Job Description
Summary:
Reseller, rep and vendor facing. Responsible for revenue and breadth growth for specific vendor(s) through customer contact and through D&H sales teams; to serve as a liaison between D&H Sales, Customers and vendor for achievement of vendor sales goals at D&H. Assist in driving Demand Generation Team through continual campaigns and programs that meet vendor expectations and D&H goals.
Essential Duties and Responsibilities:
- Conduct outbound calls weekly with targeted resellers to identify opportunities and grow share and drive business.
- Remain customer-facing and sales rep-facing for all questions, from suggesting SKUs, to compatibility, to technical and program questions.
- Serve as a designated resource that leverages D&H sales organization, expertise, and breadth of resources to facilitate sales growth and additional mindshare among D&H sales reps and customers.
- Engage inside sales reps via floor walks, emails, phone calls, promos and direct contact to grow sales and educate them on vendor solutions, and to follow up on opportunities.
- Engage field sales reps via phone calls and emails to grow sales and educate them on the vendor solutions and to follow up on opportunities including customer visits when directed.
- Build relationships with vendor sales reps and engage on opportunities as needed.
- Grow the profitable sales and market share for vendor within D&H.
- Work with vendor to create and launch reseller and rep promotions geared to increase sales and broaden the reseller base.
- Work with the Marketing Department to help determine what products to advertise and help set marketing plans.
- Proactively message & work with D&H sales, buying & marketing teams to track, drive and promote sales promotions and programs.
- Manage lead development for specific targets or assigned leads, follow-up and closure; Provide support necessary to develop leads and follow them to closure.
- Identify market and product gaps and communicate findings to D&H and vendor management.
- Message & drive attendance to vendor live events or reseller webinars and attend events as needed.
- Use understanding of vendor programs to close complex deals.
- Push and promote current vendor deals & programs to resellers.
- Build a basic understanding of vendor programs, product offerings and vendor’s key competitive products; push this information down to sales reps and customers.
- Attend vendor specific trainings with D&H and vendor personnel and online, as needed or require.
- Data-mining for the purpose of broadening product depth and developing new net resellers.
- Sell to customers and place customer orders in computer system.
Expectations:
- Calls – minimum 10 outbound calls per day-including joint calls, on average, based on scope and the number of vendors covered to specific targeted accounts and prospects, resulting in customer contact and action items including joint calls.
- Calls – inbound from customers and reps answer or return call same day.
- Time on phone per day- minimum 1.5 hours on phone per day, total.
- Meet sales goals as set- revenue, margin and breadth.
- Opportunities – Find, create and log minimum 10 opportunities a week.
- Customer visits and support activities as needed.
- Create Click Dimension templates when necessary/applicable- minimum 1 per month per vendor.
- Build market share growth plans across all D&H segments and departments quarterly.
- Email reps regularly with pertinent info and updates – 1 per week.
- Floor walk - minimum twice a week.
Team Lead:
- Act as a mentor and resource to the Demand Generation team.
- Works with Marketing to approve and schedule campaigns.
- Responsible for Delegation of campaigns to Demand Generation team.
- Responsible for onboarding process of new hires, work with training department and IT to ensure reps are provided additional trainings and credentials as needed..
- Hold recurring review/coaching meetings with Demand Gen team to review progress on campaigns, discuss best practices and upcoming projects.
- Assist Demand Generation Specialist(S) to work with, VBM, Vendor specialist buyer and sales champ/specialist (if applicable) to create and implement successful campaigns.
- Assist in script creation and ensure campaigns are properly uploaded and started in a timely manner to match marketing plans.
- Interface with DG participating vendors for feedback in order to continually improve and enhance the DG program.
- Assist and train DG specialists as they start a new vendor program to ensure proper setup in CRM system, dialogue, speaking points, etc.
- Plan and schedule non-funded campaigns as necessary.
- Provide regular feedback and Demand Gen team status to Sales Manager.
Education and/or Experience:
- College education preferred.
- 1 to 3 years Sales related experience.
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