Job Posting:Territory Sales Rep. (TSR) Availability:Immediate Reporting to:Business Development Manager General Description
To sell the WatchGuard Video line of products in an assigned geographic territory through high volume telephone prospecting. TSR’s manage their day by balancing outbound telephone calls to launch relationships with perspective customers that will be developed into closed sales, they maintain relationships with existing customers to build reciprocal business, and they coordinate the activities of a field sales representative.
Specific Responsibilities
Requirements of this position will include but not be limited to the following:
New Customer Prospecting and Sales
Contact prospective customers by telephone in an assigned geographic territory.
Maintain database of all contact details, sales opportunities, sales metrics, and conversation summaries.
Understand all aspects of the sales opportunity including sales volume potential, competitive pressures, budget concerns, and the like.
Make professional product presentations over the telephone using presentation tools that are provided, and or those that are created by the TSR.
When necessary, position evaluation equipment for prospects.
Coordinate installation of evaluation equipment.
Coordinate training for evaluating officers.
Maintain close contact with departments evaluating equipment to guide them to a final purchase decision.
Be responsible for making sure evaluation equipment that is not purchased is returned.
Request and call on referrals.
Meet new customer sales objectives.
Existing Customer Sales
Initiate relationships with all WatchGuard Video customers in assigned territory.
Receive feature suggestions from customers and communicate that detail to direct supervisor.
Maintain database of all contact details, sales opportunities, sales metrics, and conversation summaries.
Know all buying influences including.
Current installed equipment (video and other) and operational stability.
Expansion and upgrade plans for coming periods.
Budget concerns.
Provide leadership in current customer account management.
Request and call on referrals.
Meet existing customer sales objectives.
Field Sales Support
Strategically partner sales approach with one (1) Regional Sales Manager (RSM). TSR is responsible to assist the RSM in maintaining high visibility with customers and prospects therefore not needing to manage sales office responsibilities.
Quote management
Respond to prospect and RSM requests for quote with accuracy in a timely manner. (All quotes must be delivered to prospects with in one hour of the time received)
Coordinate quote follow up with RSM to close sales opportunity or schedule product demonstration.
Lead management
Provide leadership in managing same day follow-up on leads from all lead sources. (Trade shows, web site, direct mail replies, etc)
Customer Relationship Management
Be able to communicate to customers and RSM regarding order status using company electronic tools and personnel resources.
Be prepared to reply professionally to customers regarding delivery delays.
Request and call on customer referrals.
Provide leadership in managing same day follow-up on leads from all lead sources (Trade shows, web site, direct mail replies, etc)
Coordinate communicating call results with RSM.
Remain current on the status of any customer trouble tickets and keep RSM informed as appropriate.
Assist RSM in monitoring the results of customer evaluations.
RSM and TSR will maintain a close relationship to create an aggressive strategy toward meeting the overall territory sales goal. As the RSM spends the majority of their day in customer settings, meetings to maintain this requirement may take place before or after normal business hours during the week or on weekends.
Schedule product demonstration appointments for the RSM based on criteria that is in line with the territory strategy. TSR will maintain an awareness of RSM priorities by location in the territory, and their schedule as a part of the strategy that is developed between the two.
Other Responsibilities
Database Management
Accurately manage the appending and usage of data from the lead database.
Track all referrals.
Report Management
Maintain reports on a weekly and monthly basis as required.
Coordinate with RSM for any data needed to populate reports.
Product Requirements
Maintain a strong knowledge of all WatchGuard Video products.
Maintain a working knowledge of products competing with the WatchGuard Video product line.
Travel
While the TSR position is NOT a traveling position, Reps should be prepared for travel as assigned by management. Travel requirements may include sales assistance for trade shows, or other trips in support of sales efforts.
Reporting Structure status and benefits
Territory Sales Reps. are a part of the WatchGuard Video sales department, and report to a Business Development Manager. The TSR opportunity is a full time position and therefore eligible for company benefits as explained in the company employee manual.
Evaluations
TSR performance evaluations are carried out on a quarterly basis for the first year of employment. Compensation evaluations are held annually.
Mandatory Work Skills:
Honesty!
Great attitude
Good attendance
Excellent phone voice with an outgoing personality
Good working knowledge of Microsoft Word and Excel including (Mail-Merge)
Good general computer and typing skills
Quick learner with both office related items and technical areas such as product(s)
Well organized and multi-tasking
Ability to work independently using good judgment, yet not afraid to ask for help.
Work well with others within the Sales Department and other departments.
Being willing to do any task the company has to offer even if not in the job description or within your skill set.
Other expectations:
Good mental and physical health
Non smoker at work or any work related event or on company property
This job does not require travel. However, there may be opportunities to attend a trade show or work with an Outside Partner possibly once a year or every other year. It may never happen and is not required if the opportunity does come up.
