Posting ID : A1068536713
Date Posted : 2015-08-19
Category : Sales
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The Sales Representative position is responsible for generating revenue by closing sales of assigned new business opportunities for the Viewpoint for Project Collaboration (VPC) product. Success in this position requires the ability to travel, prepare and present demos, handle contract negotiations, and close new deals.
Essential Duties & Responsibilities:
Contribute to the development of the Corporate Sales Plan to ensure profitability targets are achieved as expected.
Work with North American VPC Sales Manager to identify new revenue development opportunities from construction client/asset owners and consultancy sectors.
Manage incoming leads generated from Marketing and Lead Development departments to demonstrations and opportunities to win work with target market.
Self-generate leads using our database to supplement incoming leads and ensure targets within the assigned territory can be met.
Manage all aspects of the client relationship following the initial sale, establishing and managing account plans that enable long term account retention and penetration.
Work in close partnership with the client to determine their key requirements and communicate these requirements to the Development and Technical Support teams as appropriate.
Support these requirements with the development of robust and accurate proposal and contract documentation as required.
Manage the sales process for a diverse group of assigned new business opportunities.
Develop attack plans for assigned opportunities.
Effectively manage a sales pipeline and achieve sales targets and deliver accurate forecasts.
Prepare clear, concise, and professional proposals to prospective and existing customers.
Respond to RFI's (Request for Information) and RFP's (Request for Proposal).
Provide regular reports on sales activities, results and forecast.
Provide market feedback and accurate forecasting to the management team to optimize strategy and positioning of offerings.
Provide product demonstrations, both web-based and on-site.
Close/negotiate contract sales.
Attend trade shows and industry conventions.
Assist with after-sale issues within Viewpoint's customers based including collections, training/implementation, software functionality, etc.
Sales Representatives may be assigned responsibility for contacting a select list of contractors/owners to build awareness of Viewpoint's offerings within that group.
Contacts that turn into opportunities will generally be managed by the Sales Representative who developed the opportunity but may also be assigned to another Sales Representative within the sales organization at the discretion of the North American VPC Sales Manager.
Participate in Business Development Activities. Build awareness about Viewpoint's offerings within a group of assigned construction/owner firms. Awareness building is achieved through phone contacts, mailings, meetings and software presentations.
Meet or exceed minimum quota standards for self-generating sales opportunities in assigned territory.
Deliver an engaging and compelling product demonstration to potential clients in person, via WebEx, and at industry events.
Undertake additional duties as requested by the North American VPC Sales Manager.
College degree plus a minimum of two years of successful experience selling high-end technology products or an equivalent combination of education and experience.
Proven track record in a prior sales position that would demonstrate a strong working knowledge of the solution being sold.
This position requires up to 50% travel. The successful candidate will be willing and able to meet travel requirements. A valid driver's license, good driving record and ability to qualify for a US Passport are required. Also required is the ability to qualify for a company credit card or possession of a personal credit card with sufficient limits to charge travel expenses.
Experience in selling Project Collaboration/Management solutions to contractors/owners.
Basic knowledge of computers and standard Microsoft software.
Strong understanding of Building Information Modeling (BIM) and its value for project delivery.
Core understanding and working knowledge of the construction industry.
General business knowledge and understanding of project management principles and practices.
About Viewpoint, Inc.:
With over 35 years of experience in the construction industry, our comprehensive software products and unparalleled customer support ensure you experience smoother, easier, and more profitable job results. Viewpoint offers integrated ERP and estimating solutions for construction companies of any size, an industry leading content management solution and a mobile application suite designed to track and record time, equipment, and production hours from remote locations. Viewpoint For Project Collaboration, a multi-tenant cloud offering that enables multiple project stakeholders to collaborate on project documents, rounds out Viewpoint's comprehensive product suite. For more information on Viewpoint, please visit our Careers .
Viewpoint Construction Software is located worldwide with offices located in the US, Australia, Canada and the UK.
NO RECRUITERS PLEASE!
Viewpoint is an Equal Opportunity Employer
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