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Form of workJob title:Field Sales Representative (FSR)
FLSA status: Exempt
Department: Outside Sales
Supervises: No direct reports
Reports to: Vice-President of Sales
Date written/revised: Aug 2023
Position Summary:
Premier Safety’s Field Sales Representative (FSR) is an individual contributor responsible for the development and management of company strategic accounts with focus on growth of available market share, profitability, and customer satisfaction. FSRs coordinate the sales activities and manage resolution of specific customer problems. FSRs are responsible for the sale of ALL Premier Safety’s products/systems/services in accordance with the company sales strategy.
Premier Safety’s FSRs must have the attitude, drive, and aptitude to develop, grow, and manage a sales territory with strategic focus on increasing the company’s market share and profitability. FSR’s should expect to: lead the coordination of sales activities and strategies; identify leads and opportunities; be proficient in problem-solving; and in developing and foster long-term customer relationships. FSR’s are responsible for selling the company’s Technical Services & Solutions and Core products in accordance with Premier Safety’s Solution Selling sales strategy.
Essential functions and responsibilities:
- Meets and exceeds both qualitative and quantitative sales goals consistently.
- Sells products/services/solutions to current and new customers, focusing on volume, mix, and profitability. The primary focus should be on selling Premier Safety’s technical services & solutions and strategic manufacturer’s/supplier’s products.
- Performs market research and identifies prospective customers; accurately forecasts opportunities; develops and manages a prospect pipeline in the company’s CRM and pipeline management tool(s); follows up on sales leads and moves potential customers through the sales cycle to generate revenue for the company.
- Ensures a positive customer experience throughout the sales process.
- Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product and service offerings, and align company solutions to increase organic and new customer opportunities.
- Identifies and drives the development of new market opportunities in assigned market(s) and participates in cross-collaboration and knowledge-sharing with team.
- Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.
- Research product and/or demonstrate product, using samples or catalog, and emphasize features and benefits of the Company’s products and services
- Monitors competitor’s activities within assigned territory and ensures that appropriate response strategies are formulated and implemented. Provides input on competitive advantages and market price developments.
- Enters and maintains sales, contact, and activity data into CRM; maintains CRM data integrity
- Works with customer service representatives, marketing, and other teams to keep account activities and literature up to date
- Uses proper procedures for consignment and demo equipment
- Coordinates customer training on products and applications
- Develops and maintains relationships with vendor contacts and proactively schedules training and joint calls with strategic vendors
- Investigates and resolves customer problems with deliveries and accounts receivables
- Attends and works trade shows
- Perform other duties as needed
Success factors/job competencies:
- Excellent telephone etiquette, professional attitude, and sales integrity.
- Demonstrated knowledge of product and solution-based selling skills
- Ability to work independently and as part of a team in a fast-paced, changing environment.
- Strong communication, planning, organizational, time management, problem-solving, eCommerce/digital, and customer service skills.
- Quality mindset with strong attention to detail, accuracy, and thoroughness.
- Demonstration of accounting or general business financial acumen.
- Demonstrated ability to set profitable sales goals and achieve them.
- Proficiency with MS Office products (Excel, Word, PowerPoint) and the technical aptitude to learn all company-specific programs and software applications.
- Proficient in presenting to varying levels of hierarchy within a customer or vendor’s organization
Physical demands and work environment:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
- Must be comfortable with public speaking and presenting in front of others
- Must perform work in an office, customer work site, and/or plant environment.
- Position requires approx. 50% travel within assigned territory.
- Required to properly operate and control a motor vehicle; specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
- The employee is occasionally exposed to wet/or humid conditions; moving mechanical parts; fumes or airborne particles; toxic or caustic chemicals; outside weather conditions; extreme cold and extreme heat.
- The employee will be required to use a computer with keyboard, telephone, or handheld mobile device for extended periods. Incumbent must be able to see, hear, speak, and perform tasks requiring manual dexterity.
- Incumbent may be required to lift objects to 20 pounds and occasionally lift and/or move up to 50 pounds.
- Occasional evening and weekend work may be required as job duties demand and may include little to no advanced notice.
- While performing the duties of this job, associates are regularly required to sit, stand, bend, and climb.
Education/Certification/License(s)/Experience required:
- Bachelor’s degree in a related field (e.g., Business, Supply Chain Mgt, Marketing, Finance, etc.) Preferred or equivalent work experience
- Valid driver's license is required
- Minimum of (2) years of Outside Sales experience preferred, or equivalent combination of education and experience.
