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Become A Senior Sales Specialist

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Working As A Senior Sales Specialist

  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • Organizing, Planning, and Prioritizing Work
  • Communicating with Persons Outside Organization
  • Make Decisions

  • $76,190

    Average Salary

What Does A Senior Sales Specialist Do At Vmware

* Act as a business partner with the Regional Sales Director, SE Manager, and Services Sales Executive to create, maintain, and execute a business plan with goals and objectives for the region based on the regional SWOT and VMware’s strategic direction
* Be operationally excellent in the day-to-day running of the business including (but not limited to) pipeline development, forecasting, account planning, sales cycle management, collaboration, teamwork, and best practice sharing
* Lead multiple customer sales cycles from qualification through close; effectively orchestrating necessary resources, completing required sales activities (RFI/RFP, customer qualification, requirements gathering, solution development, business validation, TCO/ROI), and developing close plans to execute with account teams
* Work effectively as both a specialist (subject matter expert) in support of a Regional Director to help build a healthy Cloud Management ‘franchise’.
* This requires assessing the pipeline and business outlook to determine the needs for the RD’s business as it relates to people skills, marketing programs, enablement initiatives, and key resource investments for top deals
* Work effectively as both a specialist (subject matter expert) in support of a core account exec, as well as directly leading independent sales cycles
* Develop strong relationships with key decision makers and influencers within customer accounts by providing insights and value that establishes credibility and trust
* Maintain a strong technical knowledge of VMware’s Cloud Management products and services, as well as industry trends, customer adoption and competitive solutions
* Work with Field Marketing to develop and execute marketing plans and presenting at industry events and customer briefings
* Provide knowledge transfer to field sales on industry/solutions

What Does A Senior Sales Specialist Do At Nuance

* Qualify partner and customer inquiries around security and fraud solutions
* Work with the direct sales force to proactively identify target pipeline opportunities for our security & fraud solutions
* Consult with customers on technical and business alignment of our solutions to their goals
* Collaborate with the Nuance business teams to provide proposals and scope’s of work around implementation and production design of our security and fraud solutions
* Support RFP document development, presentations and any RFP processes to close and secure Nuance’s win
* Provide input & insights in market trend and demands to the product management team and work with the PM team to insure that we have a strong roadmap and plan to support market needs

What Does A Senior Sales Specialist Do At Telus

* Engage with TELUS prospects and customers at all levels within the organization and across different lines of business (i.e. operations, marketing, advertising, planning and market research)
* Engage with Account Managers and the greater account team (other sales specialists and customer solution engineers) to actively pursue a targeted list of customers to drive forward opportunities
* Identify and initiate opportunities, qualify them, and manage funnel to meet growth and revenue commitments
* Develop lasting and valued business relationships with clients and industry influencers, ensuring TELUS' role as a trusted advisor
* Maintain high levels of knowledge and expertise regarding our customers, their industries and their ecosystems
* Influence RFP content, manage competition, and drive change as it relates to customers' strategic plans and influential decision-making
* Support customers’ technical questions and post-sales issues

What Does A Senior Sales Specialist Do At IHS Markit

* Self-starter with the ability to work independently in a face-paced environment, complete multiple tasks, meet deadlines, shift deadlines and support concurrent projects.
* Become proficient in understanding the entire Axxis Software and service offering and the benefits it can provide to different industry business models (e.g. retailers, wholesalers, suppliers, etc.).
* Become proficient in demoing the Axxis Software and the value proposition of each module tailored to each customer/prospect’s needs.
* Provide pre-sales demo support as needed for the Axxis Sales team.
* Work with team and support various initiatives to pursue relationships with new accounts.
* Possesses exceptional skills for writing and creating presentations conveying business information and messaging with superb attention to detail and accuracy.
* Help support relationships with existing customers to ensure long term partnerships.
* Proofread and edit proposals, RFI/RFP responses, presentations and other materials created by others to improve messaging, visual appearance and relevancy.
* Help coordinate communication of product needs and enhancement requests with Product Marketing.
* Catalogs and posts presentations, proposals, RFI/RFP responses and other materials for wider company usage and reference.
* Run and monitor daily routine projects for management and the sales team to help streamline and improve the business.
* Monitors, maintains, expands and updates key company information on an as needed basis or at a minimum on a quarterly basis

