Arc Document Solutions

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Regional Sales Rep - Document Scanning & Archiving

at Arc Document Solutions

Posted: 8/6/2019
Job Status: Full Time
Categories: Sales
Keywords:

Job Description

ARC is seeking a talented Regional Sales Consultant to sell our Content Services that includes our Archiving and Information Management Services to multiple verticals including Construction, Architecture, Healthcare, Education, Manufacturing, Transportation, Municipalities and others. You will have access to pursue opportunities in a defined geographical territory as an individual performer. You will be supported by a ProServices team and National Director of Content Services and leverage an existing infrastructure and staff responsible for software and production services to deliver solutions to meet customer needs.

You will provide business consulting and deep technical expertise to assist clients to meet their digital conversion requirements. Take control of the pre-sales and sales process including assessingconversion and technical requirements for cloud access to the digitized content where clients can have access to their information in seconds. You will be facilitating customer meetings at executive and senior business leader level, as well as providing the content for marketing teams to create high quality documentation and customer deliverables. You will be a content servicesexpert as an individual contributor who is responsible for to drive revenue growth and educate customers on the value of ARC's Archiving and Information Management and ProfessionalServices. RSCs know all the key buyers personas in their industry inside and out, and can relate to those buyers' problems and needs to secure digital conversion opportunities.

Responsibilities

  • Contact new and existing customers that require content services and digital conversions from paper archives or workflows to pre-qualify and conduct complete needs analyses to assess potential application of company products and services to meet customer needs
  • Conduct technical sales presentations and product demonstrations on Cloud/Mobile solutions and services
  • Conduct and create weekly and monthly Territory Sales forecast and Sales Funnel Analysis
  • Develop and drive a full pipeline (4x sales goal) of qualified sales prospects
  • Examine sales tools and develop others to increase effectiveness of field sales teams
  • Quote prices, develop proposals, and other specifications as well as negotiate prices and terms of sales and service agreements
  • Demonstrated ability to meet sales goals and forecast sales
  • Prepare sales contracts for orders obtained and submit orders for processing
  • Weekly updates to the National Director. Sales reports, opportunity pipeline review, customer visits planned for the week, actual sales to goal etc
  • Present at monthly sales forecast calls and deal reviews to validate opportunities
  • Partner with the ProSvcs and National Director to build sales pipeline and help win deals
  • Develop and prepare sales presentations and new technology demonstrations that highlight product specifications and applications
  • Answer customers' questions about services, prices, availability, and solution uses
  • Emphasize product features based on analyses of customers' needs, and on technical knowledge of product capabilities and limitations
  • Coordinate technical information flow between clients and product development managers
  • Create and maintain detailed and current customer records using company designated CRM software
  • Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences
  • Demonstrate and explain the operation and use of services at customer's location or by remotely via webinar

General

  • Collaborate with colleagues to exchange information such as selling strategies and marketing information
  • Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments
  • Complete product and development certification and training as required
  • Provide feedback to company's product design team so that products can be tailored to clients' needs
  • Verify that scopes of work are accurate and that delivery schedules meet customer deadlines
  • Be entrepreneurial. Identify new ways to succeed and drive growth
  • Drive to the ultimate goal of helping the sales team be successful in solving customer problems and drive unique business value with our solutions
  • Be the primary internal evangelist for our Project Software and Services
  • Perform other related duties as the business requires

Requirements

  • Bachelor degree in a Technology field or demonstrable practical experience
  • Should have an understanding of Content Services, Digital Conversion methodology, Cloud Document Management Solutions and document workflows
  • Knowledge of competitive solutions in the document management space
  • Previous technology sales experience in content services preferred
  • Ability to conduct hands on cloud/mobile demos
  • Strategic consultative sales skills
  • Build territory pipeline
  • Sales closing methodologies and experience
  • Excellent communicator both verbal and written. Listen-first mentality
  • Team-first mentality. Demonstrated ability to work in a team of technical personnel, sales executives, and project managers
  • Strong organizational and analytical skills with the ability to manage multiple projects and priorities simultaneously
  • Demonstrated ability to meet deadlines
  • Ability to work independently
  • Must be willing and able to travel regionally as the business requires

Company Expectations:

  • You will work hard and work smart to achieve your goals;
  • You will proactively seek the help/advice of your management team, and bring challenges and roadblocks to our attention promptly;
  • You will be open, honest and direct in your communications;
  • You will be an excellent member of our team, collaborating with all, helping others when you can