Kinney Group, Inc.

  • Sales Support Specialist

    Job Locations US-IN-Indianapolis
    Posted Date 3 weeks ago(11/3/2018 10:11 PM)
    Job ID
    2018-1666
    Category
    Sales Support - 310
    Security Clearance Level Required
    No clearance required
  • Overview

    Position Description

     

    The role of the Sales Support Specialist (SSS) is to enable Kinney Group Strategic Account Managers (SAMs) to more fully develop their territories and named accounts to ensure the Kinney Group Sales Team exceeds assigned solutions, services, and subscription-services bookings targets.

     

    Essential Functions

    The SSS’ is a member of the Sales Operations Team and has the primary responsibility to work with Strategic Account Managers (SAMs) in supporting demand generation and transactional execution within assigned accounts and territories.

     

    Responsibilities include, but are not limited to:

    • Execution of Original Equipment Manufacturer (OEM) partner deal registration and tracking of registration approval status, expiration dates via SalesForce.com (SFDC) reports and OEM partner portals
    • SFDC opportunity creation and maintenance (Revenue, gross margin, Buying & Acquisition Stages in collaboration with assigned SAMs)
    • Support the Sales Operations Team in Cost-Price-Quote (CPQ) activities tied to specific transactions
    • Provide CPQ administrative support (ie. add part numbers/descriptions) as needed
    • Quote and project build management, creation, and tracking of both vendor and client quotes
    • Prepare accurate sales documents for distribution to accounting, project management, and stakeholder teams
    • Work with Kinney Group SAMs and manufacturer/distributor representatives to ensure quote and configuration accuracy
    • Maintain high levels of communication with account owner regarding potential opportunities or concerns regarding current accounts that are discovered
    • Collaborate with SAMs to ensure successful transition of closed transactions to Kinney Group delivery and project management (PMO) teams
    • Working with the PMO, ensure customer satisfaction associated with delivered solutions and services
    • Facilitate communication between account owner, manufacturing representatives, and clients regarding opportunity status and details
    • Develop understanding of various procurement paths and contracting vehicles
    • Assist and guide successful execution and documentation of Master Sales Agreements (MSAs), Non Disclosure Agreements (NDAs), Teaming Agreements (TAs), and other necessary contracts, as necessary
    • Work with leadership and teammates to identify areas of improvement within functional areas and assist in creating and implementing solutions 
    • Work to develop process for and management of systems integrator’s supplier portals
    • Serve as surrogate account owner as needed with partners, distributors, and clients
    • Engage with clients, as needed, to progress transactions throughout the sales cycle until successfully closed
    • Provide account owner strategic information, research, data points, including gross margin recommendations based on non-registered deltas 
    • Manage maintenance renewal opportunities and transactions, coordinating communication and outreach with the owner of named accounts

    Desired Skills & Experience

    • Bachelors or Associates Degree in a business, communications, or technical field
    • 2+ years experience in sales or sales support for large accounts, preferably in enterprise IT environments
    • Accuracy and attention to detail
    • Team expert in sales systems such as Salesforce and CPQ
    • Willingness to provide after-hours support to drive opportunities, especially at month and quarter-end periods
    • Strong communication and administrative skills
    • Experience proactively driving opportunities to close within an acquisition process
    • Serve as subject matter expert within team for all associated sales support tasks
    • Ability to work under pressure of deadlines and changing priorities
    • Ability to prioritize tasks requested by multiple stakeholders
    • Proactively formulate and execute creative solutions to drive business forward
    • Ability to support the movement of a transaction throughout the sales cycle

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