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Sales Consultant

Company: Blue Margin
Location: Fort Collins
Posted on: January 15, 2022

Job Description:

Blue Margin helps companies become data-driven. We strategize, design, and create data warehouse and dashboard reporting tools to improve business outcomes for all of our clients. We're a high-performing team of experts, and the result of our work is growth and profitability through more efficient and productive operations, a healthier culture, and stronger job-ownership by our clients and their employees. We believe in working hard, volunteering in our community, and enjoying life to the fullest.
Mission: Our passion is building a better future for our employees, clients, and community.Vision: We are experts at helping companies become data-driven.Core Values: These six core values are essential to our workplace.

  • Transparency: We are honest and up-front with our colleagues and clients. Truthfulness is non-negotiable.
  • Positivity: We aren't cynical, and we're not negative just for the sake of humor. We choose to associate with positive-minded people.
  • Quality: Quality is at the core of our process and the guiding principle for every deliverable we produce.
    • Efficiency: We "cut through" complexity and get to results as directly as possible. We produce high-quality output, but we don't waste time on perfectionism.
    • Education: Our industry moves fast-if we stop experimenting and creating, we'll become obsolete. So our culture is one of constant learning.
    • Generosity: We believe generosity produces better business outcomes and wellbeing. Additionally, we prioritize volunteering to help those in need.
      What You'll DoYour mission is to execute our business development strategy to win, retain, and grow more of our ideal customers.
      What We Expect of You (First 90 days) Build a Healthy Sales Funnel of New Qualified Opportunities
      • 2 Intro Meetings with Prospects
      • 1 Stakeholder Workshop Meeting Win 0-1 Design Projects
        • 1 Proposal Presentation Win 0 Execution Project
          • 0 Proposal Presentations Generate $12,000 in Contracted Revenue
            • 1 Design project at $12K each
              What We Expect of You (First 6 Months) Build a Healthy Sales Funnel of New Qualified Opportunities
              • 9 Intro Meetings with Prospects
              • 5 Stakeholder Workshop Meetings (x/week) Win 3 Design Projects
                • 5 Proposal Presentations Win 1 Execution Project
                  • 2 Proposal Presentations Generate $75,000 in Contracted Revenue
                    • 3 Design projects at $15K each
                    • 1 Initial Execution project at $30K
                      What We Expect of You (Year 1) Generate $800,000 in Revenue
                      • $375,000 new-client revenue
                      • $425,000 existing-client revenue Win 6 Initial Execution Projects
                        • 9 Proposals
                        • 27 Qualification Meetings
                          What We Expect of You (Year 2) Generate $2,300,000 in Revenue
                          • $900,000 new-client revenue
                          • $1,400,000 existing-client revenue Win 11 Initial Execution Projects
                            • 17 Proposals
                            • 36 Qualification Meetings
                              How You'll Do ItBusiness Development: You will grow revenue via nurturing in-bound inquiries, prospecting, qualifying, presenting our proven process and solutions, and winning new clients. You will lead prospective clients through all phases of the client lifecycle. Once you've secured the commitment, you will partner with our Delivery and PM team to oversee the client's strategic roadmap to becoming data-driven. You will also nurture existing clients, helping our Delivery Department manage the relationship and close additional Execution projects with them. Connect to prospective clients
                              • Inbound:
                                • Quickly respond to inbound leads
                                  • Schedule "Intro Call / Meeting" appointments with Key Stakeholder(s)
                                  • Outbound:
                                    • Research and develop targeted prospect lists
                                      • Identify Key Stakeholder(s) within each prospect
                                        • Execute templated and programmed outbound sequences to a tight and targeted prospect list including: e-mail, LinkedIn and voicemails
                                          • Target ten specific prospects at a time for a 5-week sequence
                                          • Channel and Networking:
                                            • Assist in developing and nurturing relationships with strategic channel partners (primarily Private Equity firms)
                                            • Research targeted networking events, make industry presentations to Executive Groups (including virtually) aligned to our ideal client profile Intro Meeting Video Calls
                                              • Conduct research on prospect and additional key stakeholders prior to intro call
                                              • Articulate value proposition, unique differentiators and brand promises
                                              • Qualify prospective clients to fit our ideal client profile
                                              • Identify financial and cultural alignment of each prospect
                                              • Advance to the Stakeholder Workshop stage and incorporate additional key stakeholders Stakeholder Workshop
                                                • Schedule the Stakeholder Workshop with key stakeholders
                                                • Prepare LucidSpark whiteboard and agenda
                                                • Facilitate 90-minute workshop to identify current state, desired future state, pains and desired gains of prospects
                                                • Assess cultural and financial fit and advance to the Roadmap and Design Proposal Roadmap and Design Proposal
                                                  • Schedule the proposal presentation with decision-makers
                                                  • Collaborate with Delivery and the PMO to prepare the proposal
                                                  • Anticipate objections and prepare responses
                                                  • Prepare and present Roadmap and Design Proposal
                                                  • Schedule and conduct decision meeting (yes, no, or not yet) with stakeholders Roadmap and Design Phase
                                                    • Participate in sessions with PMO and Delivery Engineers
                                                    • Coordinate and present Development Phase proposal to client Client Retention and Partnership Review
