Job: Mid-Market Commercial Sales

SUMMARY:
Mid-Market Sales is defined as a sales group directed toward commercial locations greater than 10,000 square feet or locations that require complex system designs, including, but not limited to intrusion, commercial fire alarm systems, and CCTV. This position is responsible for generating installation and recurring revenue from new commercial customers with emphasis on excellent customer service and project management.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Prospecting: Meet or exceed goals for appointments, presentations, and system designs that are self-generated

* Develop a contact database of customers, prospects, and referral agents

* Consistently prospect for new commercial customers that meet Mid-Market Sales criteria

Sales: Meet or exceed individual sales goals and contribute toward departmental sales goals and standards

* Obtain up-front profitable commercial installations for opportunities greater than 10,000 square feet to achieve or exceed minimum performance standards

* Qualify commercial opportunities generated by the Company with objective of meeting or exceeding individual or department performance standards

* Schedule appointments to conduct security reviews for prospects allowing for an adequate time investment in each appointment

* Partner with Business Security Consultant (BSC) staff to design, sell, and manage installations for opportunities requiring sales support

* Establish relationships with current customers to augment services and to increase total installation and recurring revenue

Presentations

* Conduct appropriate number of daily, weekly, and monthly presentations to achieve or exceed minimum performance standards

* Design security systems to address customer needs and generate targeted revenue for installations

Installations

* Complete and process all paperwork related to sales and installations

* Schedule customers for installation of protective equipment and communicate installation date and time to customer

* Communicate with local branch technical staff to achieve installations with minimal operational challenges such as scheduling conflicts, unclear system designs, required tools, and unfulfilled expectations from customer

* Provide Project Management support for all individual and/or shared opportunities, including system design, approvals, financing, installation, and service

* Coordinate scheduling of commercial jobs with customer, Sales Consultant, and branch Technical Manager as needed

* Ensure proper set up of all related MasterMind and website computer activity
Service

* Provide service support to customers, including scheduling service calls when requested, following up on completion of service requests, and customer satisfaction after completion

Training

* Provide system demonstration and training before and after installation to commercial customers, including local management and employees

* Perform special projects and other duties as assigned

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION AND EXPERIENCE:
Associate's degree required. Bachelor's degree from a four-year college or university preferred. A minimum of two years B2B sales or related experience or an equivalent combination of education and experience required.

LANGUAGE SKILLS:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical manuals and procedures, financial policies and pronouncements, and government regulations. Ability to write routine reports and business correspondence. Ability to clearly and effectively present information and respond to questions from groups within and outside the Company.

MATHEMATICAL SKILLS:
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.

REASONING ABILITY:
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

OTHER SKILLS AND ABILITIES:
Must possess valid driver's license and minimal traffic violations. Proficiency with computer hardware components and software packages, especially Microsoft Office products. Ability to interact with all levels of the organization. Must be flexible and possess excellent time management, project management, and organizational skills. Must be a self motivated individual with strong problem solving skills and attention to detail and confidentiality.

PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk and listen and is frequently required to stand, sit, use hands to finger, handle, or feel objects, tools, or controls, and reach with hands and arms. The employee is occasionally required to walk and must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision.

WORK ENVIRONMENT:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate. While performing the duties of this job, the employee is occasionally required to work in outside weather conditions.

TRAVEL:
Moderate travel, 20% - 30%, required.