This position is responsible for proactively selling product to System Integrators. You will be responsible for managing Business Communication projects and project teams. You will maintain and strengthen relationships with System Integrators, solve System Integrator challenges as well as manage price and contract negotiations. You will be responsible for meeting and exceeding territory and sub-regional sales objectives as well as assigned KPIs. You are responsible for increasing market share by performing the following responsibilities.
AcquisitionandProspecting:
Tap into sales potential through presence at relevant System Integrator events (trade-fairs, sales or customer events)
Develop System Integrator acquisition strategy
Approach and acquire System integrators and establish frame contract
ActiveSelling:
Act as focal point of contact to System Integrators
Pro-actively look for projects at system Integrators
Conduct detailed meeting preparation, including usage of tools (e.g. need and solution assessment)
Proactively conduct product demonstrations across the range of Sennheiser solutions
Present SE USPs and benefits to System Integrators
Manage sales project and lead project team during the process, to guarantee consistent communication
Act as focal point of contact for System Integrators during bidding phase of projects
Conduct all negotiation activities with System Integrators) frame contract and temporary discount during tenders)
StrategicAccountDevelopment:
Cultivate and develop existing System Integrator relationships in the long term
Analyze System Integrator needs and outline opportunities
Create development plans including individual objectives (qualitative, financial) and detailed strategies
Develop strong relationships between relevant System Integrator stakeholders and SE counterparts
Analyze market/competitors in the BizCom segment with special focus on System integrators
Monitor and analyze KPIs and draw meaningful conclusions
OrderManagement:
Prepare proposal (supported by Technical Application Engineering/Internal Sales Support)
Track and Monitor Order realization process (e.g. track order in system) (supported by Technical Application Engineer/Internal Sales Support)
CustomerService:
Help System Integrator with technical advice
Bring in Technical Application Engineer or other support functions, if needed
Administration:
Document relevant project and visitation activities in IT System (CRM)
Essential Skills and Requirements:
Demonstrated and proven abilities in identifying, strategically approaching and acquiring new System Integrators as well as the ability to asses risks of new System Integrators
Excellent ability to reach predefined goals during negotiations and win pricing discussions
Excellent ability to identify and pursue growth opportunities
Excellent ability to prepare important customer meetings, including usage of tools
Excellent ability to handle objections
Excellent closing abilities with knowledge of closing tactics and techniques
Solid understanding of product specifications, advantages and applications
Ability to present and demonstrate complex technical products and solutions in a simple and condensed format
Solid capability to answer medium technical questions
Solid understanding of key market drivers and trends
Solid understanding of competitive environment and relative performance
Solid understanding of market dynamics and interrelations
Excellent abilities to strategically cultivate and develop existing System Integrator relationships in the long term
Excellent knowledge on creating System Integrator development plans
Excellent skills in analyzing System Integrators strategy and market situation
Demonstrated experience in maintaining consistent pipeline and to be accountable for sales leadership through accurate reporting in IT-System (e.g. CRM)
Excellent skills in the creation and maintenance of System Integrator relationships
Excellent ability for extensive networking with System Integrators and their key influencers
Excellent time management skills
Strong analytical skills
Strong negotiation skills
Strong presentation skills
Solid active listening and strong communication skills
Willingness to document activities in IT-System (CRM)
Ability to travel up to 4 days per week including overnight travel as needed based on territory
Excellent ability to influence and empower team members
High empathy and social competence
Competencies:
Motivational Skills and high level of self-motivation
Ability to convince & energize people
Team player
Excellent communication skills
Proactive attitude
Education/Experience:
4-year college degree
5+ years experience in outside sales, preferably in IT/AV or related technical sales and working with Systems Integrators
Min 3 years knowledge of VA Industry as well as IT and Networking experience
(May consider less education with more years of related sales experience)
Fluent in English both written and spoken
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