Sales Specialist 1-4 CM

Job Summary

Involves the selling of activities, services or products by identifying prospects and audiences. Promotes activities, services or products for sale. May build a “brand” to influence customers and advertise activities, services, or products for sale via the press, television, radio. Involves directly interacting with the sales prospects to persuade them to purchase the activities, services, and/or products.

Job Title	Sales Specialist 1 CM	Sales Specialist 2 CM	Sales Specialist 3 CM	Sales Specialist 4 CM
Job Code	5382	5383	5384	6410
Bargaining Unit	CM	CM	CM	CM
FLSA	Non-Exempt	Non-Exempt	Exempt	Exempt
Generic Scope	Entry-level professional with limited prior experience; learns to use professional concepts to resolve problems of limited scope and complexity; works on assignments that are initially routine in nature, requiring limited judgment and decision making. Employees at this level are expected to acquire the skills and knowledge to perform more advanced work following an agreed upon time in position, through defined training and development planning.	Professional who applies acquired job skills, policies, and procedures to complete substantive assignments, projects and tasks of moderate scope and complexity; exercises judgment within defined guidelines and practices to determine appropriate action.	Experienced professional who knows how to apply theory and put it into practice with in-depth understanding of the professional field; independently performs the full range of responsibilities within the function; possesses broad job knowledge; analyzes issues of diverse scope and determines solutions.	Technical leader with a high degree of knowledge in the overall field and recognized expertise in specific areas; problem-solving frequently requires analysis of unique issues without precedent and/or structure. May manage programs that include formulating strategies and administering policies, processes, and resources; functions with a high degree of autonomy.
Custom Scope	Uses basic sales concepts in performing non-complex sales of limited scope. Participates in events designed to promote awareness within the organization and to the general public of services, programs or products. Learns industry practices and organizational policies and procedures. Typically, the bargaining unit job code should be used for work covered by this title. However, if the position is not covered by the Higher Education Employer-Employee Relations Act (HEERA) due to one of the following reasons—(1) Confidential status, where duties normally require access to confidential information that significantly influences the development of management’s bargaining or grievance positions; (2) employed outside of California at a location with 100 or fewer employees; or (3) Supervisory status, where duties include supervising employees as a regular part of the job—then the position should be listed under the generic title without the “CM” ending.	Uses sales concepts in performing non-complex sales activities, participating in events designed to promote awareness within the organization and to the general public of services, programs, or products. Demonstrates developing understanding of industry practices and organization policies and procedures. Typically, the bargaining unit job code should be used for work covered by this title. However, if the position is not covered by the Higher Education Employer-Employee Relations Act (HEERA) due to one of the following reasons—(1) Confidential status, where duties normally require access to confidential information that significantly influences the development of management’s bargaining or grievance positions; (2) employed outside of California at a location with 100 or fewer employees; or (3) Supervisory status, where duties include supervising employees as a regular part of the job—then the position should be listed under the generic title without the “CM” ending.	Uses skills as a seasoned, experienced sales professional to perform the full range of sales activities, including coordinating events and developing and implementing promotional strategies, materials and products designed to promote awareness within the campus and / or medical center community and to the general public of department and / or campus and / or medical center services, programs, or products. Has a full understanding of industry practices and campus and / or medical center policies and procedures; resolves a wide range of issues. Typically, the bargaining unit job code should be used for work covered by this title. However, if the position is not covered by the Higher Education Employer-Employee Relations Act (HEERA) due to one of the following reasons—(1) Confidential status, where duties normally require access to confidential information that significantly influences the development of management’s bargaining or grievance positions; (2) employed outside of California at a location with 100 or fewer employees; or (3) Supervisory status, where duties include supervising employees as a regular part of the job—then the position should be listed under the generic title without the “CM” ending.	Uses advanced sales concepts to create, develop, implement, and manage comprehensive promotional sales strategies/plans, including short- and long-range strategic planning. Receives assignments in the form of sales goals, and develops the strategies to meet those goals. Projects and/or programs are typically complex and require a high degree of expertise for the identification and analysis of constituencies/audiences, and the development of programs to influence those constituencies/audiences. Provides guidance and direction to other Sales Specialists. Typically, the bargaining unit job code should be used for work covered by this title. However, if the position is not covered by the Higher Education Employer-Employee Relations Act (HEERA) due to one of the following reasons—(1) Confidential status, where duties normally require access to confidential information that significantly influences the development of management’s bargaining or grievance positions; (2) employed outside of California at a location with 100 or fewer employees; or (3) Supervisory status, where duties include supervising employees as a regular part of the job—then the position should be listed under the generic title without the “CM” ending.
