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. Will generate installation and recurring revenue from new commercial customers with emphasis on excellent customer service and project management.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following; however other duties may be assigned.

Prospecting: Meets or exceeds 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 the criteria for Mid Market Sales

Sales: Meets or exceeds individual sales goals and contributes 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 Brink's Home Security with the 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 the appropriate number of daily, weekly, and monthly presentations to achieve or exceed the minimum performance standards
Other requirements include the design of security systems to address customer needs, and the generation of the targeted revenue for installations

Installations
Complete and process all paperwork related to sales and installations
Schedule customers for installation of protective equipment and communicate the installation date and time to customer
Communicate with local branch technical staff to achieve installations with minimal operational challenges such as schedule conflicts, unclear system designs, required tools and unfulfilled expectations from the 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 the customer, the Sales Consultant and the Technical Manager of the branch as needed.
Ensure proper set up of all related MasterMind and website computer activity.

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

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

Other duties as assigned by management
REQUIREMENTS
QUALIFICATION REQUIREMENTS:
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 /OR EXPERIENCE:
Associate's degree required; Bachelor's degree from four-year college or university preferred; two or more years related in B2B sales experience; or equivalent combination of education and experience.

LANGUAGE SKILLS:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

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.

CERTIFICATES, LICENSES, REGISTRATIONS:
Possess valid driver's license and minimal traffic violations. Proficiency with computer hardware programs and software packages especially word processing and spreadsheet programs.

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 hear. The employee is frequently required to stand; sit; use hands to finger, handle, or fell objects, tools, or control; and reach with hands and arms. The employee is occasionally required to walk.

The employee 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 accommodation 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 occasionally works in outside weather conditions.

Moderate travel (20% to 30%) is required for this position.