses a consultative sales approach with a proven ability to close sales
Proactive self-starter with the ability to work independently
Knowledge of Microsoft Suite of products
Strong ability to set priorities, solve problems, and be resourceful under pressure
Strong organizational skills
Goal oriented
Ability to multitask and meet deadlines
Consultative approach to working with and through people
Behavioral Characteristics:
Problem solver who likes change and innovation while controlling the big picture
Persuasive extravert with a tendency for informality
Poised and engaging communicator
Results driven
Enjoys setting ideas in action
Ability to quickly connect with people, people oriented, thrives when given opportunity to interact with people
Lively and enthusiastic
Self confident
#J-18808-Ljbffr
Major Goals:
Engaging daily in enough customer conversations to move forward with an appointment
Maintain activity to build sales funnel to achieve revenue goal on a consistent basis and grow year-over-year sales
Toughest Parts of the Job:
Internal motivation and drive to learn the industry and the application to small and medium businesses
Willingness to prospect daily for an extended period of time
Job Functions:
Plan and implement strategies to market Function4 hardware, solutions and services to small and medium businesses including:
Prospecting for net new sales opportunities
Expand existing account sales by looking for additional opportunity for full Function4 business lines
Identify and market within key vertical markets
Mine CRM for additional opportunities
Maintain a large base of qualified prospects through a multi-level customer touch approach
Utilize CRM to build prospect lists and record daily activity
Systematically plan how to reach the most potential customers a day through effective sales territory management and selling activity to reach more customers including:
Consistently set targeted number of appointments utilizing effective prospecting techniques, Microsoft Teams or GoToMeeting, video and social media
Work with marketing to develop outbound sales campaigns
Deliver an established number of proposals
Deliver equipment and software demos to showcase product advantages and application to customer needs
When applicable, engage Subject Matter Experts (SMEs) to assist in product sales and upsell opportunities
Consistently achieve sales revenue targets for territory to meet and exceed individual sales goal
Follow Function4 sales process:
Uncover Opportunity
Refine Criteria
Align Solution
Implement Agreement
Achieve Satisfaction
Continue to Educate
Work with administrative and contract management team to get:
Credit approval
Correct documentation
Upgrade and buyout information, as needed
Lease packets
Train new users
Acquire and maintain detailed working knowledge of:
Complete Function4 product line
Basic computer knowledge
Industry trends
Competition
Prepare and deliver strategic business reviews of key accounts
Prepare accurate sales forecasts as needed
Attend manufacturer training as needed General
Support and advocate for company initiatives
Align sales approach and customer understanding with Function4 strategic direction
Work with customers and appropriate internal staff to resolve customer issues and complaints
Participate in and generate customer interest in company-sponsored events such as lunch and learns, webinars, virtual meetings and forums
Establish and maintain a strong network of relationships within the communities served to support brand presence in marketplace
Attend networking events to promote company
Maintain knowledge of developments, trends, and best practices in office technology
Project a positive corporate image within the community
Other Duties as Assigned
Working Conditions:
General working hours are Monday – Friday, 8 am – 5 pm with limited absences/tardiness. Additional hours as required to complete objectives. Attend occasional webinars and training
Travel to meet with customers in various locations. Some overnight stays may be required
Deliver on Company mission, vision and core values
Appropriate business casual attire (no blue jeans)
Comply with Employee Handbook
Drug testing upon employment
Primary People Contacts:
New and existing team members
Function4 leadership including sales leadership
External partners and vendors
Community members
Culture Values:
Accountability
Integrity
Teamwork
Trustworthy
Quality
Knowledge and Skills:
Equivalent work experience or bachelor’s degree acceptable
1-2 years successful experience in professional, B2B sales including prospecting experience
Office equipment sales a plus, but not required
Natural affinity for technology with the ability to articulate how it can be used to make a difference in a business
Proven sales success in a B2B setting including year-over-year sales growth
Belief in and commitment to a consistent sales process
Knowledge of CRM preferred, Salesforce a plus
Exceptional written, verbal and persuasive communication skills
Excellent presentation skills
Effectively uses a consultative sales approach with a proven ability to close sales
Proactive self-starter with the ability to work independently
Knowledge of Microsoft Suite of products
Strong ability to set priorities, solve problems, and be resourceful under pressure
Strong organizational skills
Goal oriented
Ability to multitask and meet deadlines
Consultative approach to working with and through people
Behavioral Characteristics:
Problem solver who likes change and innovation while controlling the big picture
Persuasive extravert with a tendency for informality
Poised and engaging communicator
Results driven
Enjoys setting ideas in action
Ability to quickly connect with people, people oriented, thrives when given opportunity to interact with people
Lively and enthusiastic
Self confident
#J-18808-Ljbffr