Sr. Production Sales Specialist, Direct Sales

Job Title

Sales Specialist

Location

Baton Rouge, Conway, Lafayette, Little Rock, New Orleans, Shreveport, Arkansas, Louisiana, United States

Job Level

Mid-Senior Level

Salary

Annual Base Salary: $70,080 - $140,160

Job Description

Responsible for generating sales to meet individual/team quotas and company business objectives. May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set. A portion of incumbent earnings normally paid on quota via an incentive/commission scheme.

Key Performance Indicators

• New and Additional Profitable Revenue Growth
• Increased penetration/Signings for offering space
• Customer Retention

Scope

• Recognized as an expert in own function
• Interprets internal or external business issues and recommends solutions/best practices
• Decisions are guided by resource availability and functional objectives
• Primarily domestic scope/accountability; may include some international scope/accountability
• Progression to this level is typically restricted on the basis of business requirement

Primary Responsibilities

• Works with Client Manager to provide subject matter expertise on the services offerings leading to a detailed statement of work
• Provide the business rationale and risk assessment to management for making investments in the account to develop business.
• Become the "trusted adviser" on services and solutions that address the client's business challenges.
• Participate with the appropriate sales organization in account planning.
• Provide support and input in RFP responses, business case analysis, risk profiles and statements of work
• Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects

Sales

• Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher-than-average quota/territory
• Sell complex products and/or services, develop new accounts and expand existing accounts
• Has extremely high authority or opportunity to set and negotiate product/service terms
• May act as a lead in a team when presenting products/services to existing or prospective customers
• Influences customers and diffuses potential problems
• Anticipates customer needs and identifies appropriate alternatives

Problem Complexity

• Solves a diverse array of complex problems; takes a broad perspective to identify solutions
• Uses judgment within broadly defined policies and practices
• Analysis of a variety of factors, including an understanding of current business trends required
• Follows processes and operational policies in selecting methods and techniques for obtaining solutions
• Requires in-depth knowledge of organization objectives

Freedom to Act

• Works independently, with guidance in only the most complex situations
• Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results
• Exerts significant latitude in determining objectives

Requirements

• 5+ years of sales experience in digital production printing equipment, including high-end hardware, software, and finishing solutions
• Proven success in consultative selling, business development, and closing complex, high-value sales opportunities
• Experience in an overlay sales role, partnering with Account Managers to identify opportunities and drive revenue growth
• Strong executive presence with the ability to deliver compelling C-level presentations and communicate product value propositions
• Proficiency in PowerPoint, Salesforce CRM, and sales analytics tools
• Demonstrated ability to motivate and influence sales teams, lead sales initiatives, and drive collaboration
• Entrepreneurial, self-motivated professional with a strong hunter mentality and the ability to work autonomously