The RequirementsTo meet the basic qualifications for this role you will have legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship. To be a good fit for the Printing Production Sales Consultant opportunity, you also should have:
- A bachelor's degree.
- Depth of experience in the production printing marketplace, including:
- Strong technical product knowledge.
- Familiarity with the principles of production printing workflow.
- Familiarity with commercial print business operations.
- 5+ years of related work experience, including selling production printing hardware, software and services.
- Technical knowledge in the areas of imaging, off-set printing, digital printing, RIPs, color workflow/management, and related technologies.
- Experience selling to federal government customers.
- CDIA certification.
- Network+ certification.
The RoleReporting to the Director, Federal Government Solutions Division, you will join a newly forming team that will include one other Printing Production Sales Consultant. The two of you will work to increase penetration of the many federal production prospects in the in the Washington, D.C. area. If you're familiar with this market, you know there are hundreds of agencies with central reproduction departments (CRDs), so there will be plenty of prospects for both of you.
There are some existing accounts and lots of existing contacts, but ultimately you will drive new business through your own efforts, including prospecting, workflow analysis, proposal writing and presenting, bid responses, demonstrations, closing orders, and installation and training coordination.
You'll find it easy to talk to most customers -- typically a production chief -- and they are usually open to hearing about ways they can better achieve their goals. Once you've gotten their attention with some key differentiators, you can invite them to our showroom in Arlington for demonstrations and comparisons. Sales cycles can be as short as three months, but more often they are six to nine months -- assuming a prospect is not tied into a contract.
More specifically, you will:
- Lead direct selling activities associated with production printing technology offerings and professional services to prospective customers in support of the Canon Federal Government Solutions Division.
- Provide consulting expertise to customers with respect to commercial print operations, production workflow, color management, business services development and technology.
- Assume responsibility for driving execution of corporate objectives and strategies defined by Production Solutions Headquarters marketing organization.
- Assume responsibility for executing all parts of the sell cycle, including cold calling, demonstrations, proposals and bid response, closing and install coordination to achieve your assigned quota.
- Support Canon's field sales personnel in activities to the Federal Government Solutions Division, Washington, D.C. area, including production printing education and training, product demonstrations, product launches, open houses and other sales and marketing related initiatives. This will help direct sales personnel create leads for you.
- Provide feedback, based on core business, product and technical knowledge, to Canon Product Planning and Management regarding customer requirements and competition. Information provided is utilized to drive on-going solution development activities across Canon development organizations.
- Handle general administration activities such as creating a sales and activity pipeline, and reporting to management on a monthly basis or more frequently as may be required.
What's in It for YouVisible impact, now and later
You'll be at the tip of the spear in a high-profile initiative to regain market share in DC area. There will be some low-hanging fruit to help you gain early traction, and a number of market dynamics (see "Changing Market," below) will help you build on that momentum. Less than 15 years ago, we had a strong presence in this market and sales were robust.
Success in this role will require solid individual effort, but you won't go it alone. For example, there is a Regional Production Specialist with deep technical expertise in our machines, as well as a strong production group in our Melville NY headquarters. We'll also provide excellent training and coaching (see "Training and development," below).
Innovation is a key competitive edge
Our solutions are backed by remarkable science and technology, and competitors aren't even trying to keep pace. For example, Canon acquired Océ in 2010, in part to take advantage of their advance technologies. Right now we're offering the best production line in our history, and we're always working to improve it.
Changing market = your advantage
Not only are many competitors taking focus off this particular market but, as an industry insider, you probably know that one major player is backing out of imaging altogether. Canon is cash-rich and has near-zero debt, our product portfolio is exceptional, and we know where the opportunities are.
Training and development
In this fast-paced, competitive industry, continuous learning is a must. That's why we offer many types of training to help employees learn the latest technology and develop their skills. In addition, we offer tuition assistance to qualifying employees taking relevant classes at an accredited institution.
