Customer Equipment Specialist.Field Sales Support

POSITION PROFILE

Serves as an Area expert on IKON equipment offerings and assists sales reps by positioning and demonstrating system offerings to customers. Provides pre-sales product support to IKON Sales Representatives. Retains and renews IKON revenue in existing MIF through selling of refinance opportunities. This position is a temporary assignment (max 12 months) and serves as a preparatory role for an Account Executive (AE) position.

JOB DUTIES AND RESPONSIBILITIES

* As required, provides equipment training to external customers (generally in the customer environment) in support of ITTs and major accounts

* Serve as subject matter expert for IKON equipment portfolio across all segments (B&W and color)

* Provides pre-sales product demonstrations to customers

* As necessary, provides equipment training to internal sales force (new hire and existing) on new product offerings

* Promotes products and represents the company at off-site customer meetings featuring IKON equipment solutions

* Works directly with customers to sell refinancing of existing IKON equipment that is at lease-end

* Meets or exceeds revenue and profit targets in assigned base

* Completes required sales training curriculum during course of job assignment

* Provides technical support and equipment expertise during sales calls

* Supports sales opportunities identified by IKON sales representatives throughout the sales cycle. Includes activities such as providing information on product capabilities and technical specifications, applications, positioning, business case analysis and related tactical assistance.

* Provides pre-sales equipment analysis and consultation to sales rep

* Communicates regularly with sales management and the BDM on the level of product expertise in the sales force and develops strategies and training plans to elevate sales rep knowledge base, if necessary.

* Works with the BDM to coordinate vendor equipment and demo training for sales reps

* Troubleshoots hardware/software issues with equipment as required

* Participates in account reviews and planning relative to increasing revenue stream within current accounts

* Reviews leads, pending orders and lease upgrades, developing action plans with sales rep to propose appropriate equipment solution and progress each cycle.

* Takes a lead role in supporting new sales opportunities by organizing customer workshops, vendor shows, symposiums, etc. to promote IKON product offerings

* Performs other duties as assigned.

QUALIFICATIONS(Education, Experience and Certifications)

* 4-year college degree or equivalent experience in a related field.

* Computer proficiency (MS Office Suite) required; experience working with networked devices preferred

* 3-5 years of professional experience in an office environment (preferably in a sales organization)

* Previous experience working in a customer service role preferred

* Previous experience presenting information directly to end-user customers preferred

* Knowledge of hands-on training techniques preferred Previous experience working with office equipment (copiers, multifunctional devices, etc.) preferred Completion of appropriate Sales training curriculum required