General Duties
•See DCRS Sales Department Guide & Charter (provided to seriously considered candidates), which describes the expectations for administration and follow-up.
Special Skills
•Ambition. Must have the desire to have power and make money. Never satisfied or perfectly happy with what they achieve -- always want more. Push, work hard every day, and don't put things off. Make as many sales calls as possible and get the maximum number of sales.
•Enthusiasm. Must possess the ability to stimulate enthusiasm in others, particularly during initial sales or prospecting approaches. This is a key to successfully meeting new people frequently, as well as expanding into new and unfamiliar territories. A positive "can do" attitude with energy and a liking for people contact is required.
•Interview Skills. Sharp listening, creative questioning and good note taking skills to gain a clear understanding of the client's potential needs in order to provide an effective solution to meet those needs. Treating a customer right means listening -- not just hearing them. In today's selling world, interviewing and questioning has become one of the most important skills required to succeed.
•Persuasiveness. Using language persuasively and fluently. Influencing the attitudes and opinions of others. Overcoming objections or hostility diplomatically. Persuading others to change their opinion or attitudes. Overcoming opposition to a product, program, or procedure within an organization. Sometimes goes so far as to challenge or contradict opinions held by others in his or her attempt to persuade. Selling an idea or an intangible requires significant persuasiveness. Must be able to identify the small differences between similar items as a key to successful persuasion.
•Passion. Having own individual way of marketing yourself to customers. Motivation, energy levels, and ability to work independently shows you can think for yourself-- looking in front and not behind. That passion must also include a level of commitment to servicing and supporting customers.
•Interpersonal. Constant interaction with the public or others in groups as well as individuals is required. Need to utilize personal social skills to develop relationships. Relationships must be developed and maintained in order to achieve sales goals. Difficult situations require sales managers to handle them with authority. There is a need to participate effectively in social activities. Must be able to adapt to all personality types, as well as become "intimate" with the customer in order to succeed over the competition.
•Intelligence. Must be intelligent enough to understand the complexities of Retail Automation and its applications. Knowledgeable of products is only one part of presenting the image of a good company. Knowledge of the Restaurant/Hospitality or Specialty Retail industry makes customers feel more comfortable and eager to retain our services.
•Leadership. Because of the level of contact, often with high-level individuals of accounts, decisions must be made sometimes independently. Must take charge of negotiations, using prudent judgment in new situations. Leadership must be exercised in changing situations - sometimes decisions must be made in ambiguous situations. Decisions must be justified later to internal upper management. Must be able to solve unexpected problems, sometimes independently.
•Planning. The sales cycle, being a series of activities not necessarily in the same order, requires developing strategic planning for a large, complex client. Problems must be anticipated. Deadlines met. Lack of planning creates an emergency for someone else, which in turn provides less successful results. Approaching new enterprises and creating strategies for markets requires good planning as well.
•Communication and Customer Service. You must possess the ability and skill to maintain appropriate communication with the client. You will come in contact with many types of personalities -- some easy going and a pleasure to work with, some anything but easy to work with. This may be by talking face to face or over the phone. Sometimes the client will be experiencing frustration: their system may have been inoperable at their busiest time of day and even the most congenial person will be impatient under those circumstances. You must have the ability to defuse these situations with tact and impress upon the client that our company is professional and truly cares about the smooth operation of their business. In other words, make the client feel that they are number one with us. Often the client has an entirely different priority than providing you their undivided attention.
•Good creative problem solving skills, an independent thinker, and a dedication to customer satisfaction.
•A positive "can-do" attitude, energy and enthusiasm, as well as liking people contact.
•Summary. Most Sales Representatives are hired based on their industry knowledge, technical skills, and sales skills. However, most failures that lead to termination are usually for behavioral reasons (the lack of some of the special skills noted above). That is why many of these behavioral traits are mentioned above. These skills are the keys to success.
•Typing skills of 35+ wpm.
•Professional business-like appearance.
