C&E Conn and Associates Ltd.

Job Overview: 

Responsible for meeting and/or exceeding the Company’s annual revenue and booking quota for assigned territory.  Identifies, develops, and retains new business relationships. Develops sales opportunities through prospecting, cold calling, and leveraging third party relationships. Responsible for sales account management and customer satisfaction. Reports to the Regional Sales Director.

Responsibilities:

• Consistently negotiates and closes new business.
• Develops and maintains an effective business, sales, and marketing plan for assigned territory
• Develops strategies to generate cost effective sales leads.
• Properly forecasts monthly, quarterly, and annual revenue numbers for assigned territory.
• Consistently maintains a reasonable number of new weekly face-to-face prospect meetings.
• Documents all sales contacts and activities in their sales tools and systems.
• Develops sales strategies that link prospect’s business drivers to their Employee Spend Management Solution.
• Effectively demonstrates and presents solutions to qualified prospects.
• Establishes feedback mechanisms from customers, prospects, and partners to the Marketing department.
• Provides constant feedback to Sales management on the territory environment.
• Accurately qualifies and prepares Pre-Sales Consultants and Services staff for customer demonstrations and presentations.
• Shares input with other departments in preparing sales materials and technical publications.
• Be aware of, and comply with, all corporate policies.

Qualifications

Education, Experience & Training required:

• BA in a business or technical related area of study
• Minimum of 5 years experience selling ERP or financial solutions
• Ability to pass a background check.

Job Specific Specialized Knowledge & Skills:

• Successful experience identifying, qualifying, and closing new business.
• Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
• Demonstrated knowledge of software direct and reseller sales channels.
• Strong knowledge of industry travel and entertainment products.
• Demonstrated ability to accurately forecast monthly, quarterly, and annual revenue.
• Demonstrated ability to successfully negotiate complex contracts.
• Strong ability to create sales presentation messages, positioning statements, and other sales collateral.
• Flexibility in work schedule is required.
• Various means of travel are required, including air travel.
• Demonstrated ability to work independently and achieve goals with minimal supervision.
• Ability to perform in a dynamic and fast-paced environment.
• Works under moderate supervision.
• Interacts with sales, marketing and external customers.

Critical Performance Competencies:

• Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
• Builds and maintains trusting relationships with associates and customers
• Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support
• Adjust to new, different, or changing requirements
• Listens with objectivity and checks for understanding
• Persists despite obstacles and opposition or set backs
• Competitive, high achiever
• Holds self accountable for results
• Conveys a sense of urgency and drives issues to closure

Value Competencies

• Displays passion for & responsibility to the customer
• Hires, develops & rewards great people
• Displays leadership through innovation in everything you do
• Displays a passion for what you do and a drive to improve
• Displays a relentless commitment to win
• Displays personal & corporate integrity

Physical and Cognitive or Mental Requirements:

Major job activities - physical requirements:

• Use of computer and keyboard for extended periods of time on most or all workdays
• Use of telephone - throughout the workday as needed to conduct business
• Working under time pressure
• Working rapidly for long periods
• Communicating and interacting with others

Major job activities - mental requirements:

• Multiple concurrent tasks
• Ability to perform under stress
• Reading and comprehension
• Writing
• Problem solving
• Confidentiality
• Customer contact

 Working environment (where major activities are carried out):

• Indoors in an office or control room
• Travel required

Working hours:

• 40+ hours per week will typically be necessary to accomplish performance objectives and to provide satisfactory job presence and/or responsiveness
• Flexibility as to the specific working hours may be required or available

 The Ideal Candidate Has the Following

•  Has worked for companies such as: SuccessFactors, Oracle, SAP,  PeopleSoft, SalesForce.com, RightNow Technologies, Business Objects, Taleo, Bottomline Technologies
• He/She is a hunter, innovative, field sales
• Quota - $1.2M USD, $100K to $200K average deal size, 4 to 8 mo sales cycle, has met or exceeded quota for the past 5 years.
• Can sell to companies in the 3000 to 45,000 employee size.
• Not IT, networking or consulting services focused. 
• Has 7-10 years of experience
• I willing to travel often
• SaaS, ERP or CRM experience

To apply, send resume to: jobs@ceconn.com