Inside Sales Representative, Certified Pre-Owned

SUMMARY

To proactively manage the used, demo and preowned Survey solutions for Leica Geosystems. These solutions will include products and solutions from the Survey and Engineering, Solutions, and Reality Capture divisions. The primary tasks are to sell, manage and liquidate select inventory from these Divisions through direct sales efforts, and through the direct and indirect (dealer) sales channels. The successful candidate will have superior telephone skills, pleasant personality, prospecting skills, sales / closing skills, attention to detail and impeccable follow-up. They must be goal / sales oriented and self-motivated to work with minimal supervision while exceeding their performance goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Develop and maintain a deep understanding of the industry, and in particular, customer needs, competitive solutions, and maintain an understanding of the market conditions and used equipment pricing requirements
• Manage all sales campaigns with support of the Survey Marketing organization and manage the sales process of such campaigns.
• Assists with the planning and implementation of direct mail, eMarketing, and promotional campaigns on a monthly and quarterly basis.
• Manage the CPO (Certified Pre-Owned) Leica website for new leads, and prospect these leads and process them through either a direct sale effort, partnership with our Direct Sales channel, or through our existing Survey Dealer manager channels.
• Cold-call prospects that are generated by external sources of lead.
• Call prospective customers throughout the US and Canada to qualify leads and explain type of product offered.
• Manage and handle incoming and outgoing sales calls/emails. Ultimately closing sales orders by assessment of customer and matching identified needs with products and services.
• Make outbound initial and follow-up calls to new and existing clients via telephone and email. Respond to questions and solve or refer problems.
• Build and maintain customer relationships. Reinforces the relationships that have been established by Direct Sales reps.
• Quote preparation after matching and identifying the needs of the customer.
• Ability to cross-sell and up-sell.
• Negotiate sales contracts and associated product supply milestones.
• Active solicitation of rental, repair, and Support Sales.
• Prepare equipment for customer orders. Update, register and configure.
• Partner with existing Direct Sales Representatives and Regional Dealer Managers to successfully supply these channels with accurate information regarding the available used and demo equipment and solutions.
• Work with existing dealers, distributors and sales managers as well as new or prospective distributors to ensure proper level of used equipment is available, as possible, to support their sales efforts.
• Tracking all used sales opportunities through Salesforce.com, including creating leads, converting sales.
• Managing sales leads through closure and monitoring against approved budgets to ensure financial results are on, or ideally above, target and implement plans to counteract deviations.
• Prepare report on sales activities, as required.
• Maintain a central marketing database of literature, videos, price lists, photos, promotions, and flyers to send to customers as need to best represent LGS used Survey Solutions.
• Follow up with customers to ensure satisfaction, respond to queries, solicit further sales, and solve or refer problems.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

EDUCATION and/or EXPERIENCE

• Bachelor’s degree or equivalent combination of education and experience, plus one year related inside sales or customer service experience.
• Strong knowledge of Leica Geosystems Survey and Reality Capture products and solutions.
• Previous experience selling used Survey solutions in the US and CAN markets. (Leica Geosystems is a preference)

LANGUAGE SKILLS

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization. Bi-lingual skills would be a plus but not mandatory.

MATHEMATICAL SKILLS

Ability to calculate figures and amounts such as discounts, interest, commissions and gross profit.

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

PHYSICAL DEMANDS

The position generally requires sitting at a desk, speaking on the telephone and working at the computer for a majority of the day. Therefore, the individual must be able to sit, reach for materials, use hands to handle and feel work items, and finally, listen and talk. A majority of the lifting involved would be items under 20 pounds with a minority of items up to fifty pounds. No lifting of items 50 - 100 pounds or greater than 100 pounds is required. The position requires close vision (i.e. clear vision at 20 inches or less)

WORK ENVIRONMENT

This position would have a hybrid working situation from home and the Duluth office defined by the LGS manager. This position works under normal office conditions with no exposure to fumes, outdoor weather conditions, explosives, radiation or toxic chemicals. The noise level is that of a business office with moderate noise due to computers, printers and light traffic.

TRAVEL REQUIREMENTS

Minimal travel but may occasionally travel to meet customers, participate in trade shows or meetings.

COMPUTER SKILLS

Proficiency with Microsoft Office, particularly Excel and Word as well as some CRM programs like Sales Force.com, Gold Mine, and ACT.

OTHER QUALIFICATIONS

Bilingual - ability to speak, read and write Spanish preferred.

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by their supervisor.

This document does not create an employment contract, implied or otherwise, other than at “at will” employment relationship.