Systems Integration Sales
New England Area

BellHawk Systems seeks an experienced sales person to sell systems integration services to mid–market industrial companies in the New England area.

Over the past 5 years BellHawk Systems has attempted to transition from a regional systems integration organization to a very narrowly focused seller of software products for production and inventory tracking. Due to market forces beyond our control, this has not produced the revenue stream we expected. So, while not abandoning software product sales through our nationwide network of resellers, we are now rebuilding our core competency as a regional systems integrator.

As part of this activity, we wish to hire a direct sales person to work with our experienced systems integration team, led by Dr. Peter Green. This team consists of experienced American project managers combined with a talented software development team in Baroda, India.

Our target market is the 4,000 mid sized industrial plants in the New England area that together spend over $1Billion annually on IT products and services. These plants have sales averaging $20 Million annually and typically employ about 50 people. They typically only have one or two IT people and outsource all their systems integration work.

Some of the systems integration services we sell to these organizations are:

1. Integration of barcode, RFID and wireless mobile computing technology into the existing IT infrastructure.
2. Implementation of enterprise web interfaces to the IT infrastructure for applications such as taking orders from industrial customers, performing on–line product configuration, order status tracking and other sales oriented applications.
3. Replacing older ERP systems with low–cost alternatives such as QuickBooks enterprise and SugarCRM.
4. Implementing interfaces between existing systems to extend the life of these systems by avoiding duplicate data entry. This includes integrating accounting, ERP, CRM, time and attendance and process control systems as well as inter–plant integration using low–cost Internet VPN connections.
5. Supply chain integration. This includes integration with vendor and customer systems as well as with UPS, FedEx and truck shipment systems.

We are able to be highly competitive in this marketplace due to:

1. Having an experienced systems integration team that knows how to do the pre–sales engineering for these projects and then knows how to manage the delivery of these systems on–time and within budget.
2. Having pre–built software modules and tools that enable us to deliver many solutions at a small fraction of the cost of starting from scratch.
3. Having a low–cost source of off–shore software development talents that can be sold at highly competitive labor rates.

We have excellent reference accounts including manufacturers, industrial distributors, defense contractors, food processors, biotechnology laboratories, medical device suppliers, mineral extractors and pharmaceutical companies.

We have everything we need to re–establish our leadership in this target market and now need to hire the right sales person to spearhead our sales activity.

We are looking for a hunter who wakes up each day wanting to slay “wooly mammoths”. There are 4,000 of our wooly mammoths and they spend a lot of money on systems integration services each month. Your job is to find and qualify the opportunities and then assist our team with the closing process.

Sales are typically made at the senior management level within each plant, with target names being the IT Manager, CFO, Operations Manager and Plant Manager or President. We have a database of all of these contacts and are restarting our successful postcard campaign to generate sales leads. But we anticipate that much of the hunting will be done on the phone and in–person to find those organizations that have immediate needs that we can satisfy.

We are looking for someone who can bring us a million dollars in revenue per year and are willing to compensate that person appropriately. Do, however, expect an aggressive compensation plan that rewards new project sales success over harvesting repeat business from existing accounts.

In this current economic meltdown, our industrial mid–market clients are faring reasonably well. Their expenditures on IT services are only expected to decline an average of 1.4% next year as we go through this recession. They are prime targets for systems integration activities that will increase their sales and cut their costs, which are two of our primary focus selling points.

As the dollar declines (and it will continue to do so) our clients are becoming much more competitive relative to plants in Europe and even in Asia. So their export sales are climbing but requiring much greater levels of supply chain integration over the Internet.

This position represents a ground floor on a major new opportunity. After we succeed in rebuilding our systems integration business in the New England area then we are already in discussion with our Indian partners to form a joint venture that will expand the business model we develop in New England to the whole of the USA. This will require a major expansion in our sales force with attendant opportunities for advancement.

BellHawk Systems pays its sales people on a base plus commission and travel expenses basis. We offer medical and dental, plus STD, LTD and life insurance. We have a 401K plan and also a stock–option plan that enables our employees to participate in the future success of the business.

For more information, please contact Emily Green, President at 508–865–8070 x302. Please send resumes to Emily.Green@BellHawk.com.