Sales Representative Job

• Updated: March 19, 2009
• Location: Burlington, ON
• Category: Sales & Business Development - General

The role of the sales representative is to sell. The role therefore includes prospecting to find new opportunities, controlling the sales process and the utilization of Ivara resources in the various sales steps, closing business and maintaining close relationships with customers. There is a heavy focus on vertical territory development.

RESPONSIBILITIES INCLUDE:

• Prospecting: The sales representative is responsible for defining a plan to find new sales opportunities, and for following through on that plan. The plan will include named companies that will be contacted each quarter, and the means to report on the success of lead development.
• Controlling the Sales Process: The sales rep is responsible for defining a strategy for winning each sales opportunity, and managing a sales process to close the business. The sales rep drives the day-to-day sales activities, and maintains the relationships with all levels of personnel in the prospect company. The Ivara sales process requires a team effort, so the sales rep must effectively communicate the sales strategy to all Ivara resources required to conduct the sales process. The sales rep decides when and how to involve Ivara resources, and maximizes the efficiency of the use of those resources.
• Sales reps are responsible for responding to prospect inquiries, replying to RFI’s and RFP’s, and for developing and delivering proposals.
• Sales reps are also responsible for managing all of the documents required in the sales process and for keeping effective records of activities so that other Ivara departments can support the sales process. These activities include publishing proposals on the appropriate Ivara networks, and filling in the appropriate paperwork for the creation of license agreements and the registering of new customers.
• Closing Business: The sales representative is responsible for closing business, meaning managing the sales process through to the client’s signature on an Ivara license agreement.
• Account Management: Once a sale is closed, the sales rep is responsible for maintaining the ongoing relationship with the customer. Working with Services and Marketing to identify, capture and promote success achieved to drive up-sell opportunities. Ongoing contact with the customer to ensure that the customer remains satisfied and referenceable.

REQUIREMENTS:

• Strong selling characteristics, should be a “hunter” , meaning that he/she aggressively seeks and pursues new sales opportunities
• Strong verbal and written communication skills
• Able to present strategic messages and differentiate Ivara’s solution
• Able to speak to all levels of personnel within prospect organizations, including executives
• Able to manage complex sales that involve multiple sites, corporate personnel and multiple interest groups

SALES EXPERIENCE:

• previously worked in sales positions
• self-motivated
• must be capable of working independently to develop a pipeline of opportunities, and be able to independently conduct the activities to move those accounts along
• work as a team
• must be capable of building a strong Ivara team (various department representatives) ensuring customer success
• technology capable
• very comfortable with software products and related technologies
• comfortable discussing Microsoft technologies and (eventually) Ivara’s underlying technologies

'NICE TO HAVE' QUALIFICATIONS:

• Strong Reliability domain knowledge – familiar with RCM and ideally with the other services Ivara currently offers
• Sales and Consulting Experience – experienced in selling and delivering engineering related products and services

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• Tags: sales, sales representative, lead development, account management