| NEXT HIGHER MANAGER: Regional Sales Manager
COMPANY OVERVIEW
Philips Solid-State Lighting Solutions, the new entity formed by Philips’ acquisition of Color Kinetics, transforms environments through new, dynamic uses of light. Its award-winning lighting systems and technologies apply the benefits of LEDs as a highly efficient, long lasting, environmentally friendly, and inherently digital source of illumination - reinventing light itself as a highly controllable medium. Philips Solid-State Lighting Solutions also enables widespread adoption of LED lighting through OEM and licensing partnerships in diverse markets. The company is headquartered in Burlington, MA with offices in the UK and China.
JOB FUNCTION / PURPOSE- Pre-Sales Technical Support
Works in partnership with the outside sales management team to identify, qualify, and close business. Provides hands-on technical support, demonstrates the innovative and creative use of CK's products and services, develops solid working relationships with CK's manufactures representatives and distributors.
PRINCIPLE ACTIVITIES / OBJECTIVES
- Works in partnership with Regional Sales Managers to identify, qualify, and close business. Gathers leads, analyzes potential and researches viability of opportunity and how to position CK in front of the key decision makers.
- Makes product and pricing recommendations.
- Performs Manufacturers Representative account and relationship management, training and support. Makes recommendations on the appropriate number and mix of representatives in region.
- Responsible for driving Representatives to quota achievement.
- Works closely with and gathers feedback from manufacturers representatives, channel partners, specifiers, and end-users.
- Meet sales and profitability objectives.
- Stays current with competitive products and product positioning in the marketplace.
- Maintains and deploys effective sales tools, training materials and demonstrations.
- Provide support at trade shows as needed.
- Ensure that required products and samples are available for demonstration.
- Responsible for ensuring that each job has a specification & layout diagram.
KNOW HOW
Must have a successful track record in a technical sales support capacity and be comfortable playing an active role in the sales closing cycle. Must be technically versed in our products and aware of the competitive landscape. Must possess solid networking skills and be able to successfully build and maintain relationships with CK's manufacturer representatives.
Must have a minimum of 3-5 years sales experience, have exceptional communication and people skills, the ability to flourish in a dynamic start-up atmosphere. The ideal candidate with have knowledge of Technical interfaces with other lighting control systems, Electrical Engineering and/or Lighting exp. a plus. Bachelor's degree or equivalent experience. Travel: About 75%. Must possess a valid, current driver's license.
PROBLEM SOLVING
The Sales Representative must relate well to all kinds of people, up, down and sideways, inside and outside the organization. Must build appropriate rapport, listen and develop constructive and effective relationships. The Sales Representative must use diplomacy and tact and keeps emotions in check. Must be able to diffuse high-tension situations comfortably and maneuver through complex political situations effectively and quietly. Must be sensitive to customers, manufacturers reps and how organizations function. Can anticipate where the land mines are and plans approach accordingly.
ACCOUNTABILITY
Technical Proficiency in the use and application of CK Products & Services
Manufacturers Representative Identification & Training
Customer service
To apply for a position, please email resume and cover letter to careers@colorkinetics.com
or fax to 781-418-9205.
Resumes may be mailed to:
3 Burlington Woods Drive
4th Floor
Burlington, MA 01803
No agencies or phone calls, please.
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