                                                      • Schedule, plan, and execute quarterly meetings with existing clients
                                                      • Identify ongoing opportunities with the client in coordination with the PM and Delivery leads
                                                        • Detailed Documentation of all sales activities in HubSpot
                                                        • Internal Meetings:
                                                          • Weekly: Sales Meetings (OKRs and Pipeline Management) and 1:1 Accountability Reviews
                                                            • Monthly: 1:1 Meetings w/ Leadership (Training and Development)
                                                              Desired Skills and Experience
                                                              • 3+ years of experience in consulting or consultative selling
                                                              • 1+ years of experience working with the C-Suite
                                                              • Education: Bachelor's Degree (or equivalent)
                                                                Key Competencies
                                                                • Confidence / Optimism: Takes "no" constructively; resilient in the face of negative outcomes. Able to constructively navigate difficult buyers. Self-assured. Freely expresses opinions and concerns. Able to work from a position of strength, maintaining our proven process and demonstrating expertise. Able to say "I don't know" with confidence. Learns from negative experiences with an optimistic attitude.
                                                                  • Achievement-Oriented / Strong Work Ethic: Sets personal goals that are challenging but achievable. Is ambitious. Strives for excellence. Willing to work as hard as necessary to get things done. Holds self accountable for hitting and exceeding targets. When off target, rather than finding blame, advances with a solution mindset and executes corrective measures.
                                                                    • Communication: Speaks and writes concisely and clearly. Gets to the point, is not verbose. Able to use "plainspeak" versus business jargon. Maintains this standard in all forms of written communication, including email.
                                                                      • Curiosity and Intelligence: Able to understand potential customer's context through effective questioning and listening. Able to consolidate and synthesize complex business information to help clients make a plan to become data-driven.
                                                                        • Coachability: Able to absorb and apply coaching, sets aside defensiveness and deflection in favor of learning and growth.
                                                                          What You'll Earn
                                                                          • Base Salary: $60,000 - $80,000 dependent on experience
                                                                          • Commission: $20,000 - $40,000
                                                                          • On-Target Earning (at 100% of Goal)
                                                                            • Year 1: $80,000 - $100,000
                                                                              • Year 2: $120,000+
                                                                                BenefitsBlue Margin is dedicated to helping our employees thrive. Current benefits for employees include:
                                                                                • Health Insurance
                                                                                • Dental Insurance
                                                                                • Vision Insurance
                                                                                • Disability Insurance
                                                                                  • Life Insurance
                                                                                  • 401(k) Retirement Savings Plan with 4% match
                                                                                  • Paid Holidays
                                                                                  • Personal Time Off (PTO)
                                                                                  • Sick Leave
                                                                                    Work EnvironmentAt Blue Margin, values, people, metrics, and our community are what matter most.
                                                                                    • Company Core Values: Transparency, Positivity, Quality, Efficiency, Education, Generosity
                                                                                      • Personal and professional development programs for every employee
                                                                                      • Teamwork - we work as a cohesive team and always have each other's backs
                                                                                      • Fun - we volunteer together, shoot each other with nerf guns, go to happy hour, eat lunch together as a team every Friday, and hang out at monthly employee-appreciation events (laser tag, bowling, brewery tours, barbeques, etc.)
                                                                                      • Entrepreneurism - we want everyone on our team to maintain adaptability and thrive in our growing and evolving business.
                                                                                        We function as a tight-knit team and our culture depends on collaboration and generosity. Our Sales Consultants should be based in Fort Collins or surrounding communities and can expect to spend a majority of their time working from our office in Old Town with the ability to work remotely when "life happens".
                                                                                        Interview ProcessThere will be a total of 3 interviews and an assessment. To advance past the second-round interview, you will be asked to present your high-level 30/60/90 day plan (i.e. the first 90 days). You will have the opportunity to learn more about the role during your first-round interview to help guide your outline. You will outline how you plan to prepare yourself for success in the role over the course of your first 90 days and what infrastructure you need to be successful.

Keywords: Blue Margin, Fort Collins , Sales Consultant, Sales , Fort Collins, Colorado

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