Overview
The Sales Representative’s main responsibility is driving sales revenue within the Electronic Parts business unit by identifying, qualifying, negotiating, and closing new and renewal business. Ideal candidates are Sales professionals who have demonstrated success cold calling on senior executives offering a unique value proposition and delivering solutions.
Industry experience selling electronic parts/information is a plus, or working as an engineer using electronic parts & managing electronic part-obsolescence is an advantage.
General Job Duties
The Sales Representative within the Electronic Parts team will execute against sales goals with respect to forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer pain, delivering executive point of view dialogue, delivering solution presentations to new and existing customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the company’s unique value proposition.
Specific Job Duties
The Sales Representative will own a specific set of named accounts within Electronic Parts and be responsible for the following:
* Accountable for driving revenue growth across company’s vertical business to meet or exceed expectations, including identification of revenue drivers and metrics to focus on market expansion and penetration.
* Monitor performance-to-plan throughout the execution year and adjust direction, focus and sales initiatives as needed to effectively penetrate the market.
* Provide forecasting with accuracy to create visibility with all market owners on revenue trends and actions to drive revenues to plan.
* Understand the product sales cycle and challenges, including the strategies of competitors, and leverage this knowledge to hone sales strategies.
* Create and manage sales pipeline of new business opportunities within a territory through inbound and outbound sales methods.
* Maintain a thorough understanding within the electronic parts information field of industry trends, business processes, industry financial measurements, performance indicators and key competitors.
* Work with Product Management to ensure proper positioning of complex solutions.
Required Experience
* Minimum of 3 years of sales experience, ideally selling IT solutions.
* Business proficiency in German and English - C1.
* Demonstrated success in closing large and complex sales through knowledge, negotiation and relationship building skills.
* Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs.
* Has developed and implemented strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively without being tied to a specific approach. Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets.
* Proficiency with MS applications required (Excel, Word and PowerPoint).
* Competency using a CRM sales tool such as SalesForce to record sales activity.
* Must be flexible with the ability to work effectively and collaboratively with all colleagues.
* Strong business to business direct sales background and a proven track record of exceeding sales quotas.
* Competency in delivering price for value relative to the appropriate product solution.
Required Education
* College Degree or equivalent combination of education and experience required.
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