Commercial Sales Intern in Novi, MI at ADT Commercial

Date Posted: 4/25/2022

Job Snapshot

Job Description

Company Overview:

At ADT Commercial, we are in the business of helping people and organizations to protect what matters most to them. Building upon ADT’s 145-year legacy, we secure the livelihoods and futures of critical commercial environments, retail location, educational campuses, healthcare facilities and financial institutions across the U.S. as an industry-leading security, fire and life safety systems integrator. We strive to have the most experienced and technically trained and talented teams in the industry, driven by excellence at every turn. At ADT Commercial, we truly believe that our people are the difference – for our organization, the customers we serve and the communities we protect. When you’re a part of ADT Commercial, you’ll have the opportunity to be a part of that difference every day. With more than 300 locations, a deep national presence, and comprehensive portfolio of solutions and services, our employees are always poised for career advancement and growth. For more information, visit www.adtcommercial.com or follow us on LinkedIn and Facebook

Field Ride Day Expectations:

  • Minimum 1-2 days a week riding with primary mentor rep
  • 1 day a week riding with a rotating schedule of other reps in the office (should ride with each rep at least once throughout the internship)
  • Bi-monthly ½ day ride days with sales manager – manager and rep will plan the day. Should include LKA and new account field stops for client check ins/meetings/prospecting
  • 1 field ride day with a technician to understand types of equipment, common issues, what to look out for on the job, etc.
  • 1 field ride day with an installer during internship to understand work behind the sale and level of detail needed from the sales side to ensure execution
  • 1 ride day with a pre-sale engineer – sit with engineer in July to understand system design and prep for final project 
Office Time Expectations:

  • Complete mandatory product and sales training as scheduled
  • Work with manager and/or mentor on prospecting and objection handling role playing post training with a goal of role playing once a week in person or virtually. Manager/mentor to provide feedback and coaching on delivery and message to rep.
  • Meet with Manager weekly to recap on progress, feedback, schedule planning for following week, etc.
  • Mentor and Rep will plan prospecting together (in field or in the office on the phone) at least twice a week with the goal of setting new logo appointments
  • Attend weekly intern group check out calls to recap on week’s progress, plan for upcoming week, hear feedback from other interns across the country
  • Attend 5 Leadership Series Sessions for interns – one hour topic specific sessions hosted by a senior leader to give interns business/industry perspective and opportunities for live Q&A

Job Requirements

Internship Deliverables:

  • Create and present a scope of work in a mock scenario to mentor and manager:
    • Manager will assign a specific customer scenario
    • Mentor will help to coach on system design, but will be led by Intern through gathered knowledge throughout internship/meeting with pre-sale engineer
    • Intern will present the solution, explain the key benefits, and close for next steps of the mock sale
  • Data mine opportunities in mentor’s current account base
    • Work with manager to run Sales Prospector reports to uncover “low hanging fruit” cross selling/upselling opportunities in current account base 
    • Categorize this information by opportunity type/geography with a given template
  • Prospecting for New Business:
    • Build a focus list of 50 new logo accounts and have the following researched (can be done through Google or DB Hoovers):
    • Type of business/specifically what they do
    • Physical address
    • Local or regional reference to use
    • Minimum of 3 contacts – names, titles, contact information
    • Anything else noteworthy based on research: news, milestones, partnerships, acquisitions, or mergers, etc. 
    • Draft a prospecting value proposition for the specific client – to be reviewed by manager or mentor prior to prospecting
  • Conduct and lead a minimum of 25 cold calls independently based on above list as a final assessment 
    • Goal of setting at least two appointments and gather as much information per stop as possible
    • Coaching and feedback to be given by mentor or manager
ADT Commercial LLC is an Equal Employment Opportunity (EEO) employer. We are committed to having a diverse and inclusive workforce and do our best to foster a culture and environment where every employee feels valued. Our goal is to serve our customers and help save lives. We can achieve this goal when we have the best talent working in an environment where employees feel included and recognized. Visit us online at jobs.adt.com to learn more.

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