Demand Generation Specialist - job 2 of 2

Demand Generation Specialist

Sales VAR VF

Summary:

Customer facing sales role responsible for activation goals for specific vendor, based on revolving campaigns and specific assigned accounts through customer contact, sales and service

Responsibilities:

• Achieve activation goals and other applicable goals including volume, margin and breadth as defined by vendor campaign needs.

• Grow the profitable sales and market share for vendor within D&H.

• Conduct outbound call campaigns with reseller base in an effort to build relationships, sell and assist with opportunities.

• Add all call feedback in all applicable systems (CCA, CRM etc.)

• Follow up on all calls minimum 3 times per reseller.

• Work with vendor field sales on account planning, opportunities and calls.

• Work with channel field sales on account planning, opportunities and calls.

• Work with assigned field and inside sales rep on targeted accounts to grow sales of vendor and share.

• Data-mining for the purpose of broadening product depth and developing new net resellers.

• Build a basic understanding of vendor programs, product offerings and vendor’s key competitive products.

• Conduct business portfolios on strategic accounts when possible; help fill-in business portfolios with information and sales data on assigned vendor.

• Work with vendor and team to create reseller friendly templates for follow up to calls and pertinent messaging as needed.

• Drive reseller promotions to customers to increase sales and broaden the reseller base.

• Manage lead development, follow-up and closure; Provide support necessary to develop leads and follow them to closure.

• identify key customers in appropriate segments and manage and work these accounts to grow vendor sales and share.

• Identify market and product gaps and communicate findings to internal team.

• Sell to customers and place customer orders in computer system.

Expectations:

• Calls – minimum 35 outbound calls per day on average to accounts and prospects, resulting in customer contact and action items.

• Calls – inbound from customers and reps answer or return call same day.

• Calls – queue calls to assist in overflow support of inbound calls.

• Email- answer emails from resellers and reps the same day.

• Include vendor and field teams on calls when appropriate.

• Time on phone per day- minimum 2.5 hours on phone per day, total.

• Meet sales goals as set.

• Work with marketing managers/Vendor channel rep to create campaign plan aligned to the objectives of both the vendor and D&H.

• Opportunities – Find, create and log a minimum of five opportunities a week.

• Provide biweekly progress reporting to participating vendor channel rep, marketing manager, demand gen lead, and sales manager.

• Be self-motivated, research, learn and keep up on vendor programs, product, and strategy.

Requirements:

• High School Diploma or equivalent required.

• Associates Degree or higher education preferred.

• 1 to 3 years of office or call center based customer service experience.

• Computer literate the ability to learn.

• Knowledgeable with Microsoft Office Suite.