Sales Specialist, Digital

About the role

As the Digital Press Sales Specialist for Heidelberg’s Digital press business located in Heidelberg USA’s Central Region, the position’s purpose is to drive digital print equipment (current and future products) sales in this region in both the commercial print and in-plant sectors, working cooperatively and supporting the full line Heidelberg Account Manager sales team.

Responsibilities

• Drive digital equipment sales success through the region with direct support of the Account Managers on their sales prospects and actions to close the sale.
• Develop and manage the digital opportunity pipeline for the region to achieve or exceed budget sales goals.
• Track the opportunity pipeline through Heidelberg’s CRM, report in on the forecast on regular intervals, defined by Director and Regional VP.
• Develop, with the Director-Digital the deliverables to facilitate growing market awareness and opportunities in the region and then be accountable for the successful execution of those deliverables.
• Be a self-driven independent sales specialist for Heidelberg’s Digital Equipment portfolio (currently Versafire digital presses and Jetfire Inkjet presses) and work cooperatively with the full line Account Manager sales team with their Digital sales opportunities.
• Support each digital sales opportunity in the region by applications analysis, present situation cost analysis and ROI’s, demo support, developing quotes and pricing tactics (within boundaries defined by VP Digital) and closing contracts.
• Help build loyalty to Heidelberg in digital print by building relationships with our customer base.
• Manage customer satisfaction issues, when escalated, and work with Heidelberg USA service and partnering supplier’s service teams as needed to resolve issues.

Requirements

• Basic Personal Computer Skills
• Excel, PowerPoint, Word, Outlook
• Salesforce CRM
• Bachelor’s degree or equivalent
• 5 to 7 years of job-related work experience
• Extensive travel (50%-70%) travel with this position including occasional trips to Heidelberg USA’s office and demo center in Kennesaw, GA as well as international travel to Germany.

Qualifications

• Strong understanding of digital press technologies, electrophotography and inkjet, the commercial print digital and offset applications, color management, digital front end controllers and their software.
• Strong analytical skills to work with customers to develop digital print ROI’s and follow up post sale to ensure customers achieve the ROI.
• Passion for the products both externally to the marketplace and internally within Heidelberg.
• Active promotion of these products in the North American print market through social media, participating in industry events and supporting customer events and shows.
• Strategic sales support (sales tools, webinars) as well as fast response in helping to close sales and resolve customer issues.
• Special applications support and customer consulting.
• Supporting the sales team with special applications support with customer prospects.
• Preparing quotes outside the system for special equipment with the aid of the digital suppliers and outside vendors.
• Working with the demo team and factory in support of testing of special applications.
• Providing demonstration assistance/support at national, regional, and local shows and in the Kennesaw demonstration center.
• Works with Product Management Team related to sales tools, sales training, and new product features for input into the suppliers and Heidelberg Corporate on future products.