Hub Technology Group Inc.

Roles & Responsibilities of an Area Manager, Print & Digital Services

The role of the Area Manager, Print & Digital Services (AM) is to collaborate with their clients to

build relationships and grow revenue within the client base that they support. Their strategic focus

is to drive Print and Digital Services revenue within their managed accounts and acquire unmanaged accounts. Their secondary focus is to manage clients holistically and proactively to ensure retention.

This is a quota-bearing assignment.

The AM will focus on:

• Unmanaged Account acquisition for Print & Digital Services solutions.

• Revenue growth and expansion of services within managed accounts.

• Close client management with high customer satisfaction & client retention.

• Meet KPI metrics and develop product knowledge and skills.

Expectations/Role Responsibilities:

• Achieve Monthly, Quarterly and Annual Plan / Budget for Print and Digital Services Solutions.

• Deliver a Monthly / Quarterly Forecast with Predictability for Print and Digital Services Solutions.

• Maximize deal profitability. Ie. “First Payment”, “Double-Dip”, etc.

• Deep understanding of all systems and resources to seek client information.

• Building and delivering business reviews, pricing & proposals.

• Owning Sales Cycles from Discovery to Close.

• Own territory within Xerox 360 for “clean” orders and high focus on getting products scheduled for implementation.

• Find and Keep up-to-date Competitive Data in all accounts to be input in hubView (CRM).

• Make a concentrated effort to leverage the Hub Account Review process to retain managed accounts and grow wallet share.

• Probe for and Hand-off potential IT Services opportunities to IT Sales Consultant.

• Keep an up-to-date Self-Paced Learning and Development Plan.

  • Product Knowledge & Sales Skills.

Revenue Acquisition and Client Retention

• Minimum 20% of sales quota should be driven from Unmanaged Accounts.

• Minimum 80% of sales quota should be driven from Managed Accounts.

• In-Person and Virtual prospecting activities to generate opportunities and exposure to HubTGI Solutions in both managed accounts and unmanaged accounts within a assigned territory or industry assignment.

  • Use cold calling, email outreach, social media, and other methods to connect with prospects.

• Identify and research key contacts within the assigned territory or industry.

• Qualify and close leads by assessing their needs, budget, and decision-making processes.

• Ongoing regular contact to managed accounts.

• 95-100% Client satisfaction rate.

• 100% Client data input and ongoing client data updates in hubView (CRM).

• Scheduled calls to managed accounts to arrange Quarterly Business Reviews (QBR) with all customers.

• Assist clients with inquiries and escalations.

Fulfilling Key Performance Indicators and Forecast obligations

• Meet KPI metrics and review progress towards monthly targets on a weekly basis.

• Develop healthy pipeline 5:1 (30 days), 4:1 (60 Days), 3:1 (90 Days / 90+ Days) across all LOB in your sales quota.

• Accurately forecast to management on the first working day of every month and mid-month.

Competencies:

• Self-Starter.

• Competitive demeanor.

• People Skills

• Client/Customer Focus

• Strong Verbal and Written Communication Skills

• Data Entry Skills

• Problem Solving

• Results Orientation

• Time Management

• Teamwork

• Motivation for Sales

• Operating with a high sense of urgency.

Other Requirements:

• Always maintain professionalism, tact, diplomacy and sensitivity to portray the company in a positive manner.

• Direct customers to complete transactions through e-commerce webpage through a concentrated effort to register clients to the hubTGI e-commerce platform.

• Deliver communication effectively to partners and coworkers.

• Handle customer complaints as they arise, escalating to our partners as they arise.

• Keep up-to-date records on customer contracts using hubView (CRM).

• Registering accounts with new implementations for Easy Start.

• Manage client experience when delivering and/or implementing services.

• Knowledge of sales principles, methods, practices and techniques.

• Proven sales ability with capability to meet and surpass targets and goals.

• Ability to prioritize and manage conflicting demands.

• Apply learnings to grow wallet share within accounts.

• Implement coaching feedback from leadership team.

• High flexibility with strong interpersonal skills that allow one to work effectively in a diverse environment.

• High level of integrity and work ethic.

• Valid driver's license with a clean driving abstract.

Other Expectations:

• Salary, Commissions with Bonus Opportunities.

• Dental & health plan.

• Paid vacation and personal/sick days.

• President's Club sales trip opportunities.

• Flexibility, freedom and autonomy of a start-up company, with the advantage of being supported by a world-class leader.

• A culture that offers a dynamic, motivating and team-building environment.

• Remote and hybrid work options.