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For your reference, we have included the original job posting below.
Technical Sales Specialist
Job Number:
26847700
Company Name:
BLACK BOX CORPORATION
Job Location:
Lawrence, PA US
Job Category:
Sales & Sales Management
Technical Sales Specialist
Lawrence PA The Technical Sales Specialist is responsible for growing the revenue and gross profit for Digital Signage product line. They will possess advanced technical knowledge of the Digital Signage products and the competition, and provide technical sales support to other team members as needed. Primary focus will be to prospect for new opportunities and position our products and pricing as needed to win the business. In addition, they will stay current on competitive pricing practices and will assist the Outbound Account managers when called upon with price positioning. They will provide feedback to Product Marketing on price competition and gaps between product features and market demands. Utilizing CRM (Salesforce) they will manage their opportunities and leads, including those uncovered directly as well as those where their assistance was sought by other Account Managers. MEASUREMENT CRITERIA: 1. Meet or exceed the corporate revenue and gross profit objectives for the Digital Signage product line. 2. Make a minimum of 40 outbound sales calls per day 3. Create a minimum of 10 related quotes per day PRIMARY DUTIES: - Develop opportunities by maximizing prospecting efforts. Utilize the following lead sources to identify opportunities: Black Boxs top customers for assigned product line, channel partners, lead lists, Eloqua leads, vendor leads, trade show leads, and all marketing efforts. - Qualify and Manage Digital Signage inbound inquires. Will be the first point of contact for inbound Digital Signage opportunities. - Subscribe to all industry newsletters and mine articles for leads. Additionally, review printed publications for lead opportunities. -Work with Resellers and Integrator tech departments to train and be a resource for them for Digital Signage product information. Be available to participate in conference calls as needed with their customers. - Identify Government opportunities for assigned product line by checking Federal govt bid sites (Fedsource, etc). Where possible, get products added to govt approved product lists. - When requested, assist Outbound Sales team with large opportunities to position pricing for assigned product line and help close the deal. Assistance may include: a. Discussion with customer to confirm best solution for application. b. Providing Outbound Account Manager with pricing guidance based on competitive factors. - CRM (Salesforce) management of all solution opportunities personally uncovered or those youve assisted with. Input leads into CRM and manage the flow of opportunities threw out the sales cycle updating CRM as appropriate. - Acquire advanced technical knowledge of the Digital Signage product line and competitive landscape. Be the Outbound Sales teams go to person for questions pertaining to presales and price positioning. - Responsible for staying current on competitive analyses and understanding differentiators between the companies products and its competitors. - Provide feedback to Product Managers on price competition and recommend pricing adjustment where needed. In addition, communicate gaps between product functionality and market/customer demands. - Revisit old leads in CRM and initiate reactivation campaigns via Salesforce templates. - Work with Product Marketing and Marketing to develop sales programs for the assigned product line; email blasts, customer promotions, rep spiffs, etc. - Prepare and deliver technical presentations and demonstrations of the Digital Signage product line to customers. - Plan and organize outbound calling schedule. POSITION REQUIREMENTS: Education: College degree preferred. Specialized Training/Skills: Must possess excellent communication skills, closing skills, track record of success in meeting sales goals and prospecting skills. Must maintain a positive attitude, be customer focused, goal oriented, and an independent worker with excellent telephone technique, and better than average knowledge and usage of English grammar in speech and written communications. Must have advanced technical knowledge of the Digital Signage product line and competitive pricing practices. Skills/Experience Required: 2 to 5 years of phone sales and prospecting experience and a proven track record of success. Familiarity with prospecting sources and CRM systems preferred. An Equal Opportunity Employer M/F/D/V How to apply: Black Box Network Services 10 Park Drive Lawrence, PA 15055 E-mail: Fax:
