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Integrated Systems Security Sales Representative in Delta at Johnson Controls

Date Posted: 12/4/2018

Job Snapshot

Job Description

What you will do
 
The primary role of the Integrated Systems Sales Representative is to maintain and grow Security System sales within a defined customer base and geographical territory. Develop sales strategies to meet objectives. Establish contacts with prospects and prioritize/qualify potential buyers. Schedule sales calls and follow up on leads, utilizing SimplexGrinnell marketing strategies. Determine customer needs and develop a strategy to gain customer understanding of company product offerings. Price and quote physical security systems as well as retrofit work. Close sufficient sales to exceed plan objectives. Conduct seminars, demonstrations, etc. in order to generate leads for prospective customers. Develop financial justifications, prepare proposals, make presentations, and perform necessary follow-up for the successful closing of a sale. Maintain established accounts through regular customer contact in pursuit of follow-up sales. Report progress and supply metrics to operations and corporate teams on a weekly and monthly basis. Assume responsibility, including the provision and/or coordination of services (installation, customer training, etc.) to assure complete customer satisfaction. Participate in trade shows, special product demonstrations and other events with the objective of increasing sales and enhancing the company’s image.
 
How will you do it
  • Highly motivated and success driven.
  • Proven ability to persuade and close sales.
  • Ability to quickly identify and qualify opportunities.
  • High degree of self-discipline.
  • Exceptional presentation skills with demonstrated sales techniques.
  • Excellent verbal and written communications skills.
  • Successfully pass a background investigation and drug test.
  • Possess a valid driver’s license and acceptable driving record.
  • Ability to identify and qualify customer needs, develop sales strategies and negotiate and close profitable projects with end users and in the commercial construction community.
  • Close sufficient sales to meet or exceed sales plan objectives.
  • Develop and maintain an active proposal backlog that will support achieving the designated sales plan.
  • Develop a sales plan for assigned territory to include segmenting territory based on customer type, qualify and prioritize opportunities, and maintain appropriate territory records.
  • Allocate time effectively with the goal of meeting or exceeding quota requirements.
  • Assume account management responsibility including the provision and/or coordination of services (installation, customer training, etc.) to assure complete customer satisfaction.
  • Conduct seminars and demonstrations in order to generate, develop and qualify leads for prospective customers.
  • Customer satisfaction through system design, coordination and communication.
  • Account management of new and existing customers.
  • Relationship selling.
  • The ability to deal with customers at all levels within a facility or organization.
  • Developing a personal business plan to meet sales objectives and goals in assigned territory.
  • Develop personal tools to track and monitor sales opportunities.
  • Develop financial justifications, prepare proposals, make presentations, and perform necessary follow-up for successful closing of the sale.
  • Proven sales volume track record.
  • Excellent verbal and written communication skills.
  • Ability to read blueprints and understand building architectural, mechanical and electrical documents.
  • Must be organized, detail oriented and self - motivating.
  • Ability to work alone to solve problems and be a self-starter.
  • Experienced with PC’s and Microsoft’s suite of Office software including word processing, spreadsheets, presentation software and databases.
  • Working knowledge of Salesforce.com as the preferred CRM
  • CPP or PSP certification desired, but not required.
  • Familiar with physical security system components including access control, CCTV, intrusion, and intercom systems.
  • Tyco brand system familiarity is a plus.
  • Gathers current market information on pricing, products, sales techniques, etc.
  • Recommends products, or changes in products and service by evaluating results and competitive information.
  • Knowledge of building electrical systems and door hardware requirements is preferred.
  • Ability to perform security assessments/site surveys to determine appropriate integrated systems
  • Call on general and electrical contractors to develop business relationships
  • Drive wider and deeper account penetration with new and existing accounts through frequent proactive contact with corporate accounts; building, expanding and maintaining strong relationships with multiple departments (facilities, loss prevention, IT, finance) and key decision makers at multiple levels within customer organizations.

Job Requirements

What we look for
 
Required:
  • High school degree or equivalent required.
  • College degree.
  • Minimum of 2-5 years of experience as a successful commercial sales representative in the security, IT or other technology sales industry, demonstrated by the consistent ability to meet and exceed quota.
  • Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and SimplexGrinnell organizations
  • Action Oriented
  • Drive for Results
  • Business Acumen
  • Customer Focus
  • Functional/Technical Skills
  • Builds Effective Teams
  • Interpersonal Savvy
  • Organizational Agility
  • Conflict Management
  • Managing Diversity
  • Peer Relationships
  • Problem Solving
  • Technical Learning