UPS Inside Sales

Job Summary

Use sales and management, customer service and interpersonal skills to facilitate sales in the region. Participate in all facets of the business cycle including: customer targeting/acquisition, quoting, forecasting, preparing technical literature, presenting product features and benefits, solving commercial issues, etc. Has sales support responsibility for both new and existing accounts.

Responsibilities

• Develop new sales opportunities by researching and identifying potential accounts; soliciting existing accounts; building rapport; providing technical information and explanations; preparing quotations.
• Serve as the front line customer contact for Toshiba. Ensure the customer's needs and requests are met in the order of importance which includes troubleshooting by oneself or transitioning to Toshiba's inside and/or outside resources.
• Manage and close sales opportunities by most efficiently utilizing resources that include Outside Regional Sales Manager (RSM) and Manufacturer's Representatives (Reps).
• Work closely with RSM and Reps to develop opportunities, accounts and projects. Facilitate necessary appointments when outside presence is needed.
• Liaison between customers and Toshiba production. Work closely with Product Managers and Application Engineers to advise on customer's pre-sales related questions about their application and Toshiba solutions. Facilitate necessary webinars, conference calls, joint sales calls to support the customer.
• Facilitate orders by ensuring the customer has an open account in good standing, purchase orders are clean and transferring orders to the order entry team. Otherwise, explain stock-outs, communicate reseller agreements, ensure terms are settled, etc.
• Grow existing accounts by checking customer's buying history; suggesting related and new items; building rapport and trusted relationships.
• Grow personal skills and knowledge by studying new product descriptions; participating in educational opportunities, sales trainings, etc.
• Maintain CRM with new customer information, key activities, updated proposals, etc.

Requirements

• Oracle Knowledge
• Excellent CRM knowledge
• Sales Knowledge and strong desire to learn sales techniques
• Preferred Toshiba customer base knowledge
• Customer set up process
• Familiar with PM and maintenance contracts
• Metrics: Daily calls to customers (To be reported by using Cisco agent report) - 10 calls per day 1st month; 20 calls per day month 2 and 3; 30+ calls per day months 4 and beyond
• Quotes per month (combine report from CRM and SharePoint) a.) - 500k per month in quotes; "Cold Call" lead quotes should be 75% of monthly quotes with other 25% of monthly quotes from customer OSSR.
• Commissionable Items: Contracts Preventative Maintenance Platinum Contracts Gold Contracts Service Items Battery replacements Non Toshiba battery sales Fan and Capacitor replacement (in conjunction with PM)