Outside Sales Specialist

Job Title:

Solution Advisor

Reports To:

Sales Manager

• 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

• 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

• 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 Go To Meeting , 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

• 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

• New and existing team members
• Function4 leadership including sales leadership
• External partners and vendors
• Community members

• Accountability
• Integrity
• Teamwork
• Trustworthy
• Quality

• 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

• 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