JOB DESCRIPTION Title: SALES ASSOCIATES Reports to: TL, DH, OM, President Prepared by: Apollo Angco Prepared Date: 27 March 2010 JOB DUTIES: - Account Coordinators set appointments, pre-qualify incoming inquiries, prospect businesses and are the first contact with new potential customers for websites designed to grow their businesses. - Account Executives close deals - Must be flexible and open to changes REQUIREMENTS: Minimum 2 years experience in dealing or living with Americans Must have at least 2 years of top performing sales experience selling to customers outside of the Philippines. Studied or worked abroad in the U.S., U.K. or Canada is a huge plus Excellent customer service skills and confident phone voice Well-organized and extremely efficient Strong oral and written communication skills Motivated by consistent income and a rewarding commission plan Excellent interpersonal, written and communication skills Applicant must have great phone skills and be motivated to succeed Must be able to understand how to exceed customer expectations during every interaction by listening to customer needs, asking effective questions and innovative problem solving A positive attitude and a willingness to be part of the team are required Must be a strong closer with powerful communication and consultative selling skills Previous phone sales or contact center experience Ability to cold call when necessary Excellent computer skills a must Proficiency in Excel and Word Search engine/internet marketing sales experience a plus Previous print or web-related sales experience a plus Real estate technology experience a plus Results oriented - continually strives to exceed goals; demands quality and will not accept substandard performance from self and others A never-compromise level of integrity Multi-lingual with a strong working knowledge of other languages an asset Duties & Responsibilities: Consult with potential clients and match them with the products and services that The Design People, Inc./Agent Image offers Assess existing client's business objectives to provide strategic marketing recommendations and creative solutions tailored to fit their specific needs (we will train) Responding to leads immediately Other Requirements: Accepted by: _____________________________________ Print Name _____________________________________ _______________ Signature Date REMARKS: The Company reserves the right to add, delete or modify duties and job requirements at any time. An applicant must meet the minimum job requirements of the job for which he or she is applying. Moreover, the Company may, as it deems appropriate in its sole discretion, evaluate whether an incumbent continues to satisfy the minimum job requirements of the job that he/she holds. With respect to a request for reasonable accommodation, the Company will evaluate whether the applicant or employee can perform the essential functions of the subject job with or without reasonable accommodation. The Company s evaluation of a request for reasonable accommodation will include engaging in the interactive process with the applicant or employee. JOB DESCRIPTION WORKSHEET Title: Sales Manager Department: Sales Reports to: CFO, COO & Senior VP for imFORZA FLSA Status: Exempt Prepared by: Jon Krabbe, Tiger Bitanga & Nancy Tawadros Prepared Date: June 3, 2010 SUMMARY: The Design People, Inc. is a 170+ person web design & development studio currently headquartered in El Segundo. Our company thrives on providing our customers with unprecedented levels of service. We are a Software as a Service (SaaS) developer of online web applications known for award-winning web design, custom branding and Internet marketing. Our focus is on enterprise-level Internet products and on demand solutions for small businesses with a world-renowned reputation in the real estate industry. We are a profitable and privately owned company that has attracted strategic relationships with notable companies including Google. We have been on INC 5000 s list of fastest growing privately owned companies in 2006, 2007 AND 2008. We are looking for an experienced and successful Sales Manager that matches our company culture and will help our company grow aggressively. DUTIES AND RESPONSIBILITIES: ●Train, Hire and Manage: ○New site sales team ○Internet marketing sales team ○Outbound lead generation team ●Work with owners on achieving high revenue goals for the company ●Work with sales trainer to provide new and ongoing sales training for the sales staff and other departments ●Work with owners on developing strategies to increase sales leads for the entire sales floor ●Help develop and manage an outside sales team ●Motivate the team to help each team member achieve sales quotas and individual sales goals ●Develop and maintain a successful incentive structure ●Work with other department managers to handle any issues between departments and be proactive with implementing win-win solutions that benefit the client and the company as a whole ●Manage policies ○Enforce and implement company policies ○Monitor time and attendance (i.e. vacation, tardiness, absences, etc.) ○Work with owners to update policies as needed ○Maintains accurate customer records ○Maintain an excellent level of customer service Page 1 of 2 ●Provide input on new products ●Provide support on roll out of new products SPECIAL REQUIREMENTS & QUALIFICATIONS: ●An intense desire to succeed ●3+ years experience managing a multi-million dollar producing sales floor ●2+ years experience managing and hiring for an outbound team to generate leads ●Successful track record in sales for technical products (preferably web based) ●Experience developing effective training programs for sales teams ●Website and internet marketing (SEO) sales a definite plus ●Real estate experience a definite plus ●Previous experience where the applicant