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B2B Sales-Outside-Jr. DCCompany The Talmadge Group, Inc.
Location Vienna, VA
Update 9 Day ago
This position is an Outside B2B Sales Representatives that calls on mid-market businesses within an assigned territory. You will call prospects, set initial meetings with key decision-makers (C-suite), conduct in-depth process analysis of the account’ s current HR processes including payroll, and present a detailed and compelling business case for adopting our all-in-one human capital management platform.
This requires strong communication, presentation and analytical skills, in addition to strategic closing approaches. Previous sales experience is not required, but a confident, professional communication style, hard work and drive separate the best from the rest. Candidates must have the business acumen to communicate with CFOs and CEOs, as well as with individual users of human resource information systems (HRIS).
Key Performance Objectives
Strong outside sales reps should strive to achieve executive level sales status in their first year.
Successfully complete the 6-week training program that concludes with a week at the corporate headquarters. By the end of the training period, reps should be able to differentiate the business impacts associated with each product, approach prospects and clearly articulate our value proposition, as well as conduct a compelling technical demo and needs analysis with prospects. They should feel confident in their talk tracks around the use case and executive calls.
Prospect a minimum of 8 hours every week resulting in new appointments. Prospecting consists of calling warm and cold leads, distributing drops, sending personalized notes, as well as obtaining referrals. Leads are generated from our internal database, marketing campaigns, scouting new businesses within the assigned territory while on appointments, and additional tools.
Prepare for each sales call. Reps conduct extensive research on every account prior to the first visit. They use various internet tools to fully understand the organization, identify key influencers and decision-makers, and find out as much about prospects’ current HRIS as possible.
Conduct an in-depth analysis of the current payroll and HR methodologies with a complete understanding of the tools, processes, bottlenecks and challenges within their current system. Tools and training are provided, but the best reps ask insightful questions, learn from each interaction, and project confidence and insight while leading these discussions. They listen for key pain points that can be addressed by our solutions. A completed analysis (sometimes requiring more than one meeting for larger accounts) becomes the basis for the compelling business case and financial model included in the quote.
Ask for the sale. They ask for the sale, overcome objections and involve others (regional managers and managers) when necessary to close the deal.
Manage the initial implementation / transition to our platform with a transition specialist. Reps facilitate the transition kick-off meeting and conduct the initial overview training. Once the system is fully installed, they participate in the processing of the first payroll and have a post-payroll meeting to assess issues and troubleshoot problems. Reps will facilitate strong communication ties and transition key relationships to the sales account manager and implementation representative after the installation period.
Update Corporate internal sales tracking system daily. Ensure information is accurate, timely and actionable. Use this data to monitor pipeline progression effectively and identify opportunity to move individual deals forward.
Must have a bachelor’ s degree with a 3.0 GPA or higher from an accredited university
Candidate should have consistent experience working toward a personal or professional goal
Experience in formal leadership positions within social or professional organizations
Proven track record of success through promotions, awards and rankings
Self-starter with strong organizational skills and the ability to think strategically
Effective communicator with strong business acumen
Energetic and passionate about personal brand
Must have a professional approach to daily tasks and carry oneself like an executive
Comfortable working in a quota-driven environment
Standard knowledge of Microsoft PowerPoint and Excel
Can pass an extensive background check (criminal, MVR, credit, and drug screen)
Enjoy $1 employee health insurance premiums, matching 401(k), dental, vision, life insurance, etc.
Outstanding Training and Management Support
Base salary + commission with typical first year earnings over $100K
We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, pregnancy, military and veteran status, age, physical and mental disability, genetic characteristics, or any other considerations made unlawful by applicable state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. We expressly prohibit any form of workplace harassment based on race, color, religion, sex, national origin, pregnancy, military and veteran status, age, physical and mental disability, or genetic characteristics. All qualifed candidates will be considered.