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Executive/Senior Commercial Security Consultant
Houston, Dallas (2 pos./loc), TX 77043 United States
Competitive Base Pay + Commission+Bonus, Car & Cell allowance,
Commercial & Systems Integrators
Fire Systems Installation
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. To perform this job successfully, the Executive Commercial Security Consultant may be expected to perform some or all of the duties listed and complete special projects and other duties as assigned.
? Responds to demand for additional security applications from existing customer base.
? Responsible for assigned monthly sales quota.
? Creates demand with new end users for products and services offered by Protection One. Utilizes professional prospecting techniques including cold calls.
? Assist branch Sales Manager with training of entry-level representatives.
? Surveys, estimates and prepares proposals and presentations for customer opportunities.
? Provides customer service (handling and resolving customer problems).
? Other duties may be assigned.
? Describes company’s value in the context of emerging market trends.
? Leads the customer in the development of a solution. Selects the solution with the greatest impact; positions the solution to demonstrate value and to create competitive differentiation.
? Assesses the customer’s financial situation; identifies the financial measurements and ROI required to proceed.
? Participates in the customer’s business planning.
? Researches and shares “best practices” of recognized industry leaders in multiple industries.
? Handles objections by actively involving influential players in value discovery.
? Creates a network of customers and industry contacts able to provide competitive intelligence.
? Analyzes the competition’s sales strategy; executes a competitive counter strategy.
? Develops a competitive sales plan supported by internal and external key influencers.
? Links company’s solutions to the customer’s business issues to gain credibility at the executive level.
? Discusses the business value company provides; leverages these discussions to create executive demand and build competitive immunity.
? Recognizes the personal and political agendas operating “behind the scenes”.
? Articulates and “hooks” the professional and personal agendas of key influencers.
? Executes a political strategy to ensure company wins while neutralizing non-supporters and competitors.
? Utilizes a formal process to prepare forecasts and secure resources in advance of an opportunity being sold.
? Assists in the building of detailed business case to win complex opportunities.
? Ensures a detailed time line or project plan is built outlining the critical steps and goals for resources? Qualifies opportunities early in sales cycles. Disengages from opportunities where the customer has demonstrated a low degree of interest in value exploration.
? Prioritizes opportunities.
? Anticipates potential internal and external obstacles; implements a competitive sales plan to create momentum.
? Involves key influencers in driving the sale and winning repeat business.
? Develops sales contingency plans to ensure success.
? Demonstrates advanced technological expertise and relates it to the customer’s business.
? Assists in the exploration of customer value; assesses the value for both the customer and prior to proceeding.
? Brings new value- added ideas and solutions prior to being requested to do so by the customer – calls on key customers even when there are no opportunities under consideration.
? Creates innovative approaches to create new business opportunities for the customer.
Education, training, experience:
? Knowledge of and a proficiency in using Computer and Microsoft Office applications (Word, Excel, Access, Outlook), and Internet.
? Advanced knowledge of alarm systems and their application.? Excellent time management, planning and forward-thinking skills.
? Self-motivated and a professional attitude.
? Excellent communication and listening skills.
? Excellent teambuilding, customer service, and interpersonal skills.
? Must possess good decision making skills, be very organized and detail oriented? Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
? Ability to write routine reports and correspondence.
? Ability to speak effectively before groups of customers or employees of organization.
? Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.
? 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.