Sales Associate

South Western Communications
South Western Communications, SWC, is one trusted source for communication, physical security and life safety solutions to meet the needs of Healthcare, Education, Detention and Commercial customers. We utilize a consultative approach to conduct an in-depth needs analysis, enabling our customers to fulfill their mission critical processes. We continuously research and select only the best-in class product collection. We utilize these products to create an integrated solution with your goals and needs in mind, ensuring satisfaction and flawless integration. At SWC, we strive to exceed your expectations and invest the time and resources into every job because we care about our customers.

Primary Role: 

The Sales Associate is an inside sales position that provides dedicated, responsive ownership of small-project and add-on opportunities, routine customer requests and quote follow-up. Working in coordination with each Account Executive, the Sales Associate qualifies inbound inquiries, prepares and follows up on small-project quotations, records that activity in the CRM, and hands off larger opportunities with complete customer and site information to the appropriate Account Executive. The Sales Associate also supports the Healthcare and Education Sales Directors with Account Executive onboarding, partnering with Marketing on sales enablement materials, and also is the designated backup to the Sales Coordinator. Accountable for being knowledgeable and articulate in the Communication and Life Safety systems offered and supported by SWC.

Responsibilities:

• Respond promptly to inbound leads, quote requests and customer inquiries by phone and email, and qualify each for need, budget, timeline and decision makers; route each request to the right owner (Sales Associate, Account Executive, Service or Estimating).
• Manage small-project and add-on requests, as assigned at the discretion of the Account Executive, from request through quote and order so Account Executives can remain focused on new business; proactively follow up with customers on upgrades and add-ons.
• Prepare accurate quotations and proposals for equipment and small projects in coordination with the Account Executive; coordinate with Estimating and Engineering, and escalate corner cases (for example, additions that trigger a new power supply, LNet or Services labor) through the defined off-ramp.
• Maintain regular contact with existing accounts to uncover new needs, secure repeat business and strengthen customer relationships; report new needs to the assigned Account Executive.
• Hand off qualified larger opportunities to the Account Executive with complete customer and site information.
• Enter and maintain accurate lead, opportunity, quote and customer activity records in the CRM for the Sales Associate’s own assigned work; set up tasks and events for Account Executives to follow up on discovered opportunities.
• Process orders; coordinate order entry with Operations, Purchasing and Accounting.
• Achieve assigned monthly, quarterly and annual activity, response-time and margin goals for small-project work.
• Review the construction websites for bidding opportunities. Notify the Account Executive about any discovered opportunities.
• Provide Account Executives, technical staff and other internal and external customers with pre- and post-sales support where appropriate.
• Help the Healthcare and Education Sales Directors with sales onboarding of new Account Executives (schedules, training materials, system access, shadowing).
• Work with Marketing on sales materials; organize and maintain the storage of sales collateral, templates and sample materials so the sales team can find what it needs.
• Serve as backup to the Sales Coordinator when designated by Sales leadership (for example, vacation coverage or large-project surges).
• Assist with training internal technical and/or sales staff on new products and/or systems.
• Actively participate in personal and professional development and maintain knowledge of current and new technologies that the company offers.
• Comply with company policies, as well as health and safety issues.
• Promote a team environment.
• Other duties as required or assigned.

Accountability:

The Sales Associate will be accountable to the Director of Healthcare Sales and will support all Account Executives in both the Healthcare and Education markets. Secondary accountability will be to the VP of Sales and the Director of Education Sales.

Scope Notes:

This position does not perform box (material-only) sales and is not commissioned. This position does not duplicate the Sales Coordinator role; project pre-qualification documents, bid bonds and financials, remain with the Sales Coordinator except when the Sales Associate is designated as backup.

Qualifications:

1. High school diploma or equivalent required; two-year or four-year degree in business, marketing or a technical field preferred.
2. Two or more years of inside sales, customer service or technical sales experience required.
3. Must possess excellent verbal and written communication skills and interpersonal skills.
4. Experience with a CRM system and quoting or estimating software required.
5. Strong time management and organizational skills required.
6. Must have the ability to manage multiple tasks simultaneously and adjust to shifting priorities.
7. Must possess a strong sense of urgency and a results-driven, goal-oriented approach.
8. Understanding of electronic systems such as healthcare communications systems, paging systems, infant protection systems, real time locating systems, intercom systems and TV distribution a plus.

Travel:

1. Occasional local and out of town travel may be required for customer and job-site visits, training and events.
2. Reliable transportation required (mileage reimbursement program available).

Additional Skills and Abilities:

1. Must be responsible, self-motivated, self-starter, personable and well-organized.
2. Superior customer service skills to deal with both internal and external customers.
3. Strong interpersonal skills; ability to work with diverse groups.
4. Ability to learn technical product information quickly and explain it clearly to customers.
5. Proficiency in the use of personal computers including such programs as MS Word, Excel, PowerPoint and Outlook.
6. Ability to demonstrate planning, organizing and follow-through skills that allow successful completion of tasks by specific due dates.
7. Must be able to effectively handle stressful situations.
8. Must be able to read and effectively interpret general business documentation.
9. Valid and current driver’s license.

Physical, Mental and Environmental Requirements:

1. Employee is required to sit for extended periods and use hands and fingers to operate a computer and telephone.
2. Some standing, walking and light lifting of objects is required.
3. Reaching, grasping and carrying activities also required.
4. The noise level in the work environment is usually moderate.

All requirements may be modified to reasonably accommodate individuals with disabilities. 

This job description does not list all the duties of the job. You may be asked by supervisors or management to perform other instructions and duties. You will be evaluated in part based upon your performance of the tasks listed in this job description.

Management has the right to revise this description at any time. The job description is not a contract for employment, and either you or the employer may terminate employment at any time, for any reason as outlined in the employee manual or other written agreement.

Management has the right to revise this description at any time. The job description is not a contract for employment, and either you or the employer may terminate employment at any time, for any reason as outlined in the employee manual or other written agreement.