Digital High Volume Production System Specialist Color.Business Services Account Executive

POSITION PROFILE

The Production Systems Specialist – Color is focused to high-end color solutions for Data Center and/or central reproduction departments. The PSS-C identifies solutions related to distribute and print opportunities as well as variable data streams in which the print solution may reside on the network or in the data-center environment. Responsible for selling IKON digital high volume color solutions from a designated list of IKON and competitive accounts.

JOB DUTIES AND RESPONSIBILITIES

* Meets or exceeds revenue and gross profit expectations by successfully integrating solutions into existing client environments and builds loyal customer relationships that result in expanded business for IKON.

* Maintains sustained sales activities. Responsible for supporting sales force in conducting and presenting benchmark demonstrations, proposals and value propositions related to the production environments inside of account base. This involves applying a consultative approach to C level and IT contacts, using the IKON Selling Process to analyze the customer's business communication requirements, and developing customized solutions for the production space to exceed customer requirements.

* Maintains sales database (i.e. On Target) Utilizes sales database system to maintain a record of all activities inside of each account. This involves many varied tasks not limited to daily updates on account activities using the notes and history section, maintaining up-to-date and accurate records on account actions and identifying and recording competitive information on accounts.

* Updates calendar daily to include appointments and tasks for the assignment. Inspects information daily on accounts in Phase 123 pipeline.

* Reviews leads, pending orders and lease upgrades, developing action plans to progress each cycle.

* Inspects sales reps forecasting. Inspects timely and accurate forecasts entered by sales reps on account assignment by way of IKON litmus test.

* Completes three forecasts each month. The first forecast is due the 5th working day of the month and carries an accuracy expectation of 85%. The second forecast is due the 15th of the month with an expected accuracy rating of 90%. The third forecast is due 5 days prior to the end of the month and should maintain accuracy of 95%. Works with supported teams to ensure forecast is accurate and up-to-date.

* Works with integrated team to identify and implement next steps in Phase 123 pipeline for each account. This includes itemizing current state in each account along with identifying next steps in progressing the sales cycle. Maintains 20 times monthly budget in phase 1pipeline, 10 times monthly budget in Phase 2 and 5 times monthly budget in Phase 3. These pipelines should be cleaned and updated each week inside of assigned sales database (i.e. On Target/Sales OnLine.)

* Maintains SMART objectives. This involves daily, weekly and monthly behaviors.Daily

* Reviews stated GOAL's (found in monthly GOAL letter)

* Reviews leads

* Reviews pending orders

* Reviews Phase 123 pipeline

* Adds competitive intelligence

* Conducts the minimum expectation of quality selling activitiesWeekly

* Inspects and updates forecast

* Reviews pending orders and implementations

* Cleans and updates Phase 123 pipeline

* Reviews activities against stated expectationsMonthly

* Prepares for monthly Rap with manager

* Actively updates and participates in CAD's with manager

* Maintains monthly planner

* Actively participates in account-planning sessions by providing an update on the activity in the account, Input/feedback on the sales strategy, offering assistance in identifying opportunities in the account and surface potential issues.

* Manages territory by protecting and increasing a profitable revenue stream within current accounts. This involves participating in account reviews with each account every 90 days. Each account review is a planned event scheduled and delivered in front of the account. Reviews include but are not limited to evaluating current state, customer satisfaction and completeness of strategy implementation along with next steps in advancing the account.

* Serves as first line of contact with customers responsible to assist in the creation and maintenance of accurate paperwork on each sale. This means that all documents are included at the time of sale for proper order staging and implementation and timely responses to email and voice mail inquiries regarding stated paperwork.

* Works with a team of sales professional's and specialists to respond to major corporations, vertical markets (e.g. legal) or a professional institution.

* Demonstrates a commitment to the IKON sales processes, values and business code of ethics.

* Performs other duties as assigned.

QUALIFICATIONS(Education, Experience and Certifications)

* Requires 4-year college degree in Business Administration, Marketing or Communications.

* Requires a minimum of 1-2 years of advanced selling assignments; industry selling experience is preferred with previous experience selling into high-volume, connected and heavy color environments preferred.

* Requires experience and understanding in technologies surrounding networks, data-center environments and central reproduction departments.

* Requires skill in application sales and experience in the sale of network products and high volume products in large-user environments.

* Requires experience as a negotiator.

* Requires a valid driver's license and minimum levels of auto insurance coverage per IKON's policy.