Solutions Sales Representative

3 weeks ago

Houston, Texas, United States DEFENDERS Full time
Job Title: Solutions Sales Representative

Join DEFENDERS as a Solutions Sales Representative and be part of a team that truly believes in the difference our people make. As a Solutions Sales Representative, you will have the opportunity to be a part of that difference every day.

About the Role:

This position is responsible for selling the company's solutions, including products, labor, and services, primarily to end-user customers. You will be expected to up-sell and cross-sell to the existing customer base, maintain and develop positive customer relationships, and achieve or exceed assigned annual and quarterly quotas for both the installation and service businesses.

Key Responsibilities:
  • Using technical, organizational, and customer knowledge to influence customers and assist them in buying the products and services required to meet their needs, resulting in revenue generation for the company.
  • Conducting site surveys in preparation of customer needs analysis and estimates.
  • Preparing statements of work (SOW) and corresponding sales estimates.
  • Conducting sales presentations to customers and management, as required.
  • Demonstrating a thorough understanding of company services.
  • Acquiring and maintaining sound knowledge of all product lines and services offered.
  • Partnering with internal departments to communicate job scopes and relay customer needs.
  • Attracting new customers and up-selling a client base through a combination of field sales, phone sales, and direct marketing efforts.
  • Possessing excellent cold-calling skills and the ability to identify and find new business.
  • Generating sales leads and customer account information.
  • Creating proposals for customers; outlining plans for preventive maintenance (including the scope of repairs and solutions); reviewing testing reports and working with Service Technicians to quantify service repair proposals based on discrepancies discovered during system inspections.
Requirements:
  • High School Diploma, Bachelor's degree or equivalent, or three to five years of professional experience in high volume sales and a fast-paced environment.
  • A minimum of five years of industry experience as a successful sales representative.
  • Must have consistently met or exceeded sales performance for the past three to five years.
  • Must demonstrate professional knowledge with an in-depth understanding of all or most of the following systems: fire alarm/life-safety, intrusion alarm, access control, video surveillance, nurse-call, plus low voltage systems in general, installation, testing, inspection, and maintenance.
  • The ability to organically grow business by providing solutions to a new and existing client base.
  • Ability to build customer relationships through consultative selling and the promotion of customer confidence in ADT.
  • Must have a technical aptitude and an understanding of drawings and codes.
  • Must be self-motivated and have a strong work ethic.
  • Must have strong negotiation skills and prospecting skills.
  • Must have excellent verbal, written, and presentation skills with the ability to present to senior-level executives within the customer organizations.
  • Must be proficient with Microsoft Office (Word, PowerPoint, Excel, Outlook).
  • Must be able to work a full-time schedule and be available for travel, which may include nights and weekends, to accommodate customers' schedules, trainings, meetings, etc.
  • Must have a driver's license with an acceptable record and be able to clear a pre-employment criminal background check and drug screening.
Work Environment:
  • The noise level in the work environment is usually moderate.
  • Normal office/field environment.
  • Construction sites and customers' facilities.
  • Must be able to work extended hours to support business requirements.
Physical Requirements:
  • While performing the duties of this job, the employee is occasionally required to stand, walk, sit; twist, use hands to handle, push, pull or feel, reach with hands and arms; climb or balance, stoop, kneel, crouch, or crawl, and talk or hear.
  • The employee must regularly lift and/or move up to ten pounds and occasionally lift and/or move up to approximately twenty-five pounds.
  • Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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