Introduction:
The Senior Technical Sales Specialist provides subject matter expertise on retail technology solutions including Point of Sale hardware, retail store and enterprise software, electronic payments, semi-integrated payment solutions including payments infrastructure, provided within the value chain and typical go to market approaches for the offering, and related Professional Services. This position will provide SME (subject matter expertise) on the assigned Toshiba solutions to direct retail clients/ prospects with a goal to also build and maintain positive, long-term relationships. The Senior Technical Sales Specialist is responsible for achieving the revenue and profit objectives assigned in support of the North American region.
Responsibilities:
- Responsible for achieving the revenue and profit objectives assigned primarily in support of the assigned region or accounts, and secondarily supporting other regions. Execute tactical and strategic consultative sales account plans for existing and new clients in order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of staff and partner queries effectively and dealing with various selling objections during the sales process.
- Establish and maintain a high level of positive and effective contact with key partners, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major partner accounts within the Channel.
- Develop, manage, and maintain a robust pipeline of sales opportunities through the entire sales cycle using Salesforce.com to log and keep track of sales opportunities.
- Present and demonstrate Toshiba solutions in group meetings to senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc.
- Maintain constant awareness of markets, competitor activities and problems within the Channel, recognize trends that develop, and make appropriate strategic and tactical sales/marketing/program recommendations to take corrective actions. Identify opportunities for improvement processes in general working practices and team efficiency.
- Provide Subject Matter Expertise in one or more solutions. Mentor and train junior level employees.
- Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule. Will work very closely with other members of the Sales Group.
- Maintain up to date and accurate customer sales records, expense plans, budgets and related databases. Responds to customers RFP/RFI Requests in a timely and professional manner to facilitate success.
- Perform other duties as assigned.
Required Skills:
- Bachelor’s degree with 8+ years of related experience, or equivalent combination.
- Must have 5-8 years of retail solutions experience (preferably sold or supported POS solutions or any other retail solutions)
- Deep retail solution expertise and working knowledge of how assigned solutions will solve complex business problems in a retail client’s environment.
- Must have Retail industry experience working within the industry
- Demonstrated Ability to execute tactical and strategic sales account plans for existing and new clients in order to achieve the revenue targets as assigned. This includes the handling of customer queries effectively and dealing with objections during the sales process.
- Strong presentation skills with the capability of interacting with senior management levels such as CEO, COO, CFO, CTO/CIO.
- Works well in a team selling environment and maintains good working relationships with other functional company departments such as Professional Services, Product Management, Marketing, Engineering, etc., to ensure both partner & company requirements are met or exceeded.
- Create or reviews analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; ROI Studies, RFP Responses, etc.
- Must be well versed in POS and payments technologies including encryption, security, tokenization, tender types, payment flows, hosting models and PCI regulations.
- Experience in implementation of these solutions – encompassing support, services, and maintenance is highly preferred
- Possess subject matter expertise related to retail software and hardware solutions including POS and integration of payments solutions to these systems, back office and reconciliation techniques, loyalty, mobile shopping, ecommerce and enterprise software.
ABOUT THE COMPANY
Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands. Have you ever been in a hurry and made use of the self-checkout at Lowe’s Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, Calvin Klein, Boots, Cencosud, BJ’s, or Costco? These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader.
The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let’s get together to drive the new economy.
Toshiba Global Commerce Solutions, Inc. offers a competitive salary and generous benefits package including the following:
Group health coverage (medical, dental, & vision)
Employee Assistance Programs
Pre-tax spending accounts
401(k) plan (with company match)
Company provided life insurance
Pet Insurance
Employee discounts
Generous paid holiday schedule, paid vacation & sick/personal days
EEO
Toshiba Global Commerce Solutions is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age, ancestry, color, religious creed, disability, marital status, medical condition, genetic information, military or veteran status, national origin, race, sex, gender, gender identity, gender expression and sexual orientation or any other protected factor. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should email benefits@toshibagcs.com to request an accommodation.
DIVERSITY, EQUITY & INCLUSION
We at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore, we’re committed to Diversity, Equity, and Inclusion for all our people as highlighted by our 5 Core Principles (Create Outreach, Foster Belonging, Unleash Opportunity, Diverse Cultural Engagement and Culture of Transparency). We’re passionate about our customers in the retail industry and becoming a more responsible company as we help create a brighter future.
EQUAL OPPORTUNITY EMPLOYER/PROTECTED VETERANS/INDIVIDUALS WITH DISABILITIES
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
