Contract Sales Representative II Job Mentor area,Ohio USA,Sales

Contract Sales Representative II

Contract Representative (CSR II) is responsible for maximizing the closed sale value for all contract renewals, new business, and warranty opportunities. The CSR II will coordinate and maintain the business pipeline in partnership with District Service Managers (DSM). The CSR II will deliver service agreement quotes and communicate the value proposition of the service offerings.

In this role, the CSR II will set the price, confirm the inventory coverage and review terms and conditions while ensuring the service agreement meets profitability targets. The CSR II will utilize objection handling techniques and sales tactics for contract revenue generation.

The CSR II is responsible for communicating the status of their pipeline, escalating obstacles to management, delivering quotes on time and proactively following up with Customers until the sale is closed. The CSR II should also identify opportunities to improve the sales process and participate in Kaizen and/or problem-solving events.

In addition, the CSR II will support strategic account initiatives in partnership with Key Account Directors and be the point of contact for Master Service Agreements (MSA). The MSA support will include coordinating coverage for large Healthcare Institutions, Integrated Delivery Networks (IDN) and third-party Biomedical organizations. The CSR II will also be responsible for identifying government bid opportunities and delivering proposals that meet government requirements.

What

You'll Do as a Contract Sales Representative II

Sales Responsibilities:

Responsible for reviewing expired agreements and evaluating upsell opportunities

Partner with DSM to define the pricing strategy for the renewal, warranty and new business opportunities

Contact the Customer with a consultative approach to identify their needs

Coordinate the sales process with key business stakeholders including service management, field service technicians, and sales account managers

Deliver quotes to the Customer up to four months in advance of expiry

Routine follow up with the Customer to obtain purchase order, overcome objections, and escalate price negotiations to field leadership to ensure Customer retention

Evaluate terms and conditions change requests and ensure legal approval

Update service agreement pipeline status throughout the sales process in the CRM, including retention chance, primary contact(s) and most recent communication with Customer

Code and evaluate losses

Meet sales performance metrics for on time renewals, warranty conversions, pricing targets, and new business quota

Key Account Support:

Responsible for reviewing expired agreements and evaluating upsell opportunities

Partner with Key Account Directors to ensure the entire opportunity is quoted for the Customer

Support the MSA creation process and ensure that all ongoing opportunities meet the MSA requirements

Communicate the MSA requirements with the field organization

Mentorship:

Provide support for Contract Sales Representatives (CSR) inquires

Provide on the job training support and best practice advice for CSRs

Demonstrate leadership and model department requirements and STERIS Values

What You'll Do as a CSR II - cont'd

Continuous Improvement:

Identify opportunities to improve the sales process and ensure best practices are utilized

Participate in Kaizen and problem-solving events

Implement performance goals to continuously improve year over year

The Experience,

Skills and Abilities

Needed

Required:

High school diploma or GED
Four (4) years' experience in business, customer service or sales, preferably working with contracts, including terms and conditions.
Demonstrated ability to stay ahead of the current assigned renewal and warranty pipeline, including on-time quote submission and follow-ups
History of consistently exceeding current ICP metrics

Preferred:

Bachelor's degree strongly preferred.
Experience with service contract software and CRM systems and Oracle/Siebel strongly preferred.

Other:

Demonstrated ability to be a trusted business partner
Demonstrates ability to use sales tactics and overcoming objections
Demonstrated strong business acumen
Must have PC experience with…