Full Time • Daytona Beach, FL
The Association of Public-Safety Communications Officials (APCO) International is seeking an individual for the position of Intellicomm® Sales Representative. APCO International’s Headquarters office is located in Daytona Beach, Florida with executive offices located in Alexandria, Virginia. The incumbent will reside in the Daytona Beach, FL location.
About APCO:
APCO International is the world’s oldest and largest organization of public safety communications professionals and supports the largest U.S. membership base of any public safety association. It serves the needs of public safety communications practitioners worldwide - and the welfare of the general public as a whole – by providing complete expertise, professional development, technical assistance, advocacy, and outreach.
The Position:
The IntelliComm Sales Representative’s primary responsibility is to achieve maximum sales profitability, growth, account penetration, and market segment by effectively selling APCO’s IntelliComm Guidecard Software for Emergency Medical Dispatch, Law Enforcement Communications, and Fire Service Communications disciplines. The person in this position serves as the sales department’s software and emergency communication center (ECC) subject matter expert (SME) and specializes in presenting and implementing APCO’s IntelliComm Guidecard Software. This position involves personally contacting and securing new business accounts while maintaining the current customer base. 
Responsible for all sales activities, from lead generation through close in all public-safety disciplines (Emergency Medical Dispatch, Fire Service, and Law Enforcement. Assists in developing, implementing, and assessing the IntelliComm Marketing Plan to meet business goals of expanding customer base. Works within the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with the organization's mission, vision, and values.
¨      Lead sales and business development with new and existing customers
¨      Identify, qualify, and coordinate opportunities
¨      Lead consultative sales process. Communicate effectively and persuasively with prospective customers’ management and operations personnel to diagnose key operational needs and challenges
¨      Proactively communicate with prospective customers via phone, in person, and electronic channels
¨      Cross-sell APCO International products and services
¨      Make recommendations to improve the sales & marketing process 
¨      Participate in the development of key marketing strategies and collateral 
¨      Weekly communication and reporting to the Sales Manager
¨      Daily management of Salesforce Customer Relationship Management (CRM) activities and accurate forecasting and reporting, detailing the status of all accounts, the account status and manage all account task
¨      Identify, qualify, and coordinate opportunities
¨      Prospect by cold calling via telephone new agencies for data gathering
¨      Perform/coordinate virtual and live product demonstrations
¨      Attend regional and national tradeshows, averaging a minimum of 1-week per month of approved outside travel
¨      Present live onsite product demonstrations at customer locations as approved
¨      Build and maintain strategic customer relationships with existing and new customers
¨      Identify key decision-makers for each prospective customer  
¨      Develop and possess expert knowledge of technology solutions, public-safety communication industry trends, and market directions
¨      Generate and close business opportunities through proactive territory management, account planning, customer referrals, strategic and target account prospecting
¨      Establish, develop, and maintain positive relationships with all internal and external customers
¨      Perform other job-related duties as assigned
Essential Knowledge, Skills & Abilities
Oral and Written Communications
·         Actively listen to others for an understanding of their needs and situations
·         Speak English with sufficient clarity to be understood by others on the telephone or in-person
·         Possess and demonstrate creative and persuasive presentation and verbal communication skills
·         Possess excellent presentation skills
·         Read and understand written correspondence, memoranda, and directives
·         Report events and information in writing legibility and accurately, using proper English grammar and structure
Decision Making/Problem Solving
·         Demonstrate and use good judgment (common sense)
·         Learn and apply new information
·         Remember numerous details (good memory retention)
·         Effectively prioritize situations and information and make appropriate decisions based on information received
Interpersonal Relationships
·         Work effectively with a diverse group of internal and external stakeholders
·         Handle objectionable contacts with tact and diplomacy  
·         Contribute to a pleasant work environment by maintaining a positive attitude when carrying out duties and complying with Institute policies
·         Willingness to accept criticism and/or discipline 
·         Accept responsibility for actions
·         Act in a mature, dependable fashion
·         Maintain dependable work habits such as reporting to work on time, with little prompting and intervention
·         Work effectively within a collaborative and cohesive team-based environment
·         Respect private, confidential information
·         Support and carry out management and/or Board directives
·         Strong organizational and time management skills
·         Foster teamwork and motivate others to work productively together
·         Manage area of responsibility effectively and efficiently
·         Demonstrate the ability to set clear and obtainable personal goals and objectives and the ability to establish effective follow-up mechanisms to measure achievement of established goals and objectives
Quality of Work
·         Good organizational & time management skills 
·         Provide high quality, accurate work
·         Show initiative in completing work assignments
·         Adaptability to new or unique situations 
Physical Abilities
·         Hear and understand sound sources
·         Speak and write English clearly
·         Read and discern visual images on a variety of media
·         Type accurately on a computer keyboard
·         Travel by vehicle or aircraft for meetings, training, and presentations
Technical Knowledge/Prerequisite Requirements
·         Knowledge of functions & operation of telephone console, personal computer/printer, and other standard office equipment
·         Must be familiar with CRM upkeep, management, forecasting, and maintenance of sales pipeline activities
·         Knowledge of Salesforce Customer Relationship Software a plus
·         Knowledge of Public Safety Communications Systems, including Computer-Aided Dispatch systems
Minimum Experience Requirements
  • Bachelor's degree and/or equivalent sales experience.
  • 5+ years of experience selling software solutions preferably in the public safety communications sector
  • Travel required up to 30% of time
Salary: $38,000 base salary plus the potential of commission on sales. 
Compensation: $38,000.00 per year

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