Toshiba Global Commerce Solutions is seeking a Account Manager to be the primary focal point for the full breadth of Toshiba retail solutions, have a deep expertise in retail and retail technology, and provide account leadership in collaboration with pre-sales consultants and delivery personnel.
The Account Manager will reach and exceed assigned sales goals for a full suite of Point of Sales solutions including hardware POS, SCO, OEM, software, services or solutions. The incumbent must have a broad sales or technical background with experience in working directly with customers to consult, sell, and architect a vision that will enable the realization of business benefits with enterprise class Hardware, Software and Services.
Key Experience and Responsibilities:
* Establish and maintain a high level of positive and effective contact with customers and partners to enhance sales opportunities for new and continuing business development. Selling products and services using solid arguments to prospective customers. Execute tactical and strategic consultative sales account plans for existing and new clients to achieve the revenue targets (quota) as directed by the Business. This includes the handling of queries effectively and dealing with various selling objections during the sales process. Proactively connect clients' business needs with Company's portfolio of products and services. Cross-sell other Toshiba suite of solutions to existing clients.
* Present and demonstrate Toshiba solutions in group meetings to senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc.
* Responds to customers RFP/RFI requests in a timely and professional manner to facilitate success. Perform cost-benefit analyses of existing and potential customers. Effective position and recommend the right Company's products and solutions. Create or review analysis of such tasks as sales proposals, work-order cost estimates/proposal completion, ROI Studies, RFP Responses, etc.
* Maintaining positive business relationships to ensure future sales. Establish and maintain strong relationships with both internal and external customers. Develop a network in person and via phone with key decision makers in an assigned/designated territory. Network and develop relationships with C-level executives.
* Develop, manage, and maintain a robust pipeline of sales opportunities through the entire sales cycle. Assist the Account Executive team in accurately forecasting current and future potential sales opportunities. Work in tandem with the various Direct Sales Organization Personnel to provide a seamless interface into the company sales efforts.
* Represent Company in the field, at trade shows and seminars. Develop and maintain relationships with other networking and business groups in the territory. Maintain constant awareness of markets, competitors' activities and problems within the marketplace, recognizing trends that develop, making appropriate strategic and tactical sales/marketing/program recommendations to take corrective actions.
* Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent schedule.
* Identify opportunities for improvement processes in general working practices and team efficiency. Work very closely with other members of the Sales Group. Provide guidance and mentorship to staff and provide support to various needs of personnel.
* Collaborate with implementation and service counterparts, establishing and maintaining exceptional customer relations.
* Perform other related duties as assigned.
MINIMUM QUALIFICATIONS:-
* Bachelor's degree with 8 years of Sales experience in Retail Industry
RELEVANT SKILLS & EXPERIENCE
* Familiar with Salesforce or similar
* Strong customer relations and retention focused
* 8+ years retail industry experience as sales or technical engineer
* 5+ years of experience on business-to-business sales experience in hardware, software or services, with a proven track record in selling and presentation skills, prospecting, and account management.
* Good knowledge of retail hardware, & software solutions services
* Ability to understand high-level technology concepts and communicate with IT executives.
* Expertise in prospecting and developing relationships with C-Level Executives in IT and Business areas applicable to stores and ecommerce
* Skilled in MS Office Suite for constructing effective communications, presentations, and documents, and financial models to external and internal stakeholders
* Deep solution expertise and working knowledge of how assigned solutions will solve complex business problems in a retail client's environment.
* Working retail industry knowledge and actual experience working within the industry
* Ability to execute tactical and strategic sales plans for assigned solutions to achieve the revenue targets as assigned. This includes the handling of customer campaigns effectively and dealing with objections during the sales process.
* Strong presentation skills with the capability of interacting with senior management C- levels such as CEO, COO, CFO, CTO/CIO, Owner, and other managers.
* Goal oriented and ambitious, with capacity and drive to reach and exceed quotas. Has operated under a sales quota system and achieved on-target revenue achievement in multiple years
* Demonstrated history displaying an in-depth knowledge of sales, account management and closing deals skilled techniques
* Demonstrated cold calling sales ability, with assertive, positive and persistent style
* Proven customer service and relationship building skills
* Strong verbal and written communication skills
* Organized with effective time management skills
* Proactive idea contributor with a strong work ethic with a can-do attitude and a team player mentality.