Key Resp 01	Learns to plan regular and special promotional events designed to promote awareness of the department and/or services, programs, or products within the organization or to the general public.	Plans regular and special promotional events designed to promote awareness of the department and/or services, programs or products within the organization or to the general public.	Coordinates activities including events and promotional materials and products designed to promote awareness of the department and/or campus and/or medical center services, programs or products within the campus and/or medical center community or to the general public.	Creates, develops, implements, and manages comprehensive promotional sales strategies/plans, including short- and long-range strategic planning.
Key Resp 02	Promotes new business by phone calls, email marketing, face-to-face presentations of event or facilities.	Investigates new business and recommends programs to improve sales efforts/results.	Contacts new and existing customers to discuss their needs, and to explain specific products and services to meet those needs.	Creates, develops, implements and evaluates strategic sales programs, projects, and campaigns.
Key Resp 03	Learns about the various products and/or services and how they interact with other departmental products or other University events, services or products.	Provides ongoing account support with sales representatives and potential customers to discuss their needs and explains how specific products and services meet those needs.	Provides detailed information to prospective clients about the organization’s products and services, pricing options, promotional opportunities, and other aspects of the products/services.	Creates, plans, produces, and evaluates marketing, advertising, and sales promotion materials to implement sales strategies and objectives.
Key Resp 04	Collaborates with marketing staff to plan major promotions.	Collaborates with marketing staff to plan major promotions.	Creates, develops, produces and coordinates public events, including securing private corporate sponsorship as required.	Creates, plans, produces, manages and evaluates events, including both campus and/or medical center-sponsored events and events sponsored by external resources such as private corporations.
Key Resp 05	Provides direct support to department leadership on special projects.	Provides direct support to department leadership on special projects.	Researches, analyzes, monitors and evaluates sales efforts for effectiveness, reporting results to appropriate higher levels of administration.	Consults with campus and/or medical center management, product managers, sales departments, and advertising agencies to develop and implement promotional plans and recommends sales philosophy, potential approaches, and media strategies.
Key Resp 06	Researches new customers or past customers to improve sales efforts/results.		Researches and analyzes new and innovative methods for generating sales revenue and develops implementation proposals.	Ensures promotion of “brand” identity and maintains and monitors “brand” communications to both campus and/or medical center and off-campus and/or medical center agencies.
Key Resp 07			Builds relationships with outside (non-campus and/or medical center affiliated) companies and organizations.	Builds and maintains effective relationships with outside (non-campus and/or medical center affiliated) companies and organizations.
Key Resp 08				Conceives, designs, and produces informational material for sales force and media communications designed to reach maximum number of partners/prospects. /
Key Resp 09				Administers sales budget, ensuring that budget goals are met; as required, meets revenue-generating goals through effective relationships with external sources.
