Sales Specialist

Summary

Job Category:
Sales and Marketing
Job Title:
Sales Specialist
Job Category Definition:
This specialty covers the strategic and operational management of activities related to the design, analysis, implementation and or purchase of market research and strategy; the strategic and operational management of activities related to the conception, development, creation, editing, production, implementation and/or purchase of promotional communications, educational communications, or scholarly publications; the strategic and operational management of activities related to the development and implementation of sales strategy, new business/membership/client development, retention of clients/members, negotiation of contracts, and identification of entrepreneurial enterprises and relationship management strategies; the strategic and operational management of activities related to communicating during an emergency or crisis situation; and/or the strategic and operational management of activities related to the conception, development, creation, and dissemination of news, research and/or strategic communications; public relations initiatives; and the delivery of large-scale, public events for a diverse audience, including the news media, internal and external stakeholders, key constituents and the community-at-large.
Job Title Definition:
The Sales Specialist develops and implements sales strategy, new business/membership/client development, retention of clients/members, negotiation of contracts, and identification of entrepreneurial enterprises and relationship management strategies. Duties are performed at various levels within the defined title.
Working Conditions:
Specific physical requirements and effort are outlined in Job Responsibilities Worksheet (list of essential job duties and responsibilities specific to a particular job at the unit level) in accordance with the Americans with Disabilities Act of 1990 (ADA).
Other Requirements:
 

Levels

Level 1  

Level Details
Job Code Salary Band FLSA Status
MSSM0401 F Non-Exempt

Level 1 positions typically demonstrate baseline working knowledge of routine work applications; follow standard principles and systems and use appropriate terminology associated with a particular field of specialization; participate as a team member in a collaborative environment within a diverse workforce; actively contribute to completion of team goals and assigned tasks; clearly communicate information, ideas, or instructions verbally and in writing; follow recommended approach to assigned work to facilitate achievement of desired results; ensure safe practices and environmental consciousness are exhibited in decisions; typically work under direct and frequent supervision while performing routine duties using established procedures with detailed instructions.

Typical Education & Experience

0+ years related experience

Bachelor's Degree or higher

Or an equivalent combination of education and experience
Typical Work Duties
  • Support sales/membership/channel efforts through prospect research, lead generation, appointment setting, and managing assigned prospect/clients using customer-focused selling techniques
  • Assist with research for proposals and special projects, as needed
  • Ensure that the sales team has the required sales materials and support information for sales calls, trade shows, and proposal responses
  • Convey program/membership/service information and opportunities to customers through effective communication of University programs/products/services
  • Generate reports for internal use and analysis by mining information from various sources including databases, CRM, and traditional and emerging electronic media channels
  • Provide marketing support through the distribution of relevant marketing materials, representing University at industry and tradeshows, act as a key liaison between co-workers
  • Ensure ongoing integrity of account information in client lists and/or databases
  • Coordinate client mailings and communications for team and individual initiatives
  • Respond to external and internal queries
  • Assist with preparing client presentations and proposals

This profile is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions in this job title and should not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. The use of a particular expression or illustration describing duties should not be held to exclude other duties not mentioned that are of a similar kind or level of difficulty.

Level 2  

Level Details
Job Code Salary Band FLSA Status
MSSM0402 H Exempt

Level 2 positions typically demonstrate intermediate knowledge of the concepts, practices and procedures of a particular field of specialization; perform intermediate tasks in defined skill areas/applications by continuously building on current job knowledge; maintain effective relationships with peers, vendors, and others in a diverse environment; support team decisions and follow through with team responsibilities; interpret information, ideas and instructions and communicate clearly and accurately both verbally and in writing including materials intended for distribution; determine causes of unusual occurrences and apply standard principles and practices to determine and implement solutions; ensure safe practices and environmental consciousness are exhibited in decisions; typically work under general supervision, while performing assignments that are varied and that may be somewhat difficult in character, but usually involve limited responsibility.

Typical Education & Experience

2+ years related experience

Bachelor's Degree or higher

Or an equivalent combination of education and experience
Typical Work Duties
  • Manage assigned prospects and/or clients using customer-focused selling techniques and cultivating stronger sales/membership/channel relationships through prospecting, lead follow-up, and relationship development
  • Meet with current customers on an ongoing basis to maintain and expand upon existing relationships by evaluating changing client needs
  • Represent University at tradeshows and community organizations and events to enhance image and involvement, as well as developing referral sources
  • Maintain sales documentation to track performance to assist in future sales efforts
  • Develop customer-focused proposals and powerful presentations to link University services and programs to identified client needs
  • Effectively communicate with internal and external stakeholders, including: customers, faculty, other staff, delivery unit leaders, etc.
  • Ensure ongoing integrity of account information in client lists and/or databases; coordinate client mailings and communications
  • Respond to external and internal queries
  • Assist with preparing client presentations and proposals

This profile is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions in this job title and should not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. The use of a particular expression or illustration describing duties should not be held to exclude other duties not mentioned that are of a similar kind or level of difficulty.

