Oct 06, 2019
Description: Position Title: Sales Consultant Collaboration Solutions & Services Location: North Haven, CT Reports to: Regional Sales Manager Full Time/Part Time: Full Time Exempt/Non Exempt: Exempt Commission Eligibility: Eligible Eligible Requirement: Must have personal transportation About HB Communications: HB Communications is among the largest Audio-Visual Systems Integration specialists in the United States. Founded in 1946, HB has spent over 70 years providing innovative methods for collaborative communications. Headquartered in Connecticut, HB has additional offices in Massachusetts, New York, New Jersey and London, England, along with personnel throughout the US and Europe. HB provides expert solutions, staff, and services, in every aspect of delivering and supporting the most complex requirements, including: AV, Video Collaboration, Digital Media, Broadcast, Managed Services, and Live Events. Summary: The Sales Consultant is responsible for working within the HB sales organization to engage customers and identify opportunities for various audio visual and visual collaboration solutions and services offered by the company. This may include teaming with assigned HB Audio Visual Account Executives on established accounts, as well as engaging new or dormant client accounts. The Sales Consultant position requires a general understanding of, and some prior sales experience with, visual communications solutions including audio visual, video conferencing, digital signage and media, and/or broadcast, as well as knowledge of the support requirements for these solutions. The successful candidate can successfully express company value proposition and how the solutions apply to client business objectives. As a member of the sales team you will be responsible for engaging new clients and increasing revenue from existing clients. You will identify client needs and solution requirements and collaborate with the appropriate HB staff to develop a scope of work which accurately defines the functionality, features and workflow of the system. The Sales Consultant will, over time, assume direct responsibility for individual accounts and territory development, as well as identifying market opportunities within that territory. Primary Responsibilities: • Demonstrated ability to engage enterprise clients from a business solution selling and business outcome perspective • Develop and articulate basic competency levels with HB solutions and services which span audio visual, video and visual collaboration, digital media and broadcast solutions as well as related HB services • Support the HB sales organization in engaging clients, articulating the value and specifics of HB solutions and services, and developing new sales opportunities. • Proactively manage, prioritize and engage leads • In conjunction with the assigned HB Account Executive, meet with existing clients to determine customer needs and develop scope of work • Pursue customer conversations and develop opportunities with new or dormant HB client prospects Exhibit a consultative sales approach to determine a customers visual collaboration needs • Effectively utilize appropriate HB resources based upon solution scope and complexity to ensure the optimum recommendation for the client • Develop tailored solutions that leverage all HB areas of specialization • Prepare timely and accurate proposals and negotiate contractual relationships with client which adhere to HB practices and policies • Identify strategic opportunities using an approach that ensures client objectives are met • Establish and maintain sales relationship with HB preferred partners • Participate in HB preferred partner trainings sessions and online certifications • Actively review client landscape and recommend, develop, and implement new and creative approaches to growing business opportunities • Locate and propose new business potential by contacting new clients and partners and discovering and exploring opportunities. • Close new sales by coordinating requirements; developing and negotiating contracts; integrating contract requirements with company operations • As a developmental aspect of the position leading to increased direct client accountability the Sales Consultant will work with the sales team and internal resources to understand, support, and ultimately independently develop the following: • Customer focused proposals and detailed Scope of Work for each project • Engage HB subject matter experts in the design of solutions, associated bill of materials and labor estimates, and CAD drawings based upon feedback from the customer regarding features and budget Develop through coordination of HB team the total cost estimate for the project • Develop quote to customer that matches proposal • Where applicable, read bid specifications and review associated drawings and information, and then work up an estimate based upon the information provided for different types of projects • Transfer the knowledge of the project to HB project teams upon receipt of a contract from the customer • During the sales process, correctly and professionally articulate company differentiation and value proposition, understanding of client need, and how the proposed solution and services achieve the desired client business outcomes • Deliver client presentations, negotiate effectively, develop high quality and grammatically correct documents for customers and use proven techniques for finding the hidden needs of customers Successfully negotiate contract with customer to maximize project profitability while adhering to HB standard terms and conditions. Obtain pre-approval for any non-standard terms and conditions • Coordinate communication with the customer during all phases of the project, including any change orders that require customer approval. .
Educational Requirements: Bachelor's Degree Qualifications/Skills: 3+ years' experience providing consultative, direct sales and/or technical sales support preferably in the AV/IT or visual collaboration industries Prior business to business sales training or participation in sales development programs Excellent computer skills including proficiency using Windows and Apple software Demonstrate a professional level of verbal, written and listening communication skills including the ability to deliver presentations, negotiate effectively, develop high quality and grammatically correct documents for customers and proven techniques for finding the hidden needs of customers Proven problem-solving skills, attention to detail/focus and the ability to multi-task in a high volume, deadline driven environment Existing contacts with key technology and channel partners based on prior industry experience Must have the ability to work independently with minimal supervision Must have knowledge of design and project management processes Be able to comply with company policies PM19 NOTE: This list of job responsibilities is not an all-inclusive list, this is a general description. HB Communications, Inc. is an Affirmative Action/Equal Employment Opportunity Employer.
Professional Diversity Network
North Haven, CT 06473, USA