ELERA Sr. Sales Representative

Toshiba Global Commerce Solutions is seeking an ELERA Sr. Sales Representative.  The Sales Account Executive will be the primary focal point for selling the ELERA Commerce Platform, Toshiba’s commerce solution that creates an empowering omni-channel customer experience, improves store operations, and increases overall productivity for retailers.  The Sr. Sales Representative must have deep expertise in retail operations / retail technology and provide leadership in collaboration with Customer Account Teams and Technical Solution Architects.

The Sr. Sales Representative will reach and exceed assigned sales goals for the ELERA Commerce Platform that includes software, profit, and implementation services.  The incumbent must have a broad sales or technical background with experience in working directly with customers and business partners to consult, sell, and architect a retail vision that will enable the realization of business benefits with enterprise class Software and Services.

Areas of Expertise & Special Skills

Education & Experience

• Bachelor’s degree with 8+ years of experience, or equivalent combination.
• 10+ years of retail industry experience as a sales or technical engineer.
• 8+ years of business-to-business sales experience in hardware, software, or services.

Sales & Technical Skills

• Proven track record in selling and presentation skills, prospecting, and territory management.
• Good knowledge of retail software solutions and implementation/migration services.
• Expertise in prospecting and developing relationships with C-Level Executives in IT and Business areas.

Communication Skills

• Fluent in English and the local language in the territory.
• Ability to communicate high-level retail store and cloud technology concepts to non-IT executives.
• Engaging and effective presentation skills.
• Strong verbal and written communication skills.

Technical Proficiency

• Skilled in MS Office Suite for constructing effective communications, presentations, documents, and financial models.
• Deep solution expertise and working knowledge of assigned software solutions for solving complex business problems in a retail client’s environment.

Industry Knowledge

• Working knowledge of retail store, e-commerce, and back-office operations or actual experience in the retail industry.

Sales Strategy

• Ability to execute tactical and strategic sales plans to achieve revenue targets.
• Effective management of opportunities in Salesforce, handling customer campaigns, and dealing with objections during the sales process.
• Demonstrated history of achieving sales quotas and on-target revenue achievement.

Interpersonal Skills

• Strong presentation skills, capable of interacting with senior management levels (CEO, COO, CFO, CTO/CIO, Owner, and other managers).
• Works well in a team selling environment and maintains good relationships with other functional company departments.
• Proven customer service and relationship-building skills.
• Self-confident, professionally competitive, with the capacity to work under pressure.

Organizational Skills

• Organized with effective time management skills.
• Ability to work independently and as part of a team.
• Goal-oriented and ambitious, committed to building a career in Sales and/or Sales Leadership.

 

Responsibilities

1. Customer & Partner Engagement:

   • Establish and maintain positive, effective contact with customers and partners to enhance sales opportunities.
   • Sell products and services using solid arguments to prospective customers.
   • Execute tactical and strategic consultative sales account plans for existing and new clients to achieve revenue targets (quota).
   • Handle queries and deal with selling objections during the sales process.
   • Proactively connect clients' business needs with TGCS’s portfolio of products and services.
   • Cross-sell other Toshiba suite of solutions to existing clients.

2. Solution Presentation:

   • Present Toshiba solutions in group meetings to senior executives.
   • Emphasize salable features such as company vision, strategy, reputation, products/systems architecture, design flexibility, process re-engineering capability, integration of client systems, ROI studies, etc.

3. Response to RFP/RFI:

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