Education	Bachelor’s degree in related area and/or equivalent experience/training	Bachelor’s degree in related area and/or equivalent experience/training	Bachelor’s degree in related area and/or equivalent experience/training	Bachelor’s degree in related area and/or equivalent experience/training
Special Condition	Exercise the utmost discretion in managing sensitive information learned in the course of performing their duties. Sensitive information includes but is not limited to employee and student records, health and patient records, financial data, strategic plans, proprietary information, and any other sensitive or non-public information learned during the course and scope of employment. Understands that sensitive information should be shared on a limited basis and actively takes steps to limit access to sensitive information to individuals who have a legitimate business need to know. Ensures that sensitive information is properly safeguarded. Follow all organizational policies and laws on data protection and privacy. This includes secure handling of physical and digital records and proper use of IT systems to prevent data leaks. The unauthorized or improper disclosure of confidential work-related information obtained from any source on any work-related matter is a violation of these expectations.	Exercise the utmost discretion in managing sensitive information learned in the course of performing their duties. Sensitive information includes but is not limited to employee and student records, health and patient records, financial data, strategic plans, proprietary information, and any other sensitive or non-public information learned during the course and scope of employment. Understands that sensitive information should be shared on a limited basis and actively takes steps to limit access to sensitive information to individuals who have legitimate business need to know. Ensure that sensitive information is properly safeguarded. Follow all organizational policies and laws on data protection and privacy. This includes secure handling of physical and digital records and proper usage of IT systems to prevent data leaks. The unauthorized or improper disclosure of confidential work-related information obtained from any source on any work-related matter is a violation of these expectations.	Exercise the utmost discretion in managing sensitive information learned in the course of performing their duties. Sensitive information includes but is not limited to employee and student records, health and patient records, financial data, strategic plans, proprietary information, and any other sensitive or non-public information learned during the course and scope of employment. Understands that sensitive information should be shared on a limited basis and actively takes steps to limit access to sensitive information to individuals who have legitimate business need to know. Ensure that sensitive information is properly safeguarded. Follow all organizational policies and laws on data protection and privacy. This includes secure handling of physical and digital records and proper usage of IT systems to prevent data leaks. The unauthorized or improper disclosure of confidential work-related information obtained from any source on any work-related matter is a violation of these expectations.	Exercise the utmost discretion in managing sensitive information learned in the course of performing their duties. Sensitive information includes but is not limited to employee and student records, health and patient records, financial data, strategic plans, proprietary information, and any other sensitive or non-public information learned during the course and scope of employment. Understands that sensitive information should be shared on a limited basis and actively takes steps to limit access to sensitive information to individuals who have a legitimate business need to know. Ensures that sensitive information is properly safeguarded. Follow all organizational policies and laws on data protection and privacy. This includes secure handling of physical and digital records and proper usage of IT systems to prevent data leaks. The unauthorized or improper disclosure of confidential work-related information obtained from any source on any work-related matter is a violation of these expectations.
KSA 01	Working knowledge of the organization, including its achievements, mission, vision, goals, objectives and infrastructure.	Knowledge of the organization, including its achievements, mission, vision, goals, objectives and infrastructure.	Thorough knowledge of the campus and/or medical center, including its achievements, mission, vision, goals, objectives and infrastructure.	Advanced knowledge of the organization’s product lines and services.
KSA 02	Working knowledge of the organization’s products and services and related industries.	Knowledge of the organization’s products and services and related industries.	Thorough knowledge of the campus and/or medical center’s products and services.	Advanced knowledge of the campus and/or medical center, including its achievements, mission, goals, vision, objectives and infrastructure.
KSA 03	Analytical and written communication skills.	Demonstrated analytical and written communication skills.	Thorough analytical and written communication skills.	Advanced knowledge of sales and marketing principles, concepts, techniques and applications relevant to the field of promotion and advertising.
KSA 04	Knowledge of communication principles, media, and marketing techniques.	Proficient knowledge of communication principles, media, and marketing techniques.	Thorough knowledge of marketing media and funding sources.	Advanced skills in developing, designing and implementing creative promotional and advertising strategies.
KSA 05	Interpersonal communication and political acumen skills.	Demonstrated interpersonal communication and political acumen skills.	Thorough knowledge of communication principles, media, and marketing techniques.	Advanced written, visual, interpersonal communication and political acumen skills.
KSA 06	Basic skills in event and media activities management.	Demonstrated skills in event and media activities management.	Strong interpersonal communication and political acumen skills.	Advanced analytical and research skills.
KSA 07			Strong skills in event and media activities management.	Advanced knowledge of applicable campus and/or medical center policies and state and federal laws on marketing and advertising issues and concerns and other related policies or laws.
KSA 08				Skill in mentoring less experienced staff.
Environment	Campus, medical center, or other university setting and various external venues.	Campus, medical center or other university setting and various external venues.	Campus, medical center or other university setting and various external venues.	Campus, medical center or other university setting and various external venues.