Role - Technical Inside Sales
Working Location - Sydney OR Melbourne Australia
Purpose of the Job:
For over forty years, Black Box has been a world-leading provider of premier IT infrastructure solutions. Today, we continue to design and manufacture award-winning products for Pro AV, KVM, cabling and networking known for their advanced functionality, flawless performance, outstanding reliability, and fail-safe security. Our solutions are used every day in government, education, commercial enterprises and any other organization that requires the utmost quality and performance from their IT infrastructure.
This is your opportunity to join a worldwide market leader in IT infrastructure with a high focus on KVM- and AV solutions. You will be responsible to sell BB TPS portfolio into target vertical market segments or a specific geography to achieve or exceed the agreed business quota objectives. Works with customers primarily through phone and remote interactions on a sales and technical perspective. This position reports to the Sales Director for the region.
In this role you will:
Generates leads and opportunities through various sourcing activities including: Cold calling, follow up calls, email campaigns, searching customer databases, internal and external referrals, and networking. Identifies and qualifies opportunities and proactively promotes Black Box within assigned market.
Responsible for building, maintaining and expanding relationships with existing and potential customers to foster loyalty and maximize sales by providing optimum service and maintaining an effective Customer Relationship Management System (CRM).
Works closely with other team members and departments for support in responding to customer needs and to facilitate a smooth transition throughout the internal sales and implementation processes.
Supports and works closely with Account Managers and Sales Engineers within a business group for key accounts, run rate business and business via channel partners and resellers.
Develops new and existing accounts through effective solution selling; implements sales strategy from opening presentation and bidding through closing; utilizes Black Box full portfolio of products and services to satisfy customers’ business needs.
Maintains awareness of gross profit, margin and related financial objectives to ensure achievement of assigned quota and company objectives.
Maintains a high volume of customer touches and meets or exceeds call time expectations.
Creates quotes and proposals and may work with internal pricing systems and/or solutions engineers to develop competitive offerings.
Develops accounts by analyzing customer’s buying history, proposing products and solutions application, explaining value add and technical features.
Maintains and continuously updates personal knowledge by studying new product description, using internal e-learning platform and trainings.
Provide the right technical solution following customers’ requests and able to help the external Account Manager on establishing the right kitlist linked on AV & KVM projects.
Perform additional duties as assigned.
Qualifications / Requirements
2-4 years related experience in sales, customer friendly altitude
Some business to business/B2B sales experience preferred.
Proven inside sales experience.
Fluency in English both orally and in writing is a must.
Excellent communications, presentation, and interpersonal skills in both oral and written forms. Strong team player with the ability to work successfully in a multicultural organization.
Ability to help the customer on finding the right technical/commercial solution and products for generic projects and demands.
Knowledge of KVM, Pro AV, data communications products and services (preferred)
Ability to identify and analyze customers’ business needs.
Ability to effectively learn and utilize required software and system applications
Strong presentation, analytical, negotiation, problem solving and influencing skills. Result oriented.
Ability to understand the basic technical features/functionality of the product portfolio.
Ability and willingness to travel (10-30%) within the assigned region.
Education - High School Diploma, Bachelor or equivalent in a related discipline.
Technical qualification in the discipline of Engineering, Physics or IT and/ or a Business Degree/experience.
Strong team player with the ability to work successfully in a multicultural organization.
Experience calling customers, developing prospects and closing deals over the phone.