directly impacted significant company growth ●Ability to handle a dynamic work environment that is constantly changing ●Ability to handle multiple tasks simultaneously, prioritize workload efficiently and meet strict deadlines for complete tasks/assignments ●Must be able to understand how to exceed customer expectations during every interaction by listening to customer needs, asking effective questions and innovative problem solving ●Must be customer service oriented and have a strong attention to detail ●Exceptional oral and written communication skills ●Results oriented - continually strives to exceed goals; demands quality and will not accept substandard performance from self and others JOB DESCRIPTION Title: Business Development Manager Reports to: Sales MGR, OM, CEO Prepared by: Apollo Angco Prepared Date: 26 September 2010 My Expectations from You: Be on time, positive and professional o Be 15 minutes punctual for client meetings and company attendance. o Clock in and clock out everyday o Make it to our weekly sales meetings o Make effective use of your time o Wear appropriate business attire Properly document your account information from lead to sale Bring clients in-house for meetings as much as possible Work as a team o Respect for each other o Help each other out Give the best possible solution to our clients Be knowledgeable of our products and do not over promise Consistently hit sales quota at minimum (this number will change as we ramp up and produce external leads) A 15% to 20% conversion ratio Penalties: loss of leads, performance review Performance Expectations: 1st month: o 2 weeks training o 2 weeks in the field o Should generate a small pipeline o 5 closed sales in 45 days o Performance review 2nd month o Receive industry targets and business directory leads o Should do at least P120K in sales (equivalent to roughly 4 average websites) o Below P120k - Performance review and termination 3rd month of full leads and beyond: o Should do at least P240K in sales (equivalent to roughly 8 average websites) o P120K P240K:  1st offense in 1 fiscal year Performance review and write up  2nd offense in 1 fiscal year Performance review and termination o Below P120k Performance review and termination Equipment Laptop for presentations Mobile internet access Cell phone (You are responsible for any amount beyond corporate usage plan.) Access to our sales system (Information to be kept strictly confidential and proprietary to The Design People Do not distribute) All equipment is to be used for exclusively for business You are responsible for any losses or damage beyond normal wear and tear. Allowances Transportation allowance is paid by the kilometer at current rates on sales calls (To and from your residence and office is not included) You will be required to fill out appropriate forms for reimbursement Any other allowances must be pre-approved. Incentives: 10% P350,000 and up/month o Low: 360K 12 sites P36K/monthly o High: 500K 16 sites P50K/monthly 7.5% P240,000 P349,999/month o Low: 240K 8 sites P18K/monthly o High: 330K 11 sites P24,750K/monthly 3% P120,000 P239,999/month o Low: 120K 4 sites P3,600K/monthly o High: 210K 7 sites P6,300K/monthly *During your first month, there is no scaled incentive structure. Sales manager may add daily or weekly spiffs. This commission structure may be changed anytime with or without notice. Our objective is to reward people who do well. What you can expect from us: Our goal is not to manage. Our goal is to do whatever it takes to help you become successful. Make sure you get the proper training Help answer your questions Help resolve any issues that may arise Help keep the team positive and motivated Keep the team abreast of any news or updates regarding the company or products Be your advocate with the rest of the company We will constantly pursue different avenues to get leads in the door Accepted by: _____________________________________ Print Name _____________________________________ _______________ Signature Date REMARKS: The Company reserves the right to add, delete or modify duties and job requirements at any time. An applicant must meet the minimum job requirements of the job for which he or she is applying. Moreover, the Company may, as it deems appropriate in its sole discretion, evaluate whether an incumbent continues to satisfy the minimum job requirements of the job that he/she holds. With respect to a request for reasonable accommodation, the Company will evaluate whether the applicant or employee can perform the essential functions of the subject job with or without reasonable accommodation. The Company s evaluation of a request for reasonable accommodation will include engaging in the interactive process with the applicant or employee. Commission Structure Sales Achieved for the Month Percentage Commission P120,000 P239,999 3% P240,000 P349,999 4% P350,000 and up 5%  Commission schedule can be changed at any time with or without prior notice  You must hit a minimum of P120,000 in sales per month to be eligible to receive a commission  The commissions will be paid only on collected amounts only  Outstanding balances are to be collected by the BDM s  Refunds and cancellations will be deducted from your commissions  Commissions are paid every 15th of the month following the commission period  Two consecutive months below P120,000 will result in a review and possible termination  Three consecutive months below P120,000 will result in possible termination  *During your first month, there is no scaled incentive structure. Sales manager may add daily or weekly spiffs. Incentives: 5% /month o Low: 360K 12 sites P18K/monthly o High: 500K 16 sites P25K/monthly 4% /month o Low: 240K 8 sites P9600K/monthly o High: 330K 11 sites 13,200K/monthly 3% o Low: 120K 4 sites P3,600K/monthly o High: 210K 7 sites P6,300K/monthly