Inside Territory Sales

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POST DATE 9/16/2017
END DATE 1/18/2018

Motorola Chicago, IL

Chicago, IL
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Entry Level (0 - 2 years)
Bachelors Degree


Job Description
The Inside Territory Sales representative is responsible for directly selling Motorola Solutions products and services through achievement of opportunity-based sales quotas for a pre-established set of accounts designated by Field Sales Management.
The Inside Territory Sales representative is held accountable for reaching business targets associated with phone-based selling and other revenue generating activities (outbound calling, lead generation & follow-up, call campaigns on promotion launches, prospecting, email campaigns, etc). This individual is responsible for establishing a strong rapport and relationship with both existing and potential customers. Concurrently, the Inside Sales Representative is responsible for indirectly impacting sales growth by providing comprehensive sales support that enables our direct sales teams to sell more, save time and focus on driving new opportunities. Each Inside Sales Representative is assigned to support a specific Area Sales Manager and will be held accountable and incented for the team achievement of specific business targets and results. By providing a comprehensive sales support infrastructure, the Inside Territory Sales representative reduces the amount of time spent on business that has already been sold, accelerates the throughput of business and extends the reach of the Field teams they serve.

Other Key Responsibilities include:

Penetrate targeted accounts and radiate sales from within assigned customer base. Meet and exceed quota.
Responsible for executing a wide variety of phone-based revenue generating opportunities: lead generation/outbound calling; cold call qualified prospects provided from external sources and deliver lead out to the field, as appropriate; conduct outbound call campaigns; identify and act on up-sell/cross-sell opportunities; drive promotion awareness, opportunity management, emphasize product/service features and benefits; quote generation, etc.
Establish trust and build strong business relationships within the assigned field team being served. Partner with Account Managers to determine appropriate strategic sales approach. Be viewed as strategic partner and extended team member.
Trusted partner and valued resource for all support needs and business activities for assigned sales team. Examples include: quote generation and comprehensive end to end request for quote process management; expedite access to marketing materials and product information; deliver product and pricing comparison matrices to accelerate customer decision making; maintain and manage in field customer specific pricing contract data and reporting requirements; manage and resolve a wide-variety of product configuration & pricing issues, etc.
Serve as liaison and single point of contact for navigating internal operational resources to resolve customer and field escalated issues.
Partner closely with Marketing Operations to ensure flawless and seamless execution on lead qualification and hand-off activities.
Actively work to reduce sales team administrative time spend and convert it to increased selling time. Enable sales team to focus their time, effort and priorities on new opportunities. Quantify the amount of increased selling time that is being enabled.
Build best in class sales support infrastructure. Identify trends and opportunities for increased sales support across North America. Provide deeper understanding of where our time, effort and resources are best spent.
Support local sales teams by driving adoption of new tools and processes that increase selling time, improve sales efficiency and effectiveness and enables them to spend more time in front of customers. Drive improved productivity and effectiveness through best practices identification and standardization.
Customer view: serve as extended sales team member. Direct customer interface and will act and respond to customer issues on behalf of sales, as appropriate. Coordinate multiple internal resources and teams to solve customer specific issues/problems. Takes a total North America approach and view and funnels field facing issues and challenges to the greater organization for action. Attends customer specific meetings, conferences and technology forums, as directed by the sales team. Learn and understand the assigned territory government processes, to include but not limited to, State Term Schedules, Purchase Ordering Processes, Request for Proposals (RFP), Request for Quotations (RFQ), and or sealed Bids.
Provide custom reporting, metrics, and data analysis, as required. Provide proactive data on customer ordering history and buying patterns. Help identify and drive add on sales opportunities. Partner with internal business teams for data compilation and execution.
Interfaces with Sales Leadership to identify support needs & trends that increase selling time. Proactively implements within the team they serve and funnels this forward for a North America view to the opportunities Provide daily coaching and consultation to the Field on business and operational processes
Voice of Field and represents the needs of sales in meetings and cross-functional projects.
Assists in the compilation of operations review data and slide deck preparation.


Pursuing a Bachelors Degree with graduation date in December 2017 or May 2018.
Sales/Service Support Operations, Sales Operations or Customer Service experience a PLUS.
Sales/Service Support Operations, Sales Operations or Customer Service experience a PLUS .
Strong understanding of our go to market strategy and Sales Way philosophy required.
Proven achievement in developing collaborative relationships.
Excellent analytical, verbal and written communication skills along with a high level of diplomacy, discretion and problem solving ability. Will interact daily with various levels of management.
Project management and organizational skills and the ability to manage multiple priorities in a complex, fast-paced environment.
Exceptional presentation skills required. Will present at territory meetings, operations reviews, etc.
Strong coaching skills required. Will provide daily guidance and support to Field Sales.
Proficient computer skills with emphasis on windows based applications.
Experience using problem identification and objection resolution skills.

Basic Requirements
Pursuing a Bachelors Degree
Candidates Graduation date must occur in December 2017 or May 2018

Department Description
The Inside Sales Territory representative is responsible for directly selling Motorola Solutions products and services through achievement of opportunity-based sales quotas for a pre-established set of accounts designated by Field Sales Management.

Company Overview
On any given day, every moment matters to someone, somewhere. And every moment, Motorola Solutions innovations, products and services play essential roles in people s lives. We help firefighters see around buildings and police officers see around street corners. We keep utility workers connected and visible to each other with real-time voice and data communication across the smart grid. And we provide the situational awareness first responders need when a moment brings catastrophe. We help people be their best in their moments that matter.

Motorola Solutions is an Equal Opportunity Employer committed to no discrimination because of race, color, creed, marital status, age, religion, sex, national origin, citizenship, sexual orientation, gender identity or expression, genetic information, disability, protected veteran, or any other legally protected characteristic.