Sales Specialist, Digital

Who are we:

Heidelberg USA is a reliable and highly innovative partner to the printing industry. Our brand has been synonymous with quality and future viability for more than 170 years. This means that we are a company with a long tradition, but at the same time we help define the future trends in our industry thanks to state-of-the-art technologies and innovative business ideas. We are dedicated to our equipment, our technology, our associates, and our customers. Come join the team!

Digital Sales Specialist - Central US

What we are looking for: 

As the Digital Press Sales Specialist for Heidelberg’s Digital press business located in Heidelberg USA’s Central Region, the position’s purpose is to drive digital print equipment (current and future products) sales in this region in both the commercial print and label sectors, working cooperatively and supporting the full line Heidelberg Account Manager sales team. This position also requires promotion and dedication of collaboration with our partnering supplier’s sales force to strengthen a cooperative partnering sales relationship. The Digital Specialist is accountable for achieving the sales targets for our digital press products in this region through a combination of independent self-driven direct sales, as well as sales support to the full line sales team. The Digital Press Sales specialist will work with the VP of Product Management – Digital to plan and execute a set of sales support and targeted marketing deliverables for the region which will provide the quantity and quality of prospects required to achieve the sales goals. This Digital Sales Specialist will be a zealot for Heidelberg’s digital press product lines, both commercial print and label, and their ancillary workflow software, controllers, applications, and digital accessories. This position will call on customers to develop prospects with the region in cooperation with Heidelberg USA’s West regional account managers, and then drive the sales cycles through presentation, ROI’s/cost analysis, demonstration, closing the sales order, and monitoring delivery and customer satisfaction of the product. This position requires a strong understanding of digital press technologies, electrophotography and inkjet, the commercial print digital and offset applications, color management, digital front end controllers and their software. The Digital Specialist must be strong in articulating Heidelberg’s value proposition compared to our industry competitors, as well as with analytical skills to work with customers to develop digital print ROI’s and follow up post sale to ensure customers achieve the ROI. The Digital Specialist will help build loyalty to Heidelberg in digital print by building relationships with our customer base. This position will require dedication to entering and updating opportunities and competitive install base in Heidelberg’s CRM system. The position will also require managing customer satisfaction issues, when escalated, and working with Heidelberg USA service and partnering supplier’s service teams as needed to resolve issues.

What you will do:

• Digital Equipment Sales –Drive digital equipment sales success through the region with direct support of the Account Managers on their sales prospects and actions to close the sale. Develop and manage the digital opportunity pipeline for the region to achieve or exceed budget sales goals. Track the opportunity pipeline through Heidelberg’s CRM, report in on the forecast on regular intervals, defined by Digital VP and Regional VP. Develop, with the VP-Digital the deliverables to facilitate growing market awareness and opportunities in the region and then be accountable for the successful execution of those deliverables. Be a self-driven independent Sales Specialist for Heidelberg’s Digital Equipment portfolio (currently Versafire digital presses and Gallus Label digital presses) and work cooperatively with the full line Account Manager sales team with their Digital sales opportunities. Support each digital sales opportunity in the region by applications analysis, present situation cost analysis and ROI’s, demo support, developing quotes and pricing tactics (within boundaries defined by VP Digital) and closing contracts.

• This includes sales tools development, education, tactical pricing with financial analysis, specials, equipment comparisons regarding features & benefits, and prospect tracking and development. Develops strategies to help differentiate Heidelberg from the competition including working with Prepress on workflow solutions and color management. Work with the demo team for what products to show and capital planning, customer demonstrations and open houses. Frequent travelling with the sales team, local supplier events, trade shows, and customer direct interfacing to help build relationships and support sales. Helps develop and reviews sales contracts with special terms to make sure they do not expose HUS to undue business risk. Exhibit strong knowledge of Digital Print engine technology, digital press pricing strategies, digital press workflows and applications and controllers, and digital press sales tactics.

• Digital Sales Excellence Special Project and Voice to Market – Work with VP Digital and Digital Product Manager on developing sales tools for the Digital products portfolio. Demonstrates passion for the products both externally to the marketplace and internally within Heidelberg. Actively promotes these products in the North American print market through social media, participating in industry events and supporting customer events and shows. Works with the HUS product management and marketing team on sales tools and customer testimonials. Drives internal awareness and passion for the product through strategic sales support (sales tools, webinars) as well as fast response in helping to close sales and resolve customer issues.

• Post Sales Support – Promote customer loyalty to Heidelberg’s digital equipment through ensuring their purchase achieves promised performance in quality, productivity, applications, and business success. Monitor customers after purchase, facilitate customer issues escalations, when necessary, with Heidelberg’s Digital Service team, and visit customers post-sales to make sure their purchase was a business success.

• Special applications support and customer consulting – Supporting the sales team with special applications support with customer prospects. Preparing quotes outside the system for special equipment with the aid of the digital suppliers and outside vendors. Working with the demo team and factory in support of testing of special applications.

• Providing demonstration assistance/support at national, regional, and local shows and in the Kennesaw demonstration center

• Works with Product Management Team related to sales tools, sales training, and new product features for input into the suppliers and Heidelberg Corporate on future products.

Skills:

• Basic Personal Computer Skills

• Excel