Forensic Sales Representative
Regional Sales Representative – Forensic Business
Candidates are invited to apply for the position of Regional Forensic Sales Representative.
MicroSurvey, part of Hexagon, is a world leader in software development, providing market-specific solutions and services for surveyors, engineers, public safety and mapping professionals.
Specializing in the development of industry-specific solutions since 1985, MicroSurvey produces mobile software for use with total stations and GPS, as well as a full complement of desktop solutions to increase efficiency and productivity in the office.
From single user applications to countrywide government implementations, MicroSurvey solutions are used around the globe for Land Surveying, Engineering, Mapping, Law Enforcement, Forensic and Accident Reconstruction.
We are a Kelowna based software company with global reach and ambitious growth plans for 2019 and beyond. Our growth plans require the addition of an Account Sales Representative to take care of an existing territory and client base. The position reports to the Sales Manager, and you will have a responsibility in three key areas; sales, new business development and client retention.
Responsibilities and Duties
Develop territory sales and meet sales objectives for their region (70%)
Able to develop sales opportunities by researching and identifying potential accounts (direct and dealer); prospecting and soliciting new accounts (direct and dealer); building rapport with all prospects.
Service existing customers in the territory by building relationships with key customers, suppliers, and industry associations. Consultative selling and promotion of MicroSurvey Software products and services within customer segments in the assigned territory
Identify client requirements, proactively and professionally recommend and sells programs, products and services; proposing solutions to customers by providing technical information, guidance and demonstrations of MicroSurvey software
Respond to inbound leads, make regular outbound calls, cold calls and prospect for new business
Provide regular forecast and sales pipeline updates to the Sales Manager
Plan and conducts programs and activities (focused regional marketing efforts and campaigns, regional training efforts and dealer and customer demonstrations and meetings etc…) that will drive the growth of the MicroSurvey brand in the territory.
Attend industry trade shows for territory as required.
Account management (10%)
You will serve as the primary point of contact for their accounts and dealers.
Identify opportunities within existing accounts for new business (add on sales, cross product sales, new product needs etc.). Uses company resources appropriately to move towards the achievement of the set goal(s) for the account.
Alert internal teams to lost sales opportunities and the associated reasons, identify and report changing customer or market needs that require multifunctional team approach or development efforts, to ensure the team sets priorities and objectives that will drive future sales.
Business Planning and territory management (10%)
Develops an Annual Business Plan for the Territory, focusing on business planning steps within the span of control, as well as needs from cross-functional partners.
Provides analytic insight on customer needs and territory data, report issues and opportunities, utilizing all available company resources.
Reports new product ideas/suggestion, market trends and information on the competition to management.
Utilizes CRM (ACT) to document all communication and opportunity in the territory.
Submit a monthly and quarterly business update report to the Sales Manager.
Completes and submits Expense Reports as required
Manages demo and loaner equipment or sample requests.
Participates in monthly sales meeting to report on overall territory status and provide feedback.
Other duties as assigned.
Qualifications and Skills
Selling and Closing skills
Customer Driven Focus
Strong Business acumen
The position is full-time and based out of our main offices headquartered in Kelowna British Columbia. This position will require some domestic travel to cover the given geography in the USA and Canada, 10% of your time- roughly 3-6 trips per year. Occasional weekend travel and work required for company meetings, trade shows and MicroSurvey Dealer or Partner conferences.
Primary communication and networking with prospects and customers will happen via telephone, email, and electronic media (Twitter, LinkedIn, Association forums, blogs etc.).
Preference will be given to candidates able to work from our office here in Kelowna, but an outside position may be considered for the right candidate.
Post-secondary school education (Technical Diploma or Degree) with emphasis on any of the following disciplines
Bachelor’s degree in Business Administration or Engineering discipline or Forensic Science related field strongly preferred.
Background in forensic science, criminal justice/law enforcement, forensic engineering or sales.
Experience selling laser scanners, total stations or forensic equipment/public safety capital equipment and software a strong plus.
Demonstrated ability to isolate and identify technical problems, formulate and demonstrate solutions. Must have three to five years work, business development or sales experience in a related field
Proven ability to build business partnerships and to deal effectively with all levels of management.
Ability to travel.
High energy, flexible individual with the ability to prioritize and multi-task.
Ability to present information clearly and effectively both verbally and in writing; an active listener who projects a professional demeanour
Customer-focused attitude, with the ability to understand, anticipate and identify customer needs while using the information to provide the best-individualized service.
Proven integrity through open and honest interactions with colleagues and encourages active participation and commitment from others in the pursuit of common goals;
Understands roles, setting expectations, sharing information, and building consensus.
Proven ability to close sales, growing a territory and existing accounts through referrals
Solid understanding of Business to Business based sales as opposed to Retail sales.
Has sold value added vs price
Dealing with top decision-makers and multiple decision makers
Comfortable with phone-based selling, making cold calls
Familiarity with commission based selling and working with a long sales cycle
Comfortable prospecting for new business
Must have three to five years work, business development or sales experience in a related field