Level 3  

Level Details
Job Code Salary Band FLSA Status
MSSM0403 I Exempt

Level 3 positions typically demonstrate proficient and comprehensive knowledge of defined skill areas/applications to integrate fundamental elements from other specialties into work assignments; apply knowledge of principles, practices, and procedures of a particular field of specialization to complete difficult assignments; promote a culture that is conducive to effective relationships among diverse team members; ensure safe practices and environmental consciousness are exhibited in decisions; may lead a project team involved in completion of difficult assignments, requiring proficient knowledge of field of specialization; interpret and communicate information, ideas and instructions clearly, accurately and persuasively both verbally and in writing including materials intended for distribution; incorporate new facts and ideas into group processes and apply

Typical Education & Experience

4+ years related experience

Bachelor's Degree or higher

Or an equivalent combination of education and experience
Typical Work Duties
  • Seek and develop new customers and/or channels in accordance with individual sales goals and/or objectives
  • Develop new business by expanding existing client relationships by evaluating their changing needs, as well as seeking out new relationships through networking, centers of influence, and other referral sources
  • Represent University at tradeshows and community organizations and events
  • Maintain sales documentation to track performance
  • Communicate, negotiate, and influence internal and external stakeholders, including: customers, faculty, other staff, delivery unit leaders, etc.
  • Ensure ongoing integrity of account information in client lists and/or databases; coordinate client mailings and communications
  • Respond to external and internal queries
  • Assist with preparing client presentations and proposals

This profile is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions in this job title and should not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. The use of a particular expression or illustration describing duties should not be held to exclude other duties not mentioned that are of a similar kind or level of difficulty.

Level 4  

Level Details
Job Code Salary Band FLSA Status
MSSM0404 J Exempt

Level 4 positions typically demonstrate advanced knowledge of principles, practices, and procedures of a particular field of specialization and complete complex assignments; integrate complex elements from other specialties into work assignments; demonstrate a strong commitment to inclusionary practices which support diversity throughout the University; establish a shared vision and take responsibility for the achievement of team goals, and provide direction for appropriate implementation of plans; present ideas, concepts and instructions in a clear manner, and use persuasion and negotiation to build consensus and cooperation; ensure safe practices and environmental consciousness are exhibited in decisions; develop new techniques, concepts, theories, programs or solutions and apply them to complex strategic operating issues; typically work independently on complex work assignments, review progress and evaluate results and update management as appropriate; may direct and delegate work to lower-level staff.

Typical Education & Experience

6+ years related experience

Bachelor's Degree or higher

Or an equivalent combination of education and experience
Typical Work Duties
  • Support senior leadership to deliver assigned team results for increased revenue, volume, and profitability
  • Seek and develop new customers and/or channels in accordance with team sales objectives
  • Represent University at tradeshows and community organizations and events to enhance our image and involvement, as well as developing referral sources
  • Develop and/or expand key customer relationships and implement strategies for expanding the customer base
  • Initiate, manage, and implement projects to meet organizational objectives
  • Provide leadership for sales and/or negotiations, territory management, project management, and program development
  • Ensure ongoing integrity of account information in client lists and/or databases
  • Respond to external and internal queries
  • Mentor other team members on projects, client relationships, selling techniques, and best practices to achieve goals
  • May supervise lower level staff

This profile is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions in this job title and should not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. The use of a particular expression or illustration describing duties should not be held to exclude other duties not mentioned that are of a similar kind or level of difficulty.

Level 5  

Level Details
Job Code Salary Band FLSA Status
MSSM0405 K Exempt

Level 5 positions typically demonstrate awareness of broad issues and management trends and evaluate the impact of policy and procedure changes and adjust accordingly; apply management principles to ensure optimal performance throughout organization; ensure appropriate skills are developed and maintained at all levels of responsibility and realign staff responsibilities to meet desired changes in organization and/or University mission; develop plans, practices and efforts to ensure optimal support or diversity, safety, and environmental consciousness throughout the University; demonstrate high level of diplomacy in persuading and influencing a wide variety of people at various levels and locations to achieve results; develop and implement solutions to highly complex and often controversial problems that may have University-wide impact and establish new precedents for solving problems; develop and articulate broad goals and objectives for unit with multi-functions or University-wide impact; develop, evaluate, enhance, and/or implement quality improvement practices, processes, procedures, or policies that have a strategic impact on University operations.

Typical Education & Experience

8+ years related experience

Bachelor's Degree or higher; Master's Degree preferred

Or an equivalent combination of education and experience
Typical Work Duties
  • Responsible for team leadership to deliver assigned results for increased revenue, volume, and profitability
  • Develop and manage the sales pipeline, monitor sales initiatives, key processes and guides, goals and quotas
  • Monitor the sales plan and market response to sales efforts in order to provide quarterly updates, revisions and corrective actions as necessary to ensure achievement of objectives
  • Maintain key strategic customer relationships and develop and/or implement strategies for expanding the customer base
  • Organize and/or deploy sales staff to ensure effective market coverage
  • Assess team talent to leverage team ‘skills bank’ in order to provide professional development opportunities, career advancement, performance remediation, and succession planning
  • Maintain a strategic awareness of market trends, customer needs, internal opportunities and leverage existing reports and data to inform organizational decision-making and strategy on an ongoing basis and make recommendations accordingly
  • Act as the ‘voice of the customer’ at the executive level
  • May manage sales and operational budgets from several University sources
  • May supervise lower level staff

This profile is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions in this job title and should not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. The use of a particular expression or illustration describing duties should not be held to exclude other duties not mentioned that are of a similar kind or level of difficulty.