TechShop Position Description

Job Title
TechShop Pittsburgh Sales Guru

Organization
Operations, Sales

Reports To
Primary: COO Secondary: TechShop Pittsburgh GM

Job Objective
Responsible for all sales activities pertaining to institutional accounts (primarily event and membership sales), from lead generation through close in an assigned territory. Develops and implements agreed upon Sales Plan which will meet both personal and business goals of expanding customer base in the assigned territory. Works with both TechShop Corporate and local TechShop store management to affect customer satisfaction, revenue generation, and long-term account goals in line with company vision and values.

Responsibilities and Accountabilities

Responsible for the sales of events, classes and memberships to institutional accounts, primarily corporate and academic clients. Demonstrates technical selling skills and product knowledge in all areas listed above allowing Sales Representative to effectively present TechShops Sales Recruiting System. Develops annual and quarterly sales plan in conjunction with Senior Operations Management and local GM, which details strategies, programs and activities which will focus the Sales Representative on meeting or exceeding sales quota. Thorough understanding of pricing and institutional proposal models. Demonstrates the ability to conduct business meetings and carry on business conversations with institutional stakeholders and decision makers. Maximizes all opportunities in the process of closing a sale resulting in maximization of account revenue potential. Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to their the clients organization. Develops a database of qualified leads through referrals, telephone canvassing, face to face cold calling on business owners, social media, email, and networking. Creates and conducts effective proposal presentations that identify prospects organizational problems and requirements, and TechShop solutions to their problems. Responsible for sourcing and developing client relationships and referrals. Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of Google Suite Services (such as Excel, Gmail, Google Drive, and Google Sites) to maintain accurate records to maximize territory potential.

Relationships and Roles

Maintain contact with institutional accounts to ensure high levels of client satisfaction. Demonstrate ability to interact and cooperate with local store staff, Event and Education Coordinators (EECs), Corporate sales and marketing teams, and Executives. Work with the Event Development and Marketing teams to brainstorm new content ideas that will meet the changing needs of our clients. Effectively follow-up with clients to acquire critical experience feedback to gauge and improve overall event effectiveness and satisfaction. Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate a high level of personal and professional integrity. Maintain professional internal and external relationships that meet company core values. Proactively establish and maintain effective working team relationships with all support departments.

Necessary Skills and Required Experience

2-4 years of B2B sales experience. Experience with corporate events, incentive travel & reward programs, conference planning and sales, or hospitality services strongly preferred. Extensive experience in sales pipeline management and reporting. Razor sharp sales presentation, proposal writing and communication technique. Proven ability to achieve sales quotas.

Updated 12/12/12