Sales Representative, Southwestern Ontario:
Job Summary :
• To help achieve the sales expectations for a defined territory.
• As a member of the Sales team, provide support to other members of that group as needed.
• Reporting to Canadian Sales Manager.
Overall Responsibilities and Accountability:
• Meet and exceed sales budget expectations.
• Prospect and develop new customers.
• Nurture and grow existing customers.
• Develop and maintain technical expertise for products offered by the company .
• Contribute to the product development activities for the company .
• Submission of various sales related reports.
• Maintenance of CRM database.
• Job requires minimum 40 hour work week, expected average of 15+ sales calls.
Job Duties:
New Customers & Specifiers
• Continually identify potential new end customers and specifiers as “suspects”.
• Qualify suspects by reviewing their needs for available products and services and filtering to “prospect” list.
• Manage prospect list into new customers & active specifiers by following an effective sales process:
1. Initial approach to establish interest
2. Problems, needs and requirements defined with customer/specifier
3. Outline and present an effective company solution and handle any objections
4. Follow up proposal and address outstanding issues
5. Close the deal and create an “active” customer/specifier by getting an order and/or establishing a path for future orders (e.g. term quotes, ship and debit programs)
Existing Customers & Specifiers
• Establish an effective regular call routine for customers buying through distribution (with guidance from manager) – for example, Ship & Debit customers need at least quarterly attention by sales rep. The distributor does not need to attend all end user visits and should not hinder our regular contact requirements.
• Establish an effective regular call routine for specifiers (with guidance from manager).
• Establish an effective regular call routine for customers buying directly (with guidance from manager).
• Service and maintain business relationships while continually look for opportunities to increase the company share at the customer/specifier.
• Ensure that new company products and services are presented in a timely manner.
Distribution
• Per requirements, identify and develop new distributor outlets/channels as needed.
• Establish an effective regular call routine for key distributors (with guidance from manager).
• Provide field support at end users as needed to assist our channel partners.
• Ensure that new company products and services are presented in a timely manner.
Product Expertise
• Develop and maintain an expert knowledge level of company standard and modified product features and benefits.
• Continually update your understanding of evolving design and manufacturing capabilities the company offers by visiting factories on a regularly scheduled basis.
• Understand the pricing environment for served markets.
• Have a base knowledge of competitor offerings.
Product Development
• Contribute recommendations for product changes and new products.
• Inputs should include competitive intelligence, key features, pricing levels and stocking requirements.
Sales Reporting
• Document call reports weekly. Customer/distributor visits should detail reason for visit, key information learned, upcoming opportunities and follow up requirements. Office time should include a basic outline of key activities.
• Provide Opportunity Report monthly – outlining target account and project activities.
• Submit expense reports monthly.
CRM Database
• GoldMine is the database to be used to track activity at suspects, prospects and customers.
• To ensure our multiple sales channels minimize crossover, check Goldmine for activity at accounts by others before initial approach.
Critical Skills and Traits
• Minimum 2 years sales experience in the Electrical market
• Post secondary degree or diploma
• Able to follow a sales process that delivers results
• Expert understanding of company products
• Personable attitude with excellent presentations skills
• Excellent organizational/time management skills
• Attention to detail and an ability to meet deadlines
• Self-starter that can execute a defined plan.
• Experience and intermediate knowledge of GoldMine, Excel, Word, and PowerPoint
• Represents the company with a professional and courteous attitude
• Works well with peers and others inside the organization
• Accepts training and coaching.
Interested applicants, please email Ken Coker at kcoker@prideinpersonnel.com