Sales Executive - Law Enforcement (Territory)

Fujitsu Frontech North America Inc./Fulcrum Biometrics, Inc.

Job Posting

Sales Executive – Law Enforcement (territory)

Pay Rate: The starting base pay for this role is USD $65,000-75,000 per year plus commission. with a target commission of $40-60k per year. The actual base is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future.

Non-Exempt/Exempt: Exempt

Job Status: Full-time

Location: Works from home or company office, travel is required

EEO Classification: Sales Workers

Location:Works from home or company office, some travel required

Primary Desired Location: San Antonio, TX

Secondary Desired Locations: Any Top 30 City, USA (easy access to airport)

Reports To (Position): Vice President of Sales

SUMMARY

Are you a Sales Executive that has an entrepreneurial spirit, relevant industry and marketing technology and services experience, and a consistent track record of meeting/exceeding goals? If so, Fujitsu Frontech/Fulcrum Biometrics is looking for a top-performing Sales Executive to pursue and win clients within its biometric Law Enforcement practice. The successful candidates will possess a professional and take-charge style with the motivation to meet and exceed customer expectations.

The Law Enforcement Sale Representative will focus on sales of biometric products/solutions in Law Enforcement and Public Safety verticals. Focus is primarily state and local customers within the US. Development and management of specialty resellers that focus on regional Law Enforcement customers is a key concentration.

ESSENTIAL DUTIES AND RESPONSIBILITIES

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Essential Functions of the position include, but are not limited to;

• Demonstrates and sells Fulcrum products and solutions to a wide range of public service customers, including but not limited police/sheriff’s departments, prisons, jail management companies, local, state, and federal agencies, courts, college criminal justice programs, etc.
• Identifies, recruits, and manages resellers and integrators of products and services that reach the Law Enforcement and public safety markets.
• Responsible for the expansion of Fulcrum’s biometric solutions in new markets as well as continued expansion among existing clients.
• Builds relationships with existing clients to increase sales & market penetration of products/solutions.
• Devises and implements the strategy for meeting sales performance targets.
• Develops business plan(s) to target biometric solution prospects including determining prospects business requirements (both hardware and software) and how our products/solutions meet/exceed these requirements.
• Serves as subject matter expert of the relevant products in the relevant markets.
• Serves as technical expert of biometric scanners and Fulcrum Biometrics’ solutions.
• Closes business after completion of qualification including price negotiations, distribution, logistics, and customer satisfaction.
• Provides outstanding customer service and follows through.
• Generates sales leads, qualifies potential customers, follows through, and initiates cold calls.
• Educates current and potential customers about our business solutions.
• Responsible for weekly use of Claritysoft (CRM) automation tools to track progress and report goals.
• Analyzes customer needs and develops innovative solutions.
• Manages key accounts.
• Customarily and regularly exercises independent discretion and judgment.
• Regular work site attendance.

Other Duties and Responsibilities:

• Resolves problems and handle complaints in a timely manner.
• Remains in frequent contact with the clients in your responsibility to understand their needs.
• Stays up to date with new features and product launches.
• Establishes best practices.
• Monitors and reports on sales performance analytics.
• Maintains a strong understanding of competitive positioning and offerings.
• Suggests innovative ideas to increase sales and improve customer experience.
• Adheres to company policies, safety, and quality.
• Supports continual improvement efforts.
• Additional responsibilities as assigned. This job description is not intended to be all-inclusive. Other, reasonable, and related duties may be assigned to meet the ongoing needs of the organization.

QUALIFICATIONS

• Account management and associated customer project management skills to assist prospects and clients during their product development cycle through general product release.
• Clear understanding of the product development stages and being proactive in propelling the projects to completion.
• Comprehensive understanding of customer applications and requirements in a multitude of markets and applications.
• Ability to create and manage your own sales outreach programs via email, trade events, and social media platforms with minimal assistance from the company. Excellent grammatical, oral, and written communication skills.
• Excellent presentation, interpersonal, listening and negotiation skills.
• Understanding of sales performance metrics and the sales cycles.
• Ability to build relationships at many different levels of companies and public agencies.
• Excellent team player, problem solver with a high level of self-motivation and initiative.
• Able to meet deadlines on a consistent basis.
• Perform quality work within deadlines with or without direct supervision.
• Interact professionally with other employees, customers, and suppliers.
• Work effectively as a team contributor on all assignments.
• Project management skills.
• Ability to work independently (and with limited supervision) while understanding the necessity for communicating and coordinating work efforts with other employees and departments at all levels within the organization.
• Ability to multi-task and work under pressure.
• Strong organizational, analytical, and problem-solving skills, along with excellent verbal and written communication skills.
• Ability to analyze detail and perform structured decision-making on a daily basis.
• Strategic Thinking in account planning and management to apply the long-term company vision
• Social media skills for information gathering and marketing support.
• Ability to develop solutions to a variety of problems of moderate to large scope and complexity using company or departmental policies as guidelines.
• High degree of initiative and ownership, attention to detail, and the discipline to follow through on assigned tasks.
• A professional image, high level of integrity.
• Strong influencing, collaboration, and relationship-building skills both internally and externally with suppliers.

EDUCATION and/or EXPERIENCE

Minimum ten (10) years of related experience in Business-to-Business (B2B) or Business to Government (B2G) sales experience with a history of meeting and exceeding quotas; or equivalent combination of education and experience. Minimum five (5) years’ experience working or selling in Public Service. Biometric Industry experience strongly preferred. Bachelor's degree from four-year college or university, preferably in fields related to business, Law Enforcement, or computer science preferred.

CERTIFICATES, LICENSES, REGISTRATIONS

Valid (clean record) Driver’s License, in state of residence.

COMPUTER SKILLS

Demonstrate ability to effectively use computer and applicable computer software. Advanced knowledge of Excel, Word, Adobe, PowerPoint, and Outlook required. Experience with CRM systems a plus. An understanding of software operating systems and SDKs (Software Development Kits) and how they relate to authentication/identity management platforms a plus.

LANGUAGE SKILLS

Bilingual English/Spanish (read and write) is a plus.

TRAVEL

Must be able and willing to travel (up to 30%) meeting and supporting customers and potential customers as required, both domestically and internationally. Willing to travel by plane to locations in other states/countries.

Valid Passport/Driver’s License/Real ID is required at all times for this position.

Attend on-site customer appointments as needed

Employment with Fujitsu is considered to be at-will, which means that both the employee and Fujitsu Frontech North America Inc. (“FFNA”) are free to end the employment relationship at any time for any reason, with or without cause. This provision can only be changed or revoked in a formal written contract signed by the CEO of FFNA and cannot be changed by any express or implied agreement based on statements or actions by any employee or supervisor. Even though the job duties, title, compensation, and benefits, as well as the Company’s personnel policies and procedures, may change from time to time, the at-will nature of employment will not change.

We are an Equal Opportunity and Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status, or any other characteristic protected by applicable federal, state or local laws.