Outside Sales Representative

Principal Duties/Responsibilities:

• Meets sales objectives by dollar volume and profitability.

• Develops growth plans for sales and profits by identifying new prospects and building a pipeline of qualified accounts.
• Maintains appropriate sales pipeline to achieve objectives.

• Works independently to grow sales by developing business at new and existing customer locations, utilizing a combined approach of time spent in the office and time spent outside the office in the field territory.

• Presents Company services and value proposition to customers and customer groups.

• Identifies and builds excellent relationships with key decision makers/executives within target customer account organizations.
• Qualifies, probes, and uncovers opportunities to deliver value to customers.
• Develops effective customer needs analyses.

• Coordinates with operations managers to develop business proposals that align services to be delivered with customer needs and expectations.  Effectively communicates deliverables and value benefits to the customer’s key decision makers.

• Develops, presents, and delivers effective proposals based on customer needs that deliver value and solve their business needs using consultative selling methodology.
• Ability to persuade decision makers of value presented in proposals and to close sales.

• Has responsibility for customer satisfaction; investigates and resolves customer problems consistent with company service delivery philosophy.

• Manages effective transition of new customers for on-going account maintenance and growth.
• Prepares required reports of sales activity in the CRM and prepares expense reports.

• Has a sustained record of sales achievement.

• Has complete knowledge of the organization's policies, products and/or services.

• Interprets accounts, trends, competitive intelligence and records to management.

• Ability to serve on committees or teams to develop large proposals.

• Helps serve as a training resource for new sales employees

Other Responsibilities:

• Successful completion of skill level required for Sales Representatives and/or proven track record of customer and territory management. 

• Must be a team player, organized, self-motivated, and able to prioritize; must have outstanding people and communication skills for interaction with other team members, customers, and management; must have ability to work successfully with computers and software; must be able to legally operate a motor vehicle and have a good driving record.

• Ability to: read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations; write reports, business correspondence, and procedure manuals; effectively present information and respond to questions from groups of managers, customers, and the general public; calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume; apply concepts of basic algebra and geometry; apply common sense understanding to carry out instructions furnished in written, oral, or diagram form; deal with problems involving several concrete variables in standardized situations.

Success Metrics:

• Pipeline Management
• Quota achievement
• Qualified Opportunity Generation
• Customer satisfaction

Knowledge, Skills, Abilities (KSAs), & Competencies:

Essential KSAs:

• Bachelor’s Degree in Marketing, Business or related field and 3+ years of experience or equivalent combination of education and experience.
• Minimum 3 years balancing sales and marketing pipeline activities, prospecting and/or lead generation with proven success in achieving assigned goals.
• Minimum 3 years of experience in proactively engaging with decision making individuals within client organizations

• Minimum 3 years of experience executing business strategies to increase profitable revenue and margin growth
• Demonstrates innovation and deep understanding of client business drivers

Desirable KSAs:

• Manufacturing industry knowledge
• Capable of advising on solutions and technical requirements
• Able to negotiate all aspects of a contract
• Possesses strong financial and business acumen
• Strategic planning
• Relationship management
• Public speaking

Competencies:

• Presentation skills
• Team building
• Adaptability
• Excellent Communication skills
• Problem solving