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Veterans Preferred – Sales Specialist – Digital Press

Heidelberg USA, Inc.

This is a Full-time position in Los Angeles, CA posted September 17, 2021.

Military Veterans are Encouraged to Apply.

At Heidelberg, we have a historical reputation for quality people and quality work. Today, our goal remains unchanged. Heidelberg is the gold standard in the printing industry for over 170 years and our employees are a large part of our proud heritage.
We recognize that our people make the difference – every day. Each of us has an important role to play for the present and future growth of Heidelberg.

We are now hiring a Sales Specialist – Digital Sales for the US. While this role involves travel, preferred home location is in the Western region of the US.

Job Summary:
The Digital Sales Specialist’s purpose is to drive digital print equipment sales (current and future products), work cooperatively and support the full-line Heidelberg Account Manager sales team. The Digital Sales Specialist is accountable for achieving the sales targets for digital products through a combination of independent, self-driven, direct sales. The Digital Sales Specialist will work with the VP of Product Management – Digital to plan and execute sales support and targeted marketing deliverables which will provide the quantity and quality of prospects required to achieve sales goals. This position requires a strong understanding of digital press technologies, electrophotography and inkjet, the commercial print digital and offset applications, color management, digital front-end controllers, and their software
Primary Duties are as follows:

  • Call on customers throughout the region to develop prospects, and drive the sales cycles through presentation, ROI’s/cost analysis, demonstration, closing the sales order, and monitoring delivery and customer satisfaction of the product
  • Track the opportunity pipeline and report in on the forecast on regular intervals
  • Articulate Heidelberg’s value proposition compared to industry competitors
  • Use analytical skills to work with customers to develop digital print ROI’s and follow up post-sale to ensure customers achieve the ROI
  • Be a self-driven independent sales specialist for Heidelberg’s Digital Equipment portfolio, and work cooperatively with the full line Account Manager sales team with their Digital sales opportunities
  • Drive digital equipment sales success through the region with direct support of the Account Managers on their sales prospects and actions to close the sale
  • Demonstrate passion for the products both externally to the marketplace and internally within Heidelberg. Actively promote these products in the North American print market through social media, participating in industry events and supporting customer events and shows
  • Build loyalty to Heidelberg in digital print by building and maintaining relationships with our customer base
  • Enter and update opportunities and competitive install base in Heidelberg’s CRM system
  • Manage customer satisfaction issues, when escalated, and work with Heidelberg service and partner supplier’s service teams as needed to resolve issues.
  • Develop sales tools for the digital products portfolio, and strategies to help differentiate Heidelberg from the competition
  • Exhibit strong knowledge of Digital Print engine technology, digital press pricing strategies, digital press workflows and applications and controllers, and digital press sales tactics
  • Must show considerable accuracy and responsibility, and be able to work with little supervision
  • Interact with outside and inside contacts requiring a high degree of diplomacy and the ability to deal with and influence persons in all types of jobs

Minimum Qualifications

  • Bachelor’s degree/equivalent
  • 7-10 years job related experience
  • This position requires business travel by public transportation, commercial air travel, train, and automobile. Travel may include weekends within the continental United States and on occasion, international travel. Ability to travel 70-100% of the time

Skills Required:

  • Basic computer skills
  • Word, Excel, PowerPoint, Outlook, Microsoft CRM
  • Extensive knowledge of digital press equipment, applications, and digital front controllers and workflows including variable data, marketing plans, competitive landscape, ROI models, strategic and tactical pricing, margin analysis, and developing supplier/distributor relationships. Knowledge of Heidelberg Versafire or Prinect is a plus
  • Be self-driven with a passion for sales, and success

Company Benefits:

  • 401(k) Pre-Tax Savings Plan with Employer Match
  • Medical, Vision and Dental plans offered
  • Company paid Long-Term Disability Coverage and Group Life Insurance
  • 9 Company paid holidays: 4 floating holidays
  • Vacation, Sick and Personal paid time off

Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Heidelberg USA, Inc. is a Federal Contractor, please see attached link:
ADA: Heidelberg will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990.

OSHA: Heidelberg provides a workplace free from serious recognized hazards and complies with standards, rules and regulations issued under the OSH Act. Heidelberg examines workplace conditions to make sure they conform to applicable OSHA standards . Heidelberg ensures employees have and use safe tools and equipment; and properly maintain such equipment.
EEO/AA Statement: Heidelberg is committed to providing equal opportunity and valuing diversity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, color, religion or belief, national or social or ethnic origin, citizenship status, sex, pregnancy, age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, protected veteran, family medical history or genetic information, family or parental status, or any other status in accordance with the requirements of all applicable federal, state, and local laws. Violation of this policy by any employee regardless of position or title, as determined by the Senior Vice President of Human Resources and General Counsel, may result in discipline up to and including immediate termination. Please see the legal postings on the bulletin board for a full list of the protected categories in the state where you work.