Summary: Executes sales strategy, initiates contact with existing and potential customers, identifies their needs, and sells and delivers appropriate products or services to meet those needs.
Essential Duties and Responsibilities include the following: (Other duties may be assigned)
Much of your time is spent in the field traveling to the customer's location of business and presenting new products and selling additional products, technology, sales programs, and services while providing products.
Travels throughout assigned territory to call on regular and prospective customers to solicit sales orders in person.
Reviews sales orders and schedules sales calls to deliver items ordered and attend to equipment needs.
Maintains enough merchandise to properly service each assigned account to avoid back-orders.
Reports all daily activities using the company supplied tools (e.g., call and daily log reports).
Regularly visits prospective customers to request sales orders in person.
Communicates all completed sales invoices daily to the corporate office.
Compiles lists of prospective customers for use as sales leads, based on information from newspapers, business directories, industry ads, trade shows, Internet Web sites, and other sources.
Develops new prospects, closes new business, and interacts with existing customers to increase sales of the organization's products and/or services.
Develops and makes sales presentations to prospective and current customers with corporate and regional sales management approval.
Develops and maintains relationships with all key managers and subordinate workers within the assigned customers.
Develops a sales plan for increasing sales and performance.
Forecasts sales for assigned customers and territory.
It performs daily inspections of the delivery vehicle and ensures that all maintenance and safety requirements are met.
Control Truck Inventory. Performs weekly inspections of product inventory to ensure that there are no inventory discrepancies.
Meets or exceeds company-set quotas and sales goals.
Services and manages all customer sales needs including but not limited to:
Addresses Customer inquiries, complaints, rebate programs, sales promotions, contests, equipment demonstrations and equipment productivity.
Provides equipment demonstrations and solves equipment problems; responsible for the initial visit to determine if an equipment issue is 'user error' or mechanical breakdown. Manages the action plan for equipment repair and may do some minor field repairs if necessary and documents all issues on the form to communicate findings to the equipment repair department. Obtains approval for all equipment installations or placement from the regional sales manager and general manager of the region.
Displays or demonstrates products using samples or catalogs, emphasizing important salable features. Gathers new customer data and other sales data for current customers. Assists in customer training for all products and equipment.
Tracks stock levels and ensures that all products and marketing materials are displayed and available. Responsible for handling all customer requests for return items and seeks approval from the regional sales manager, general manager and corporate. Manages the pick-up and credit transactions of approved returns in a timely manner.
Assists in reviewing sales reports to ensure equipment 'on loan' has the return on investment 'ROI' per the company guidelines and standards.
Develops an action plan and reviews it with the regional sales manager and customer management team as necessary. Investigates and resolves customer problems including payment issues.
Quotes prices and credit terms and prepares sales proposals/agreements for orders obtained with corporate and regional sales management approval.
Estimates date of delivery to customer, based on knowledge of production and delivery schedules.
Prepares reports of business activities, sales process statuses, and sales transactions. Keeps expense accounts.
Works with sales administration and marketing to keep account activities, contact information and literature is up to date.
Ensures all marketing and promotional expenses stay within the territory budget and seeks approval from regional sales management prior to committing to the customer.
Assists in developing service menus, flip charts, and service department operation code installations in accordance with Company policies and guidelines.
Reviews performance reports on all products in place and potential sales opportunities with customer management teams.
Coordinates customer training and conducts service drive and shop training for all products, services, technologies and equipment.
Conducts training at the convenience of the customer and sometimes early in the morning or late in the evening.
Seeks approval for all equipment installations or placement from the regional sales manager and general manager of the region.
Gathers new customer data and other sales data for current customers.
Attends trade shows and sales meetings as needed.
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit;
Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
Quality Management - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.
Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity; Upholds organizational values; Abides by company's Code of Business Conduct and Ethics.
Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
Strategic Thinking /Adaptability - Develops strategies to achieve organizational goals; Understands organization's strengths and weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy approach to changing conditions; Able to deal with frequent change, delays, or unexpected events.
Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
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