Regional Sales Associate

Putting the right location data, on the right map, for the right people, at the right time. That is how our work saves lives and protects property through Public Safety Location Intelligence™.

That may sound like a catchy tagline, but that is what we do working with leading-edge technologies and systems. Our team is looking for a top-quality Regional Sales Associate to join our team in the Texas market.

Job Summary:
The Regional Sales Associate (RSA) has the primary responsibility of retaining and driving profitable sales growth by meeting or exceeding sales goals for existing and new accounts within a defined region. In addition, the RSA will support the Territory Sales Manager (TSM) and Strategic Account Executive (SAE) on targeted sales activities. It is expected that the RSA will exhibit a consultative selling approach, establishing him or herself as a trusted advisor to the customer in the recommendation of GeoComm’s products and services.

RSA activities also include learning and staying informed on the GeoComm product and service portfolio, learning and following a comprehensive sales process, updating and managing sales pipeline information, participating in sales forecasting, and sales planning in collaboration with TSM/SAE.

Essential Specific Job Duties:
In general, this role involves creating new business through calls and face-to-face meetings with both existing and potential customers, qualifying their needs, providing product demonstrations, handling phone and email correspondence timely, attending trade shows/events, and meeting with clients when necessary.

• Existing Customers Account Sales: Manages relationships with existing customers within an assigned region. Conducts product and service portfolio review consistent with annual product and/or service maintenance renewals to ensure current products and services are satisfactory. Develops relationships with additional account stakeholders to broaden and deepen GeoComm’s relationship with the account. Works with existing customers to keep them apprised of products and services upgrade opportunities as well as additional products and services that could be added to their portfolio.

• New Account Sales: Builds and maintains a strong lead development and sales pipeline working with the TSM and SAE within the assigned region. The position will also be responsible for prospecting, qualifying and generating new sales within the region either independently or with support from the TSM or SAE. Prospects into organizations via cold-calling, networking, e-mail/e-marketing, and utilizing internet information sources. Will need to conduct face-to-face customer discovery meetings to understand current customer issues and offer up key solution offerings when needed.

• Sales Planning: Participates in the generation of sales plans for each assigned state within the assigned territory. The sales plans will address customer retention, upselling, and cross-selling activities as well as prospecting for new sales. Assist the TSM/SAE with the development and monitoring of the activity at targeted states within assigned territory.

• Product and Service Knowledge and Application: Learns the full line of GeoComm products and services including features, benefits, pricing, intended use, value proposition, and competitive position. Studies information provided by product management and marketing in a timely manner until mastered. Works with actual products to establish and maintain competence in demonstrating and use. Develops a keen understanding of how the products and services solve customer business problems. Review of competitor information to be able to compare and contrast them with GeoComm products and services.

Exhibits the following:

• Understanding of all GeoComm products and services.
• Ability to execute presentations and demos for all products and services.
• Ability to assess client/prospect environment and recommend optimal combinations of products and services to solve client/prospect problems.

• Develop and Maintain GeoComm’s Database. Maintains information to the greatest level of accuracy and timeliness possible for all assigned accounts, leads, contacts, and critical opportunity values (sales stage, value, close date). Ensures the critical opportunity values contribute to reliable sales forecasting; participates in the sales forecast process as required.

• Proposal Development. Actively participates in the proposal development process by providing complete and accurate information, follow-up with customers regarding additional requests, coordination with third parties if necessary, and prompt delivery of proposals to the customer.

• Territory Sales Manager/Strategic Account Executive Collaboration. At a minimum, collaborates with the assigned TSM/SAE in the following ways:

• Targeted campaigns throughout the region. Generally, this will involve the RSA coordinating and/or attending on-site introductory meetings between the customer and TSM/SAE.
• Upsell and cross-sell opportunities for existing accounts that require on-site attention by a TSM/SAE for closure (opportunities must meet a predefined criterion as established by the Vice President of Sales).
• Transition new accounts ownership from TSM/SAE to RSA after contract signing. Account transitions will ensure complete customer awareness as to account ownership and the ongoing primary point of contact at GeoComm.
• Provide supporting input for TSM/SAE sales plans for new customers.
• Work closely with TSM, SAE, and Vice President of Sales to gain an understanding of public safety communications and GeoComm’s sales methodologies/processes.

• Closed Contract Transition to Project Team. Participates in transitioning closed upsell and cross-sell contracts to the assigned project team. Provides assistance when requested by the project team during implementation and project close out.

Essential Universal Job Duties:

• Promotes the Company, its Mission, Core Values, programs and achievements to the public and other employees.

• Core Values:
• Customer Commitment
• Continuous Improvement and Innovation
• Sense of Urgency
• Teamwork
• Empowered Accountability

• Functions as a team member by assisting, supporting, and encouraging other employees in any way possible.
• Improves self in any way possible to enhance job performance.
• Performs related work as required, willingly and eagerly.
• Meets deadlines as required.
• Regular, predictable attendance is an essential function of this position.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not to be construed as an exhaustive list of all job duties performed by the personnel so classified.

Minimum Job Requirements:
Education: Bachelor’s Degree in Business, Marketing, GIS, or related field
Related Experience: 2 years of experience in public safety, GIS, sales, or any combination
Travel: Up to 50% travel
Valid driver’s license
Physical Demands: Ability to lift 30 pounds (laptop and printed sales materials)
Desirable Training and Experience:

• Prior experience in consultative selling of products and services within local and state government markets.
• Ability to establish and maintain effective working relationships with local, state, and commercial public safety communications and GIS stakeholders.
• Excellent verbal and written communications skills. Ability to articulate and convey concise messaging internally and externally. Ability to form and deliver persuasive arguments.
• Proficiency with business enablement technology such as use of remote office connectivity via VPN, smart phone usage, and software (e.g., MS Word, Excel, Outlook, and PowerPoint).
• Ability to work effectively independently and in team environments.

Compensation:
Competitive base salary + sales bonus plan

Geo-Comm is an equal opportunity employer, and does not discriminate in hiring or employment on the basis of race, creed, color, religion, sex, national origin, citizenship status, age, disability, marital status, familial status, sexual orientation, veteran status, public assistance status, or any other status protected by applicable law.

Geo-Comm Corporation provides a drug-free working environment.

Job Type: Full-time

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