What Does A Senior Sales Specialist Do At Medtronic

* Under direction of the District Sales
* Manager and in coordination with the CBT business unit:
* Partner with CBT field (DM, TC, TDS, FCL) to develop a
* market development sales plan that aligns referral and implant physician
* strategies to achieve growth in market size.
* a
* Assess market conditions (SWOT, economics, players, size,
* sales market opportunity, and annual sales plan)
* b
* Create a District Territory market development sales plan that complements CBT
* sales strategies and activities that address territory-wide targets.
* c
* Establish regular team account reviews, regular
* communication between account members, and execution of account plans.
* Utilizing the District market development sales plan and
* given the MDT account plan template, develop account plans for targeted
* customers in your territory that will achieve defined implant and revenue
* targets via creating awareness and acceptance, driving device therapy adoption,
* and fostering brand loyalty.
* a
* Partnering with the DM and AD, analyze the District
* marketing sales plan to extract key account planning guidance.
* b
* Analyze specific accounts and develop strategies that will
* meet defined implant and revenue targets.
* c
* Develop specific approaches for creating awareness and
* acceptance of device therapies and include them in the account plan.
* d
* Act as a District resource to advise on market development
* strategies and tactics for promotion of Team and business unit sales goals.
* Partner with Program Director and Administrative Leadership
* to establish a comprehensive market/ therapy development program
* a
* Establish regular (weekly, monthly, quarterly) account
* business reviews, regular communication with Program Directors and
* Administrative leadership– to include key account stakeholders to achieve
* account specified objectives.
* b
* Assess the current relationship between referring physicians
* and the implanting TAVR program to identify areas for account planning and
* process/communication improvement.
* c
* Identify and prioritize physician practices who refer
* patients for catheter based therapies.
* d
* Establish and nurture working relationship with targeted
* referring group practices
* e
* Align physician group referring practices to solidify relationship
* with strategic TAVR account targets.
* f
* Assess the follow-up process for
* managing aortic stenosis patient care following implant to identify gaps that
* might impact optimal patient outcomes.
* g
* Based on the assessed need, provide education/patient tools
* and resources for the refinement of the clinical selection process and
* optimization of device therapies.
* Based upon the recommended therapy guidelines for the
* evaluation and management of aortic stenosis, advocate current clinical
* therapies for varying stages of aortic stenosis development that provides an
* acknowledged practice standard.
* a
* Identify and assess a practice’s current clinical therapy
* pathways for the management of aortic stenosis patients.
* b
* Identify potential barriers to changes in clinical therapy
* pathways that might block device adoption within the practice.
* c
* Utilize appropriate resources to facilitate a peer-to-peer
* educational activity on best practices for the treatment of aortic stenosis
* that results in the adoption of device therapy.
* Tailor promotion of clinical evidence to referring
* physicians, according to varying levels of acceptance, so the referring
* physician adopts device therapy into their clinical practice to achieve account
* sales objectives.
* a
* Assess the level of acceptance utilizing consultative
* selling techniques and prepare group and/or individual education plans to
* communicate clinical evidence to referring physicians.
* b
* Conduct training sessions utilizing appropriate education
* techniques to communicate clinical trial evidence information that ensures
* physicians adopt device-based therapies.
* c
* Conduct one-on-one discussions of clinical trial evidence
* utilizing appropriate communication techniques and supporting materials that
* address specific physician needs and results in increased adoption of
* device-based therapies.
* Influence referring physicians and clinical personnel to
* appropriately identify patients who could benefit from device-based therapies.
* a
* Working with physicians and clinical personnel, assess the
* current practice patterns used to identify patients for device-based therapies.
* b
* Based on current practices, provide examples of device
* selection criteria that will aid the practice in the proper identification of
* patients for device-based therapies.
* c
* Identify and address barriers presented by clinical
* personnel that prohibit patient identification for device-based therapies and
* when necessary, provide solutions.
* Continuously evaluate the effectiveness of each account’s
* patient identification and referral process to achieve device adoption that
* achieves sales goals and objectives.
* a
* Assess the referral physician’s adoption of patient
* selection criteria.
* b
* Assess the effectiveness of the process for referring
* patients to the implanter and the process for post-implant follow-ups.
* c
* Assess the overall effectiveness of the selling messages to
* the referral physician and adjust account plans to enhance effectiveness.
* d
* Assess patient outcomes and provide feedback to physicians
* and clinical personnel that reinforce or modify patient identification and
* referral process.
* MUST HAVE

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How To Become A Senior Sales Specialist

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.

Education

A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.

Training

Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.

Advancement

Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Senior Sales Specialist jobs

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Real Senior Sales Specialist Salaries

Job Title Company Location Start Date Salary
Senior Pre-Sales Specialist Chyronhego Corporation Melville, NY Oct 01, 2015 $174,313
SR. Pre-Sales Specialist Chyronhego Corporation Melville, NY Mar 19, 2016 $135,885
Senior Solutions Sales Specialist* (Cont'd In H.14) Microsoft Corporation Redmond, WA Aug 03, 2016 $118,379 -
$138,379
Senior Sales Development Specialist Philips Lumileds Lighting Company LLC San Jose, CA May 14, 2014 $103,309
Senior Sales Specialist Factset Research Systems, Inc. New York, NY Oct 01, 2013 $90,000 -
$120,000
SR. Sales Development Specialist Lumileds Lighting LLC San Jose, CA May 24, 2011 $85,000

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Top Skills for A Senior Sales Specialist

TerritoryProductKnowledgeSalesGrowthMarketShareGrowthNeurologySalesQuotaHospitalsSalesGoalsDiseaseStateSpecialtyPrimaryCarePhysiciansOncologyCustomerServicePsychiatryOrthopedicSurgeonsBusinessPlanPharmacyFinancialRheumatologyKeyOpinionLeaders

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Top Senior Sales Specialist Skills

  1. Territory
  2. Product Knowledge
  3. Sales Growth
You can check out examples of real life uses of top skills on resumes here:
  • Attained highest quota achievement in nation, 2008 * Territory ranked #7 out of 129 for all products, 2007
  • Provided new hire product training, increasing product knowledge and sales capability, and decreasing training time.
  • Communicate with the sales force to focus on new sales opportunities that will allow for sales growth.
  • Ranked top 25% Nationally, for Market Share and Market Share Growth in 2008 and 2009.
  • Developed relationships and worked with The National MS Society, and other Neurology Associations.

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