Toshiba Global Commerce Solutions is seeking a Managed Services Sales Representative IV to manage and drive sales of the company's managed services contracts. This role involves establishing and maintaining long-term relationships with both existing customers and potential new clients. The individual will be assigned a portfolio of named accounts within a specific geography, with responsibility for achieving annual revenue targets.Areas of Expertise & Special Skills:- Education & Experience:
- Bachelor's degree and a minimum of 8 years of experience in a retail provider company, representing software, hardware, or services (Professional, Managed, or SaaS).
- Proven sales record with above-quota achievements. Equivalent internal advancement opportunities may be considered.
- Industry Knowledge:
- Extensive working knowledge of the retail industry or direct experience.
- Familiarity with competitive products or services within the industry.
- Skills:
- Strong presentation skills, with the ability to interact with C-suite executives (CEO, COO, CFO, CTO/CIO) and senior management.
- Excellent written and verbal communication skills.
- Proficiency in MS Word, Excel, PowerPoint, and industry-specific software.
- Account Management:
- Demonstrated history of effective sales and account management techniques.
- Ability to review and analyze sales proposals, cost estimates, RFP responses, and ROI studies.
- Strong team player with the ability to work in a collaborative selling environment.
Key Responsibilities:- Sales and Revenue Generation:
- Execute tactical and strategic sales contracts for maintenance and installation services.
- Handle customer queries effectively, including overcoming objections during the sales process.
- Meet and exceed revenue targets (quota) as set by the business.
- Client Relationship Management:
- Establish and maintain effective relationships with key customers, agents, and lead generators to enhance sales opportunities.
- Collaborate with operations to coordinate product/project completion dates.
- Pipeline Management:
- Develop and manage a robust pipeline of sales opportunities throughout the sales cycle.
- Product Presentation:
- Present and demonstrate Toshiba products to senior executives of client organizations.
- Highlight key features such as company vision, product flexibility, system integration, and ROI.
- Record Keeping & Reporting:
- Maintain accurate sales records, expense plans, budgets, and databases.
- Respond to RFP/RFI requests and create analyses such as sales proposals and gross margin analyses.
- Market Awareness:
- Stay informed about market trends, competitor activities, and customer challenges.
- Provide strategic and tactical recommendations to enhance sales and marketing efforts.
- Cross-functional Collaboration:
- Work closely with internal departments (Professional Services, Product Management, Engineering, etc.) to meet customer and company needs.
- Additional Duties:
- Perform other related tasks as assigned.
Financial Impact:Each Managed Services Sales Rep is responsible for managing a territory of clients, with revenue responsibilities ranging from $10M to $30M annually. Financial responsibilities include all managed services opportunities, covering maintenance and installation services.
Complexity:This is a career-level sales role that involves moderate complexity in handling RFP/RFI responses and solution engagements.
Toshiba Global Commerce Solutions, Inc. offers a competitive salary and generous benefits package including the following:
Group health coverage (medical, dental, & vision)
Employee Assistance Programs
Pre-tax spending accounts
401(k) plan (with company match)
Company provided life insurance
Pet Insurance
Employee discounts
Generous paid holiday schedule, paid vacation & sick/personal days