Commitment to the environment and community
Canon has undertaken several initiatives to reduce the environmental impact of our operations and the products we produce. In addition to our environmental stewardship, one of Canon U.S.A.'s strongest beliefs is that we have a responsibility to contribute to the welfare of the communities that we serve. For example, One of our most prominent programs, Canon4Kids, applies Canon product expertise to help locate missing children.
Unique corporate philosophy
We embrace diversity in the workplace through the spirit of kyosei, Canon's corporate philosophy. Kyosei means "all people, regardless of race, religion or culture, harmoniously living and working together into the future." We are committed to creating a diverse work environment where all employees are respected and supported to do their very best. We an Affirmative Action Equal Opportunity Employer M/F/D/V.
In addition to a competitive base plus commission plan, we offer a comprehensive benefits package that covers everything from your physical to financial well-being. We've teamed up with some of the most respected providers in the country -- like Blue Cross Blue Shield, Minnesota Life, Walgreens Health Initiatives, and The Vanguard Group -- to bring our employees the best in benefits. And, unlike other companies that require a waiting period, Canon's health benefits begin on your first day of employment -- just another perk that makes us a great employer.
Video: The Canon imagePRESS C10000VP/C8000VP color digital printer delivers offset-like, vibrant & stable output quality with high resolution of 2400 x 2400 dpi at print speeds of up to 100/80 letter-size images per minute in color and black and white on all supported media weights for average monthly print volume of up to 450,000/360,000 LTR images per month and maximum monthly duty cycles of up to 1.5M/1.2M LTR images.
Keys to SuccessTo excel in this role you'll need to establish yourself as a trusted consultant to customers. With large capital investments, there is a lot on the line for a production chief. In many cases you will help decision makers formulate the justification they present to their superiors. The solutions are complex, involving hardware, software, networking and more, and it's critical that installations are done well -- a mistake can have serious consequences.
It would be hard to underestimate the importance of communication and interpersonal skills in this position. Just as you'll need to build strong relationships with your customers, you'll need to partner closely with internal resources, ensuring that everyone is in the loop.
You also will need excellent organizational skills and the ability to manage multiple activities and priorities simultaneously. There will be a lot going on in this role, and you'll need to stay on top of it all to keep your pipeline flowing.
When agencies issue requests for bids, the response deadline generally is 72 hours. You'll leverage your relationships with prospects, as well as your technical understanding of print production, to submit compelling bids within that short timeframe.
About UsFrom the opening of the New York office in 1955 to the further development of imaging products today, Canon U.S.A., Inc. has continued to be a leader in professional business and consumer imaging equipment and information systems. Our products include everything from cameras and EF lenses to binoculars, camcorders, digital presses, scanners and much more. Our extensive product line and digital solutions enable businesses and consumers worldwide to capture, store and distribute information.
Canon U.S.A. is committed to the highest level of customer satisfaction and loyalty, providing 100 percent U.S.-based consumer service and support for all of the products it distributes. Canon U.S.A. is dedicated to its Kyosei philosophy of social and environmental responsibility. In 2014, the Canon Americas Headquarters secured LEED® Gold certification, a recognition for the design, construction, operations and maintenance of high-performance green buildings. To keep apprised of the latest news from Canon U.S.A., sign up for the Company's RSS news feed by visiting www.usa.canon.com/rss and follow us on Twitter @CanonUSA. For media inquiries, please contact email@example.com.
Canon is proud to be an equal opportunity employer. Minority/Female/Individuals with Disabilities/Protected Veterans. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status, or any other characteristic protected by law. To read more about employment discrimination protections under federal law, please visit this site: http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf
Video: In the spirit of our corporate philosophy of Kyosei -- all people, regardless of race, religion or culture, harmoniously living and working together into the future -- Canon takes an approach to business that is socially responsible and economically logical. Our company's commitment and contribution to the environment and to the world community are an integral part of Canon's management structure, product design, manufacturing, and corporate culture.