Requirements Needed to Perform
•Able to prospect and investigate possible sales opportunities, develop good rapport on client approach, determine and weigh the sales opportunity, probe and listen for hidden or un-obvious needs, reveal what those needs are and translate how our solution fills those needs, negotiate the acceptance of the sales agreement, maintain rapport and follow-up to insure satisfaction and additional future business are the requirements.
•Able to convert an unknown stranger into a satisfied customer from start to finish. See the DCRS Sales Department Guide & Charter for additional information.
•Knowledge of the Restaurant industry (Retail knowledge helpful also). Understand the inherent control problems that exist in the environment.
•Take notes during customer information meetings and coordinating installations with multiple departments.
•May forgo a small portion of the initial employment period in the sales department, to train and learn the application of the product with the installation department. This period may require working some evenings and weekends.
Physical Requirements
•In good general health.
•Able to lift and transport computer equipment (approximately up to 50+ lbs.) to various sites for a demonstration when a visit to our facility cannot be arranged.
•Transportation includes the use of personal vehicle for demonstration of equipment.
•Automobile allowance provided.
•Able to drive distances up to 200 miles or more for remote opportunities.
•Able to speak clearly for long periods of time, as well as stand for long periods during demonstrations or trade shows.
•Requires a valid driver's license with good driving record, with insurance requirements as specified in employee handbook.
Mental Requirements
•Above average intelligence in order to gain rapport with varied personality types.
•Able to handle continuous rejection and spring back with energy and enthusiasm.
•Able to think quickly and react positively.
•Able to grasp a complex subject accurately during the needs-determination.
•Strong mental alertness and stamina due to long periods in front of new people.
•Good writing skills when producing proposals and written correspondence.
•Able to learn and understand technical computer concepts and apply them, to provide solutions to applications in the Restaurant industry (and later in the Specialty Retail industry).
Availability to Work what Hours
•Able to work the hours that are acceptable to the approach of the potential client.
•Able to work the additional hours required to meet all other deadlines: preparation, meetings, presentations, demonstrations, sale closing, and follow ups.
•Able to work some evenings and weekends as required, during the intial months of employment, while working with the installation department.
•Demand tends to be "whatever it takes", though most sales activity occurs during normal business hours.
•Superior results are gained by those willing to invest evenings or weekends, particularly for Networking, Planning, Remote area sales calls, Proposal preparation, etc.
Training Needed
•A college degree is desired, ideally in Marketing, Business Administration, Computer Science, and Restaurant or Retail Management.
•Sales experience to customers in the Restaurant (or Retail) industry a plus.
•Continually seeks education in sales, technology and restaurant (and retail) industry trends through trade shows, industry periodicals, networking, business associations, and constant customer contact.
•Several years of practical, on the job experience in Table Service Restaurants (or possibly in Specialty Retail), ideally in a management role.
•On-going training program in selling skills, as well as technological advancements and new products entering the market. Training never ends but will be progressive, just as technology is.
•May need to train and learn the application of the product by working with the installation department during the initial employment period.
Knowledge Needed
•Knowledge and understanding of the various personality types and the experience of how best to deal with them.
•Prior experience calling on the Restaurant industry valuable.
•Specific knowledge of the Table Service Restaurant industry.
•Reasonable amount of computer experience helpful.
•Product knowledge, including software (what it does) and hardware (what the software runs on).
•Knowledge of Windows 2000/XP, general PC experience, and other software (Work, Excel, ACT).
What is different about working at DCRS
•Sales & Installation staff receive a cash bonus for letters of satisfaction received for new systems purchased and installed
•Customer Satisfaction Letters are framed and displayed.
•Technicians receive a cash bonus for reports of high levels of customer satisfaction for support calls
•Technician with highest level of satisfaction is recognized quarterly on Customer Satisfaction Plaque.
•All employees entered in quarterly drawing for a "Thanks, you made my day" awards, to encourage peer and interdepartmental teamwork and cooperation.
•Premium Parking to the Problem Solver of the Week. Cash Bonus to the Problem Solver of the Year
•Casual professional dress environment
•Opportunity for growth and advancement in Technical fields through our educational incentive program
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