Sr Sales Representative in Durham

Toshiba Global Commerce Solutions is seeking a Sr. Sales Representative. This Sales Representative will be the primary focal point for the full breadth of Toshiba retail solutions, have a deep expertise in retail and retail technology, and provide account leadership in collaboration with pre-sales consultants and delivery personnel. The Sales Representative will reach and exceed assigned sales goals for a full suite of Point of Sales solutions including hardware, software, services or solutions. The incumbent must have a broad sales or technical background with experience in working directly with customers to consult, sell, and architect a vision that will enable the realization of business benefits with enterprise class hardware, software and services.

AREAS OF EXPERTISE & SPECIAL SKILLS:

• Education and Experience: Bachelor’s degree with 12+ years of experience, or equivalent combination. 8+ years of retail industry experience as a sales or technical engineer. 8+ years of business-to-business sales experience in hardware, software, or services. 5+ years of sales experience in the fuel and convenience industry.
• Skills and Expertise: Proven track record in selling and presentation skills, prospecting, and territory management. Deep knowledge of retail hardware, software solutions, and services. Ability to understand high-level technology concepts and communicate them to non-IT executives. Expertise in prospecting and developing relationships with C-Level Executives in IT and Business areas relevant to stores and e-commerce. Skilled in MS Office Suite for constructing effective communications, presentations, documents, and financial models. Deep solution expertise and working knowledge of how assigned solutions solve complex business problems in a retail client’s environment. Working retail industry knowledge or actual experience within the industry. Ability to execute tactical and strategic sales plans for assigned solutions to achieve revenue targets, including handling customer campaigns and dealing with objections.
• Interpersonal and Team Skills: Strong presentation skills, capable of interacting with senior management levels (CEO, COO, CFO, CTO/CIO, Owner, and other managers). Works well in a team selling environment and maintains good relationships with other functional departments (Professional Services, Product Management, Marketing, Engineering, etc.). Goal-oriented and ambitious, with the capacity to reach and exceed quotas. Demonstrated history of in-depth knowledge of sales, account management, and techniques. Demonstrated cold calling sales ability with an assertive, positive, and persistent style. Proven customer service and relationship-building skills. Strong verbal and written communication skills. Organized with effective time management skills. Ability to work independently and as part of a team. Self-confident and professionally competitive, with the capacity to work under pressure. Strong work ethic.

RESPONSIBILITIES:

• Establish and maintain a high level of positive and effective contact with customers and partners to enhance sales opportunities for new and continuing business development.
• Selling products and services using solid arguments to prospective customers.
• Execute tactical and strategic consultative sales account plans for existing and new clients in order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of queries effectively and dealing with various selling objections during the sales process.
• Proactively connect clients' business needs with TGCS’s portfolio of products and services.
• Cross-sell other Toshiba suite of solutions to existing clients.
• Present and demonstrate Toshiba solutions in group meetings to senior executives and emphasises salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc.
• Respond to customers RFP/RFI Requests in a timely and professional manner to facilitate success.
• Perform cost-benefit analyses of existing and potential customers.
• Effectively position and recommend the right TGCS products and solutions.
• Create or review analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; ROI Studies, RFP Responses, etc.
• Maintain positive business relationships to ensure future sales.
• Establish and maintain strong relationships, with both internal and external customers.
• Develop a network in person and via phone with key decision makers in an assigned/designated territory.
• Network and develop relationships with C-level executives.
• Help to develop, manage, and maintain a robust pipeline of sales opportunities through the entire sales cycle, also ensuring forecasting accuracy and timeliness.
• Work in tandem with the various Product and Services Sales Specialists to provide a seamless interface into the company sales efforts.
• Represent TGCS in the field, at trade shows and seminars.
• Develop and maintain relationships with other networking and business groups in the territory.
• Maintain constant awareness of markets, competitor activities and problems within the marketplace, recognising trends that develop, and making appropriate strategic and tactical sales/marketing/program recommendations to take corrective actions.
• Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule.
• Identify opportunities for improvement processes in general working practices and team efficiency.
• Will work very closely with other members of the Sales Group.
• Give guidance and mentorship to staff to “lead by example” and provide support to various needs of personnel.
• Collaborate with implementation and service counterparts, establishing and maintaining exceptional customer relations.
• Perform other related duties as assigned.

FINANCIAL IMPACT:

Responsible for individual sales quota comprising of multiple medium to large convenience accounts or assigned territory.

COMPLEXITY:

Role requires the ability to be strategic in nature, assess customer business needs and exceed customer expectations, possess active listening skills and effective communication strategies, manage the entire sales cycle from initial prospecting and qualification to deal closing, critical thinking skills to resolve incidents quickly and consistently, identify and defuse challenging customer behaviour, have an awareness of the core processes and best practices used in service and support, and be a key member of several teams at once. This role will cultivate and maintain positive relationships with business owners, management, and local business groups simultaneously.