SUMMARY
With a primary focus of growing vendor sales with new and existing customers, the Sales Specialist serves as an extension of the vendor or technology category and is responsible for educating, enabling and selling of new and different technical products, programs, and/or services. Maintaining sound knowledge of diverse industry trends and technologies, the Sales Specialist is responsible for leveraging their expertise, along with the experience of other D&H experts, to build, position, and sell new and advanced solutions, programs, and services.
?The Sales Specialist communicates with D&H staff to ensure that internal support and team members understand, and are able to properly support sales opportunities. Maintains consistent communication with all regarding key initiatives pertaining to vendor initiatives to further grow profitable business. The Sales Specialist provides specialized consultation, education, training, and sales resources to peers and external partners. This is to enable vendor and reseller success and acts as an extension of the vendor organization driving programs and vendor initiatives to channel partners.
The Sales Specialist will work with the Sr. Specialists/BDM’s/Leads to create, communicate, and execute tactical and strategic initiatives and forecasts aligned with the direction of the organization and divisional objectives.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
· Work collaboratively with the Sr. Specialist, Inside and Outside Sales Teams to conduct outbound calls daily to a variety of resellers, prospects & current partners
· Create, update, and provide sales quotes to customers and D&H sales teams
· Manage vendor SPA’s and bids from quotation to opportunity management
· Create, update, and manage a pipeline of sales opportunities in CRM system
· Manage lead development, follow-up and close business opportunities with D&H sales teams
· Grow profitable sales and market share for the vendor within D&H
· Gain mindshare and drive awareness of vendor SMB strategy
· Proactively communicate & work with D&H sales teams to drive and promote vendor promotions, programs and floor days
· Identify and target resellers to grow vendor business and communicate these to the sales teams
· Proactively drive and deliver current vendor deals & programs to resellers and D&H sales teams
· Work with D&H Resellers to broaden depth of vendor products & educate on the vendor solution
· Provide support necessary to develop leads and follow them to closure
· Attend specific trainings with D&H and vendor personnel, in person and online, as needed or required
· Interact & engage with vendor or 3rd party Field Sales to turn leads into new business
· Engage D&H Outside Field Sales Reps
· Recapping reseller feedback and share with team to help generate incremental business
· Data-mining for the purpose of broadening product depth and developing new net resellers
· Sell and place customer orders in computer system
· Answer phone and respond to all customer requests
· Message & drive attendance to the vendors and D&H Live and Virtual Events
· Become a resident expert on all specific manufacturer programs and product offerings
· Back-up Senior Vendor Sales Specialist as needed
EDUCATION and/or EXPERIENCE
· High school diploma or equivalent
· Bachelor’s degree preferred or equivalent industry experience
· 1 to 3 years sales or related experience