Sales Development 80/20
CO-Bogota
Latin America
Req #: 111006
Type: Employee|Employee|Regular Full-time
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Overview: Takes ownership of new product, services, and/or solutions sales for assigned end-user account(s) or territory. Develops and executes sales strategy for assigned account(s) or territory with manager's input; develops strong relationships with key customer contacts and leverages to Zebra's advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience. Responsibilities: * Knowledge/Expertise * Technical Skills - Uses moderate domain/solutions knowledge * Knowledge of Zebra - Utilizes solid understanding of all Products/Services in business * Sales Skills - Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills * Managerial Skills - Understands policies and practices related to role and shares ideas for improvement * Business Acumen - Understands and explains how Zebra solutions can help customer's business results; obtains profitable revenue growth via value proposition vs. competition * Market/customer Knowledge - Uses full knowledge of customer's business and market economics/trends to position effectively versus competition * Solution Complexity/Strategic Thinking * Nature of Problems Solved - Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level * Role in Addressing Problems - Understands and resolves problems with support from technical resources * Complexity of Solutions - Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources * Freedom to Act * Level of Guidance - Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs * Takes Direction From - Group Manager and Directors * Customer Interface * Role - Acts independently or as a team lead for ad-hoc teams * Level of Customer Contact - Buyers/decision makers for small and mid-sized deals and end users * Main Level of Interaction - Responsible for influencing the customer to purchase moderate size projects * Required Knowledge of Customer - Operational strategies for success and competitors * Accountability * Business and Financial Impact - Responsible for individual revenue attainment with established prices and personal expenses * Relative Size and Scope - Moderate to average individual quota size for business and like roles * Types of Projects - Many transactions with some moderately complex deals * Strategic Impact for Zebra - Medium/mid-term Qualifications: * Bachelors or equivalent experience * 2-5 years of applicable work experience * Uses moderate domain/solutions knowledge * Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills * Understands policies and practices related to role and shares ideas for improvement Preferred Qualifications: * Key Competencies: * Solution-Oriented Approach: The ability to propose advanced purchasing models like blanket orders or the Supplies Management Program. * Long-Term Relationship Building: Creating "stickiness" through convenience and security, making price a secondary factor. * Proactive Thinking: Anticipating customer needs so they never run out of stock, ensuring a recurring and predictable revenue stream. * Strategic Vision for Cross-Selling The SDR must see the sale of supplies as a gateway to larger opportunities. * Key Competencies: * Active Listening: Using conversations about supplies to detect signals of need for new hardware (obsolete printers, manual processes, etc.). * Business Acumen: Understanding that their role is to connect the customer to Zebra's entire ecosystem, not just sell their product. * Communication with Other Teams: The ability to pass qualified hardware leads to the appropriate sales team. * Key Competencies: * Autonomy and Curiosity: The ability to self-educate using platforms like the Zebra Supplies Knowledge Platform and the Supplies eBook. * Internal Collaboration: Knowing when and how to involve the Zebra Quoting Team to expedite complex quotes. * Strategic Use of Incentives: Actively proposing the Free Custom Label Trial Fund as a tool to eliminate customer risk and close the sale * Consultative and Technical Selling
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