About this role
Responsibilities:
• Employ strong prospecting and cold-calling skills and networks in assigned territory to establish themselves as a valued resource to existing and potential customers.
• Develop, implement and execute an account territory plan; prospect and identify new opportunities within account and territory while protecting core revenue base.
• Manage the entire sales process from prospect initiation to securing commitment with customer(s) by identifying new opportunities and filling the new product pipeline.
• Own customer relationship; communicate the Ascential business offering by demonstrating alignment of Ascential capabilities with customer needs.
• Maintain regular and timely communications with key customers within territory/account. Ensure corrective actions are in place and communicated to management or other key Ascential functional areas.
• Develop relationships with critical decision makers in the prospecting phase through regular face to face customer engagements, understanding needs and continued follow up to ensure new quoting opportunities.
• Expand knowledge of customer business trends and markets by creating and maintaining an account profile, developing an account strategy and detailing a tactical execution plan.
• Take ownership of all strategic quotes and contracts, serve as a key negotiator and utilize sales processes to solicit and to coordinate feedback internally.
• Create and present a business case for new opportunities to Ascential‘s management team.
• Understand industry and market trends as well as sales analytics related to customer and translate into targeted opportunities.
• Attend and engage with customers at trade shows, conferences, and industry meetings.
• Demonstrate strong computer skills and update CRM (Salesforce) daily based on sales activities.
• Serve as an advocate of Ascential Medical & Life Sciences by being able to clearly define the company from a high level to the detail of a specific product offering.
Knowledge, Skills and Abilities
• Strong prospecting and cold-calling skills.
• Must possess an active network of contacts to help with prospecting activities.
• Business acumen to understand how to qualify an opportunity based on customer business case, ROI, budget, and strategic fit.
• Strong sense of personal accountability, self-directed, process focused and performance orientation.
• Experience dealing with multiple deadlines and working in a fast-paced environment.
• Demonstrated ability to generate revenue growth using strategic account management techniques.
• Strong sales call planning/execution skills and sales opportunity development and management skills.
• Ability to deal effectively with pressure, recover quickly from setbacks, and remain optimistic and competitive even under adversity.
• Demonstrated customer focus and orientation to creating value for the customer.
• Strong work ethic, high results oriented and high tolerance for ambiguity.
• Curious and constantly looking to improve professional and personal performance.
• Must be able to work with and lead teams both internally and externally.
• Excellent verbal and written communication skills, influencing, analytical, and problem-solving skills.
• Experience in selling complex technical automation solutions to customers.
• Contract negotiation and project management experience.