5-7 years of B2B sales experience, preferably in technical automation solutions.
Active network of industry contacts for effective prospecting.
Ability to analyze customer business cases, including ROI and budget implications.
Strong self-direction and accountability with a focus on performance.
Proven record of revenue growth through strategic account management.
Familiarity with CRM software, especially Salesforce.
Excellent communication and negotiation skills.
Responsibilities
Utilize prospecting and cold-calling to build relationships with customers.
Develop and execute a targeted account territory plan.
Manage the full sales cycle from prospecting to contract completion.
Communicate Ascential's offerings to align with customer needs.
Maintain regular communication with key account customers.
Foster relationships with decision makers through face-to-face engagements.
Expand knowledge of industry trends to inform account strategies.
Benefits
Opportunity to work in a fast-paced, dynamic environment.
Possibility to attend industry trade shows and conferences.
Access to continuous professional development and performance improvement resources.
Ability to engage in collaborative work with internal and external teams.
Encouragement of personal accountability and high work ethic.
Full Job Description
Responsibilities:
Employ strong prospecting and cold-calling skills and networks in assigned territory to establish themselves as a valued resource to existing and potential customers.
Develop, implement and execute an account territory plan; prospect and identify new opportunities within account and territory while protecting core revenue base.
Manage the entire sales process from prospect initiation to securing commitment with customer(s) by identifying new opportunities and filling the new product pipeline.
Own customer relationship; communicate the Ascential business offering by demonstrating alignment of Ascential capabilities with customer needs.
Maintain regular and timely communications with key customers within territory/account. Ensure corrective actions are in place and communicated to management or other key Ascential functional areas.
Develop relationships with critical decision makers in the prospecting phase through regular face to face customer engagements, understanding needs and continued follow up to ensure new quoting opportunities.
Expand knowledge of customer business trends and markets by creating and maintaining an account profile, developing an account strategy and detailing a tactical execution plan.
Take ownership of all strategic quotes and contracts, serve as a key negotiator and utilize sales processes to solicit and to coordinate feedback internally.
Create and present a business case for new opportunities to Ascential's management team.
Understand industry and market trends as well as sales analytics related to customer and translate into targeted opportunities.
Attend and engage with customers at trade shows, conferences, and industry meetings.
Demonstrate strong computer skills and update CRM (Salesforce) daily based on sales activities.
Serve as an advocate of Ascential Medical & Life Sciences by being able to clearly define the company from a high level to the detail of a specific product offering.
Knowledge, Skills and Abilities
Strong prospecting and cold-calling skills.
Must possess an active network of contacts to help with prospecting activities.
Business acumen to understand how to qualify an opportunity based on customer business case, ROI, budget, and strategic fit.
Strong sense of personal accountability, self-directed, process focused and performance orientation.
Experience dealing with multiple deadlines and working in a fast-paced environment.
Demonstrated ability to generate revenue growth using strategic account management techniques.
Strong sales call planning/execution skills and sales opportunity development and management skills.
Ability to deal effectively with pressure, recover quickly from setbacks, and remain optimistic and competitive even under adversity.
Demonstrated customer focus and orientation to creating value for the customer.
Strong work ethic, high results oriented and high tolerance for ambiguity.
Curious and constantly looking to improve professional and personal performance.
Must be able to work with and lead teams both internally and externally.
Excellent verbal and written communication skills, influencing, analytical, and problem-solving skills.
Experience in selling complex technical automation solutions to customers.
Contract negotiation and project management experience.
