Sales Consultant
Sales Consultant
Pay Status and Classifications: Exempt, Regular Full-time
Supervisor: Sales Manager
Work Location: Texas or New York (Remote) - If you are hired locally to our headquarters in Schenectady, NY, you will be expected to attend in-person monthly team meetings and come into the office for other meetings as needed.
About Us:
At Transfinder, we're a leading provider of innovative student transportation management software. Named one of the "Best Places to Work," we are committed to delivering cutting-edge solutions to school districts across the U.S. and Canada. Our dynamic team thrives on collaboration, growth, and making a real impact in student safety.
Why Join Transfinder?
- High Earnings Potential: First-year target earnings of $150,000-$180,000, with top performers exceeding $300,000.
- Collaborative Environment: Be part of a supportive, award-winning team that values innovation and professional growth.
- Mission-Driven Work: Help schools and districts optimize transportation, ensuring students’ safe and efficient travel.
Position Purpose: The Sales Consultant will sell student transportation management software solutions to school districts across the United States and Canada, with the support of the sales enablement team. This position involves collaborating with lead generation team members to manage their sales territory. The Sales Consultant will lead the sales process, including discovery calls, conducting remote and in-person software demonstrations, evaluations, pricing reviews, and handling requests for proposals (RFPs). Additionally, the Sales Consultant will act as both an independent contributor and a team player, executing plans that lead to greater market acceptance and sales.
Essential Duties and Responsibilities:
- Sales Strategy and Execution: Develops and delivers compelling presentations on Transfinder products and services, tailored to the specific needs and challenges of school districts within the assigned geographic area. Clearly articulates the benefits and value proposition of Transfinder solutions, demonstrating how they address the unique requirements of each potential client. Strategically plans and executes sales activities to achieve and exceed sales targets, including revenue goals, number of closed deals, and average deal size.
- Customer Engagement and Relationship Management: Builds and nurtures strong, long-lasting relationships with clients and prospective clients, acting as a trusted advisor and primary point of contact. Conducts thorough needs assessments to understand the specific requirements and pain points of clients and prospective clients. Proactively follows up with clients and prospective clients to ensure satisfaction, address any concerns, and identify opportunities for upselling or cross-selling.
- Team Collaboration: Fosters a positive and supportive team culture by encouraging open communication, sharing best practices, and assisting colleagues in achieving their sales goals. Collaborates with team members to develop and implement effective sales strategies and tactics. Participates in team meetings and contributes to the continuous improvement of sales processes and outcomes.
- Reporting and Documentation: Maintains comprehensive and up-to-date Client Relationship Management (CRM) records to effectively manage client relationships and track sales activities. Generates regular reports on sales performance, client interactions, and market trends to inform strategic decision-making. Identifies and documents new business opportunities and potential areas for growth.
- Market Research and Analysis: Stays current with industry trends, issues, and developments affecting school districts in the assigned geographic areas. Conducts market research to identify potential clients and understand the competitive landscape. Analyzes market data to inform sales strategies and identify opportunities for differentiation.
- Administration: Represents Transfinder at selected industry conferences, trade shows, and networking events to promote our solutions and generate leads. Participates in ongoing training and professional development to stay current with product knowledge and sales techniques. Performs other duties and projects as assigned to support the overall success of the sales team and company.
Required Skills and Abilities:
- Excellent communication and interpersonal skills, with the ability to build rapport and trust with clients.
- Excellent organizational skills with the ability to manage multiple tasks and priorities with attention to detail.
- Ability to work independently and as part of a team, with a proactive and results-oriented approach.
- Proficiency in using CRM software and other sales tools to manage client relationships and track sales activities.
- Excellent sales and customer service skills.
- Strong analytical and problem-solving skills.
Experience:
- A minimum of 5 years of direct sales experience within the technology sector.
- Demonstrated experience in both virtual and face-to-face sales environments.
- Proven ability to win new business opportunities in a competitive marketplace.
- Understanding of public sector and experience with software solutions.
Travel Requirements:
- Ability to travel to visit prospects and attend conferences as needed.
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times
Benefits:
- Comprehensive Benefits: Health, dental, vision, 401(k) with company match, and more
- Paid Time Off: Generous PTO