Sales Representative Job Description

Functional Area: Sales

Division: North American Library Division

Reports to: Ellen Isaacson, GM, NA Library Division

Job Summary:

The primary function of the Sales Representative is to generate revenue, by forecasting business and market needs, formulating and implementing sales strategy, achieving sales targets and ensuring customer satisfaction.

Infor Library and Information Solutions is looking for a Library Sales Representative to maximize sales within assigned territory and market segments, work with established customers and locate and establish new accounts. The position requires travel to attend library conferences, conduct demonstrations, and participate in direct customer sales calls.

Major Duties and Responsibilities:

  • Assist in developing business strategies to ensure achievement of sales targets, by understanding market requirements, company objectives, product capabilities and future industry developments and trends.
  • Achieve sales quotas, by prospecting, identifying, qualifying specific buyers, initiating campaigns, following up on prospect inquiries with demonstrations, presentations, meetings and proposals.
  • Close the sale, by discussing terms and conditions of contracts with customers and General Manager and ensuring that all contract sign-off procedures are adhered to.
  • Manage existing accounts assigned by General Manager, by building strong relationships with customers, gaining a thorough understanding of their requirements and long term goals, informing customers of our new development, products and service offerings, troubleshooting and resolving any and all problems.
  • Participate in conferences, exhibits and user groups, by acting as a company representative in explaining system capabilities to prospective customers.
  • Ensure all Corporate and Divisional policies are adhered to.

Job Requirements:

  • Requires knowledge of the field of Sales and Marketing.
  • Advanced knowledge of Library industry.
  • Advanced knowledge of Library Automation.
  • Competent knowledge of sales and marketing methodology
  • Competent knowledge of vertical markets
  • Competent knowledge of products and product functionality
  • Competent knowledge of PCs, hardware, software, operating systems and database management systems
  • Competent knowledge of LANS, WANS, connectivity to other databases, etc.
  • Competent presentation skills to demonstrate products
  • Requires the ability to use Microsoft office applications
  • Requires oral communication and interpersonal skills to effectively deal with customers, prospects and staff
  • Requires organizational skills to ensure deadlines are met
  • Requires problem solving skills to solve varied problems
  • Requires decision making skills to make procedural decisions
  • Require the ability to travel and frequently be away from home

Education and Experience

  • PostSecondary School Diploma/Degree in Business or Sales and Marketing, MLS and or MLIS degrees are also preferable
  • Three to five years experience in Library industry sales experience preferably with an ILS vendor however, will consider three to five years Library industry related experience supplemented by courses in Library Science and Sales

Job Qualifications:

BS/BA in Business, Sales and Marketing; MLS a plus

3-5 + years in a new account sales role, preferably selling full ILS solutions

Familiar with library market and solution based selling

Proven track record of success (should have made quota consistently)

Creative problem-solving and strong interpersonal skills

Well connected in industry

Excellent presentation skills

Infor offers competitive salary and benefits package.

Submissions for advertised and posted positions should be sent to the address below. Email submission will be accepted.

Ms. Cheryl Sanocki

Human ResourcesRepresentative

Infor

1351 South County Trail

East Greenwich, RI02818

Email: