Outside Sales Representative JOB#358 LOCATION: COLUMBIA, MD

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Position summary : The Outside Sales Representative builds market position by locating, marketing, developing, defining, negotiating, and closing business relationships.

The Outside Sales Representative will work with, but not limited to End Users, Construction Partners, Systems Integrators to establish ongoing Telecommunication Business Relationships.

The Outside Representative shall effectively use Sugar CRM to properly track ongoing business throughout the Sales Cycle.

The Outside Representative shall effectively use BlueBeam Revue to perform basic small to medium value projects to establish price proposals, as well as effectively communicate to Technical Design & Estimation team information necessary for large complex projects.

The Outside Sales Representative shall be able to work with FiberPlus, Inc. Technicians to effectively communicate, manage and deliver jobs on time and to budget.

The Outside Sales Representative shall work sales support throughout all aspects of the sales cycle while continually identifying revenue opportunities.

The Outside Sales Representative provides technical sales support and ensures both customer understanding and satisfaction with FiberPlus, Inc. products and services.

• Position responsibilities : Responsibilities include but are not limited to : 1) Consistently meets and exceeds established sales quota;
• 2) Builds and maintains a pipeline in Sugar CRM of active and qualified accounts; 3) Establishes and retains knowledge of products and service offerings;
• 4) Adapts product / solution offerings to meet client business goals; 5) Creates sales proposals, basic estimation using BlueBeam Revue, and Return on Investment (ROI) analyses to persuasively illustrate the benefits of proposed solutions;
• 6) Prepares and delivers Request for Proposal (RFP) 7) Communicates sales activity and pipeline forecasts to Branch Manager and management;

and 8) Contacts customers and / or potential clients to answer questions and provide information and customer service. 9) Attends walk throughs to see and understand what is needed to translate that information into a proposal.

Orchestrates kick off meetings where detailed project information is passed off to lead technician and / or Project Management.

10) Actively participates in Company Meeting, Industry Trade Associations, Northern Virginia Technology Counsel to help drive new business, and new ideas.

Essential skills and experience : Minimum of 5 years sales experience in low voltage integration field, including but not limited to, CCTV systems, access control, biometrics, voice system, fiber optic and copper cabling, audio / visual presentation system design, integration and installation is required.

Sales experience with a cabling or electrical firm is preferred. Extensive knowledge of low voltage structured cabling and technology solutions are required, with experience in business development for commercial and / or federal markets and a working knowledge of construction, electrical and engineering drawings.

Proven level of sales volume in excess of $1million per year is also required. Technology solutions include, but are not limited to, integration of network electronics, CCTV Systems, Access Control and Security devices, Paging Systems, Audio / Visual systems, Master Clock systems, wireless, voice, data, fiber optic, copper, and coax and infrastructure solutions.

The position requires an ability to build excellent client relationships and to influence decision makers. Should be well networked within the telecommunications industry (vendors, manufacturers, and distributors) and be membership affiliated within trade industry.

An ability to prioritize tasks, meet deadlines, a sense of urgency, and the ability to follow-up are essential. Closing, prospecting, sales planning, and presentation skills are required.

Position also requires the ability to work both independently and within a team environment. Strong customer service and communication skills are essential.

Strong computer skills, with experience in Microsoft Office Suite, to include but not limited to, Word and Excel are also required.

Position requires flexible working hours and travel, including to customer job sites.

Must be able to pass a background check and / or the ability to get a government issued clearance. A clean driving record is required, and candidate must provide a DMV record upon offer of employment.

Drug screening is also required.

Education : High School Diploma

• Physical Demands and Work Environment : While performing the duties of this position, the Outside Sales Representative is frequently required to sit;
• talk; hear; and use hands, arms, and fingers to type. The Outside Sales Representative is occasionally required to stand;

walk; use hands and fingers to feel, finger, or grasp objects or tools; crouch, crawl, and kneel; and reach with hands and arms.

The Outside Sales Representative may occasionally be expected to lift and / or move up to 15 pounds. Specific vision abilities required by this position include close vision, ability to adjust focus, and the ability to focus on a CRT or LCD computer monitor for lengthy periods of time.

The noise level in the work environment is usually moderately quiet.