Outside Sales Representative

ARCOS, Inc.

• A Bachelor’s degree in Business, Sales or Marketing, with an MBA preferred.

• A minimum of seven years experience selling complex, core business software solutions to large enterprises. • Demonstrated track record of achieving sales quotas. • A solid understanding of ARCOS, Inc.’s market: products, players and technologies. • Technical proficiency with the ARCOS product and be a subject matter expert for the product, including the ability to personally conduct webinars and product demonstrations. • Working knowledge of MS Windows and Office. • Excellent typing skills, strong grammar and spelling abilities. • Ability to professionally present and demonstrate the ARCOS product via telephone and webinars. • Ability to write contracts that are win-win for the customer and ARCOS and operate within ARCOS approved business practices.

The Outside Sales Representative focuses on new business development within power generation plants and assigned gas utilities within the United States. In addition, this position is responsible for various other existing up sell opportunities as assigned by the Director - Sales and Marketing. The Outside Sales Representative is responsible for building strong relationships with utility prospects and ARCOS Customers to encourage new and repeat business opportunities. ESSENTIAL JOB FUNCTIONS This is intended as an outline of the essential functions of the position. Actual metrics that measure job performance are set forth in separate performance management documentation. Account Management Plan for each Prospect and Customer • Analysis of Prospect’s existing tools and practices to perform emergency callouts, resource scheduling and emergency notifications. • Research and present customer with detailed business justification for company’s product and services including formal business case, return on investment and other strategic benefits arising from company’s products. • Analysis of assigned Customer’s existing usage, application and key stakeholders of the ARCOS System within customer account. • Work with the customer to identify and up sell the ARCOS System to new groups within the account that can derive benefit from the solutions • Responsible for customer communications when issues arise. For major, critical issues, liaise between the customer service and support staff and the customer to communicate critical information and updates. • Review all major deliverables (i.e. strategic brief, statement of work, etc.) to ensure quality standards and customer expectations are met. • Ensure that customer issues are dealt with in an efficient manner, informing the Director - Sales and Marketing and executive management team of any problems that may arise. • Communicate the customer’s goals and represent the customer’s interests to the team. • Provide regular two-way communication between the customer and team, to provide strong team representation and set proper customer expectations. • Report to the Director - Sales and Marketing, providing regular input on all account activity, including status and call reports on a weekly basis. • Participate in company annual ARCOS Conference as required by Director - Sales and Marketing. Growth • Maintain key customer relationships. • Proactively develop new business for company’s products and services within power generation plans and gas utilities. Involve the Director - Sales and Marketing, Chief Technical Officer and the Professional Services organization where necessary to close new business • Become technically proficient with the product and be a subject matter expert for the product, including the ability to personally conduct webinars and product demonstrations. • Monitor new customer implementation and other professional services work project status in order to identify potential issues and/or opportunities within or related to the project and to ensure customer satisfaction and quality. • Understand the company’s capabilities and services, as well as the product’s technical features and functions, and effectively communicates all offerings to the customers. • Masters and maintains vast knowledge of customer’s business, competition, and latest industry news and trends. Convey knowledge to executive management team to assist in the development of new products and services. • Work closely with and provides Director - Sales and Marketing with industry knowledge to assist with strategic and tactical sales and marketing initiatives.