Liquidation Services Manager (IRL)

January 22, 2010

POSITION SUMMARY

Under the supervision of the Director of Liquidation Services, the Manager effectively sells asset recovery and liquidation services to targeted accounts, applying a broad knowledge of Company services, products, and marketing techniques to close sales.  The Manager identifies and develops relationships with key individuals within the prospect organization, creates and delivers sales presentations, and closes the sale with the prospect.  The Manager prepares proposals and negotiates pricing/contract terms with the help of the Director.  The Manager ensures that the client maintains a high level of satisfaction with the services or products Inmar delivers.  This position is located in Atlanta, GA.

 

PRIMARY JOB RESPONSIBILITIES

1. Strategically creates business opportunities
   • Identifies key individuals within the prospect organization
   • Determines individuals' buying influence – decision maker, user, etc
   • Establishes contact and creates/expands the prospect's interest in Inmar capabilities
   • Looks for creative ways to adapt Inmar asset recovery and liquidation services to meet the prospect's needs.
   • Learns about prospect's operations and technical infrastructure to help craft an effective recommendation
   • Stays attuned to prospect opportunities for other Inmar products or services
   • Ensures potential business meets Inmar profitability criteria
2. Prepares and delivers results-producing sales presentations
   • Structures presentations to meet the prospect's needs/objectives
   • Analyzes prospect's operations and performs financial analysis for appropriate solutions
   • Ensures Inmar and prospects' objectives are met
   • Answers questions and addresses issues the prospect may have about other Inmar product/service offerings.
   • Provides timely follow-up on action items developed during the presentation
3. Negotiates contract as recommended by management
   • Makes recommendations for the proposal by applying knowledge of the prospect and the competition
   • Prepares proposal (including pricing) with the help of the Inmar sales & delivery team
   • Delivers proposal to prospect and answers questions during the proposal phase
   • Keeps apprised of proposal status through ongoing communication with client
   • Seeks guidance of management and the delivery team when needed to establish next steps
   • Closes the sale in a timely and professional manner
4. Ensures a smooth delivery of Inmar solutions
   • Understands the clients time requirements for all aspects of the solutions
   • Briefs the delivery team on the client – organization, technical infrastructure, etc
   • Leads initial conversion conference call(s) to ensure smooth hand-off
5.  Maintains Inmar business relationship with existing clients as assigned
   • Contacts client periodically to determine relationship satisfaction and when issues arise, works with the delivery team to address and solve any issues
   • Keeps abreast of changes in client organizational structure, particularly with executives that are key buying influences on Inmar offerings
   • Expands client contact to the highest possible level in the account
   • Identifies opportunities to sell additional Inmar products and services
   • Leads effort to renew client contracts
6. Completes administrative duties in a timely manner
   • Prepares and distributes call reports to key Inmar associates
   • Prepares and submits expense reports in a timely manner
   • Consistently maintains contact and status information in the Inmar sales tracking database

SECONDARY JOB RESPONSIBILITIES 

1. Assists marketing with key activities
   • Assists in the development of and provides feedback on collateral, advertising, press release and direct mail materials
   • Shares any market/competitive information with the sales & marketing team
2. Represents Inmar at industry conferences, workshops, forums, etc. when required
3. Participates in the development of an individual training, education and career growth plan with Director
4. Occasionally performs other duties as assigned

QUALIFICATIONS 

Required Ability to:

• Occupy and work from an office located in Atlanta, GA.
• Effectively employ both relational and functional sales techniques (identifying needs, presenting features and benefits, negotiating, closing) in a manner that builds a long-term relationship
• Quickly gain a working knowledge of Inmar products/services, sales and pricing processes and policies 
• Field client questions and respond in an authentic and knowledgably manner
• Demonstrate flexibility in managing multiple prospects and responsibilities 
• Effectively include other Inmar personnel to assist in closing sale in a timely manner
• Consistently focus on results and meeting sales objectives with deadline pressures
• Handle prospect/client objections using effective listening, acknowledging, exploring, and responding skills
• Represent ideas clearly and concisely both to prospects/clients and internal associates
• Facilitate effective communications (written and verbal) and creatively work to solve problems
• Develop and maintain good working relationships with other Inmar personnel and partners
• Write/create detailed and professional business correspondence, reports, and presentation materials
• Represent Inmar in a professional manner to outside prospects, clients, agencies, and the community
• Consistently seek to understand prospects'/clients' business operations and technical infrastructure to make effective recommendations on how Inmar solutions will be utilized
• Prioritize and manage multiple tasks requiring extensive follow-up in a timely manner
• Work independently with minimal direct supervision  
• Travel on business for sales activities – as much as 50% of the time
• Demonstrate knowledge of Microsoft Office suite of software products (Word, Excel, PowerPoint)
• Groom and dress appropriate for professional environment and executive image
• Attend work on a regular basis

EDUCATION, TRAINING, EXPERIENCE

• Two to four years of related sales experience in one or more of the following fields: wholesale, retail, forward or reverse logistics, business to business experience, and or calling on leading manufacturers
• Bachelor's Degree (B.A.) from a four-year college or university