JOB SUMMARY & SCOPE

Responsible for building strategic, long-term relationships with key customer decision makers, original equipment manufacturer (OEM) partners, ISV Partners, and other regional business partners to ensure Peak provides complete business solutions.  Manage and exceed sales and margin goals as well as budget expectations. Prospect new business and obtain new customers by positioning Peak’s products and full solution offerings through conducting face-to-face presentations, sales meetings and negotiating complex sales.

KEY ACCOUNTABILITIES

• Responsible for meeting established annual targets or goals.
• Develop and execute effective sales programs that will retain and develop a current book of business as well as attract additional accounts.
• Forecast long range product sales, inventory levels and product needs, and communicate related information regularly to management.
• Ensure long-term customer retention and relationships by researching and developing existing customers, as well as new leads
• Build and maintain strategic long-term business relationships at all levels.
• Accountable for a defined territory and/or primarily (but not exclusively) Tier 1 accounts (Enterprise Level) through relationships with ISV’s, OEMs as well as prospecting for new customers and closing new business.
• Possess specific industry expertise in either a vertical segment or expertise in very large enterprise level accounts
• Demonstrate strong business acumen in selling to C-suite executives.
• Create and present strategic account plans to executive staff
• Conduct heavy outbound business-to-business solution based face-to-face outside sales with customers, as well as telephone sales.
• Visit customer sites to gain a better understanding of the customer’s business, needs, and environment.
• Coordinate, develop and conduct presentations and meetings to market One Peak offerings.
• Use existing customer and new lead information to develop and increase the sales of Peak products and services. This should be accomplished by utilizing the Peak’s contact management database and by developing new leads.
• Work individually and as a team, to meet/excess individual and/or team sales targets and goals.
• Develop open and on-going communication to ensure that opportunities are not missed, and problems are addressed and resolved promptly.
• Develop and nurture OEM and ISV relationships in a territory to remain the one point of contact for the OEM sales rep(s) per territory.
• Mentoring and Leadership- on request provide mentoring and training  to junior salespeople
• Ensure products/services are delivered on time.
• Monitor inventory levels to avoid product shortages.
• Engage customers in forward-looking projects and equipment lifecycle management.
• Responsible for maintaining effective working relationships, communication, and coordination with all co-workers, and management.
• Obtain a valid driver’s license and access to a vehicle is required in order to travel to customer sites and home offices.

EDUCATION + EXPERIENCE + KEY TRAITS

• 2-yr or 4-yr college degree in business, marketing or related experience (Direct sales and account management experience may substitute for education preferences)
• Must have at least three (3) years successful regional sales/account management experience in service or product sales
• Prior experience selling a technology product to an industrial or supply chain IT and/or operations customer segments.
• Experience in the AIDC industry highly preferred.
• Previous sales experience meeting face-to-face, either with current or prospective customers.
• Demonstrated ability to develop, cultivate, and manage long-term, large, and complex customer relationships, and the proven ability to negotiate complex customer contracts.
• Knowledge of outside sales strategies and techniques.
• Experience working within ERP and CRM applications.
• Ability to present to regional partners to help drive the company’s solutions.
• Problem solver, assertive team player, results-oriented, cares about others, and has the ability to network and be creative.
• Maintain a valid driver’s license and access to a vehicle.

TYPICAL PERFORMANCE TARGETS

• SERVICE DELIVERY:         Sustained, measured excellence in project & process delivery
• COST TO SERVE:             Sustained, measured excellence in delivery efficiency with expected continuous improvement
• INNOVATION:                 Step changed delivery in safety, quality, and/or cost

LANGUAGE SKILLS

• Primary language used in daily operations is English.
• Read and interpret documents, procedure manuals and various correspondence from both internal and external
• Speak effectively, both individually and before groups of both external customers and/or various levels of employees within the organization

SUPERVISION

• Role may be responsible for direct and indirect reports

DECISION MAKING + REASONING

• Able to take accountability and responsibility for business target delivery and decision making

MATHEMATICAL SKILLS

• Ability to work with mathematical concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY

• Define problems, collect data, establish facts, and draw valid conclusions.
• Interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
• Ability to follow detailed instructions and utilize existing resources to solve problems

WORKING RELATIONSHIPS

• Peak Senior Management Team
• Key Customer Sr. Leadership
• Key Vendor Sr. Leadership

COMPUTER SKILLS

• To perform this job successfully, an individual should have knowledge of Excel Spreadsheet software, Word Processing, and PowerPoint presentation software.  CRM skills required.