Responsible for conducting outbound sales calls to sell Lexmark products to customers (businesses and/or individuals) in order to achieve sales quotas. This position will apply professional selling techniques, including strategic business planning, comprehensive customer profiling, daily pipeline management, source code capture and closing techniques.
Working from customer lists and/or database, makes outbound follow-up calls to existing customers to qualify leads and sell Lexmark products and service contracts. Closes a medium volume of sales orders. Sales are medium complexity and the sales rep performs a consultative role for the customers. Emphasizes Lexmark features and benefits of represented products/services; provide accurate quotes, and ensure correct credit terms and vendor information is in database. Meets or exceeds all quotas and activity objectives in assigned territory. Uses sound judgment and discretion when making decisions that affect the business unit, such as, appropriate and timely escalation, adjusting margins or providing discounts to close a sale. Provides high quality service to customers and prospects by assessing customer requirements, ensuring prompt response in providing product information and product pricing. Qualifies each sales opportunity by applying learned sales techniques. Generates sales opportunities by responding to all inbound requests, including telephone, fax, mail, and email requests. Actively profiles all customers and use effective telephone selling skills to promote client products, service programs and systems. Builds the customer/prospect database by profiling and capturing relevant customer and product information. Recommends improvements or changes to internal processes and data processing to meet or exceed sales goals and to achieve the highest level of customer satisfaction. Maintains most up-to-date knowledge on Lexmark products and programs. Actively participates in assigned sales training, lectures, presentations and meetings. Makes 50-75 outbound calls per day with 8 high-value meeting calls per day, each meeting call with duration > 15 minutes. Performs other additional duties as assigned.
Knowledge, Skills, and/or Abilities Required: 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. • Able to recognize and attend to important details with accuracy and efficiency. • Able to use relevant computer system applications (which may include spreadsheets, word processors, databases, etc) at a basic level. • Able to build solid, effective working relationships with others. • Able to constructively work under stress and pressure when faced with high workloads and deadlines. • Able to listen attentively and foster two-way dialogue. • Able to maintain a positive attitude in the face of criticism, rejection, or failure. • Able to provide courteous, timely service when addressing questions and concerns. • Able to maintain sociLexmarkl, ethical, and organizational standards in conducting internal and external business activities. ________________________________________ Minimum Educational/Experience Requirements: • Internal High school diploma/GED plus the established minimum requirements for the position • External High school diploma/GED plus the established minimum requirements for the position • Language: 100% proficiency in English Additional Education/Previous Experience Recommendations: • College Degree in Business or Marketing preferred. • Requires 2+ years of outbound telesales experience, technology experience preferred. • Call center or telesales experience using consultative selling skills preferred. • Demonstrate commitment to task in a highly competitive sales environment. • Ability to overcome technical and business objections of prospective customers. • Possess solid business sense and the ability to profile likely business and technology decision makers. • Professional and polished communication skills both verbal and written. • Possess strong organizational skills and the ability to excel in a fast-paced environment. Working Conditions: • Professional, office environment. • Occasional non-standard work hours or overtime as business requires. • Some travel required.