Overview:
The primary responsibility of the Deal Desk Representative is to provide support to our sales team in our regional pods to complete winning proposals, maximize opportunity conversion and to grow our solutions with our customers. This role will also be responsible successfully qualifying and converting leads to sales opportunities, creating cost of ownership models, delivering quotations and proposals to sales, and assisting sales with the management of critical sales opportunities. The Deal Desk rep will also work closely with the marketing team to coordinate follow up on inbound leads and campaigns and work closely with the field sales team and channel partners to convert the leads into qualified sales opportunities.

Essential Duties and Responsibilities:
Provide Opportunity Management Support for Account Executives (Sales)

Review critical sales opportunities and provide recommendations on cross/upsell, ideal set up for customer needs, number, and type of instruments, determine quote scenarios to provide

Ensure that proper "deal desk" steps are followed by account executives through sales process to increase deal conversion rates; coordinate cross-functional actions to improve adherence to sales process

Review SOA's and provide advice/recommendations on cross/upsell, ideal set up for the customer needs

Help craft the proposal with the salesperson - turn the salesperson’s proposal vision into Recapped Workspace

Help create TCO from salesperson’s input and incorporate the output visual into the proposal

Generate New Sales Opportunities

Develop new sales opportunities through inbound lead follow up and outbound calls/emails

Qualify and route leads to the appropriate sales representative for further development and closure

Research accounts, identify decision-makers and initiate contact to generate interest in Industrial Scientific solutions

Work directly with channel partners to identify new prospective contacts Route qualified leads to the appropriate sales representative for further development and closure

Attain monthly, quarterly, and annual individual objectives

Add and update account/contact information as necessary

Document all planned and completed activities in Salesforce.com

Other Responsibilities and Activities

Develop knowledge and expertise in gas detection industry and benefits of Industrial Scientific products and services

Work with sales and marketing management on strategic sales processes and methodologies

Represent Industrial Scientific at national trade shows and conferences as needed

Perform additional duties as assigned by management

Qualifications (required):
Experience establishing relationships via phone and email

Excellent phone, interpersonal, verbal, and written capabilities

Motivation and creativity to successfully reach prospects and create conversations

Organizational skills, a self-starter approach and commitment to improvement

Proven track record of meeting and exceeding goals

Ability to prioritize and work independently with minimal direction

Solid understanding of MS Office applications, Salesforce.com, and internet navigation

Qualifications (negotiable):
Bachelor’s degree

5+ years of sales or inside sales or equivalent experience

Experience working with and supporting distribution channels

Gas detection or other safety-related experience (sales, customer service, or technical support)

Comprehensive knowledge of Windows software – Excel, Outlook, Word

Familiarity with CRM systems and practices

Strong written and verbal communication skills along with active listening

Ability to multi-task, set priorities and manage time effectively

Experience with Salesforce.com

Additional Language skills a plus

Strong written and verbal skills are necessary for interacting with customers; must be able to speak effectively; must be comfortable with extensive on-the-phone consultations

Requires strong attention to detail, outstanding resourcefulness, flexibility, and the ability to work independently as well as within a team setting

Meet personal/team qualitative and quantitative targets

Physical Demands:
Note: The physical demands described herein are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Equal Opportunity Employer:
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time, with or without notice.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow and make an impact. And we believe in giving you the opportunity, accountability and visibility to do just that.

At Fortive, we believe in us. We believe in the power of great people working together to innovate and solve problems no one could solve alone. We build enduring partnerships with our customers and take on their challenges and opportunities as our own.

At Fortive, we believe in growth. We are honest about what’s working and what isn’t, and we work hard to innovate and improve. With a passionate focus on our markets and our customers, we learn and grow together to make a difference in the world.

Fortive ( www.fortive.com NYSE: FTV) is a diversified industrial growth company comprised of global businesses that are recognized leaders in attractive markets. With more than $6 billion in annual revenue, Fortive’s well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution.

The people at Industrial Scientific are committed to ending death on the job by the year 2050, and we need more help. We hire smart, motivated people, give them world-class tools in a supportive environment, and we let them do their job. Our team is highly engaged, creates quality solutions and delivers outstanding customer service. Our leaders understand the critical elements of breakthrough performance: bringing out the best in people; creating a climate of trust, openness and high performance; fostering candor; and treating people fairly and with dignity .

We Are an Equal Opportunity Employer
Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should ask to speak with a Human Resources representative to request an accommodation.

Industrial Scientific Corporation

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