Sales Representative

Sales Representative

Job Title: Sales Representative

Department: Sales

Reports To: Sales Manager

FLSA Status: Non-Exempt

Expectations for All Employees:

In the performance of their respective tasks and duties, all employees are expected to conform to the following:

Support the organization’s mission, vision, and values.

Trusted by millions of mamas worldwide, Earth Mama Organics has manufactured obsessively clean herbal care for over two decades. Formulated by a nurse and herbalist, Earth Mama combines generations of women’s wisdom, traditional herbal remedies and evidence-based research to create organic herbal teas, castile soaps, balms, sunscreens and even baby loss support. Earth Mama truly is For Everyone and Their Mother®.

Summary

The Sales Representative is a high-energy team player and an ambassador for the Earth Mama brand. Their passion for the natural products industry is infectious, and they exude enthusiasm for Earth Mama’s products and mission. They are a natural communicator with the ability to build rapport quickly and establish lasting business relationships. They keep their commitments to customers and employ strong follow through to earn their reputation for being trustworthy and reliable. They are a natural achiever and excel in a fast-paced business environment, handling multiple projects and competing deadlines simultaneously with grace.

The Sales Representative is responsible for entering customer orders, vetting new wholesale accounts within their territory, and promoting sales through regular Inside Sales activities and at trade shows and educational events. They are able to enter customer orders accurately with acute attention to detail, ensuring pricing and promotions are applied properly and all relevant details about orders are communicated to the customer as well as the Fulfillment, Procurement and Finance teams.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Represent the company in an efficient, professional and courteous manner in all interaction with customers and consumers both internal and external.
• Accurately and efficiently complete daily order entry tasks of the sales department, including: importing orders from TruCommerce, Faire, and other sites; entering orders that come in through email; and any phone orders. Ensure pricing and promotions are applied properly. Communicate effectively with the Fulfillment, Procurement and Finance teams to ensure timely processing of orders.
• Provide warm and reliable customer service to all customers. Keep commitments to customers and employ strong follow through to earn the reputation for being trustworthy and reliable.
• Be familiar with scheduled promotions, prepared to discuss same with reps and customers, and introduce to customers as directed.
• Schedule regular trainings, meetings and check-ins with existing and potential retailers. Use strong, reliable follow up and excellent written and verbal communication skills to manage the complete sales cycle and meet customer needs and expectations.
• Use consultative sales techniques to understand the needs and requirements of retailers and overcome objectives.
• Build lasting business relationships with retailers across the country, with the goal of creating Earth Mama Brand Ambassadors in every store in the territory. The focus of their sales activity is to build sell through and become a trusted partner to help ensure retailer success with the brand.
• Monitor and support sell through in existing retailers by communicating and leveraging approved promotions and providing phone training, testers, and staff samples as needed.
• Ensure that distribution, promotional, merchandising and pricing/margin goals are delivered for the accounts and for the key accounts within the region, including the following:
• Maximize promotional activity by clearly communicating promotions to retailers and ensure promotional pricing at the shelf
• Reach distribution drive goals/ACV
• Actively fill distribution voids
• Identify promotional opportunities
• Set 3-5 specific objectives for each sales call
• Upsell key account promotions
• Achieve new item distribution targets
• Use reports to identify opportunities to increase sales in the territory
• Utilize Marketing materials to gain brand recognition
• Work closely with the Sales & Customer Service Supervisor to co-manage regional key accounts within the territory.
• Regularly check ecommerce sites within assigned territory for MAP compliance. Work closely with assigned ecommerce accounts to Earth Mama images and copy are fresh and up to date.
• Proactively manage a monthly car stock allowance to support sales while staying within budget.
• Grow Earth Mama’s ACV in assigned territories by reaching out to potential retailers on assigned lead lists: prospecting, qualifying, and closing the sale.
• Use provided tools and technology to track all daily sales activity. Update NetSuite with details of all sales calls and emails and use Glip to communicate with the Earth Mama team as outlined in existing SOPs.
• Participate in regularly scheduled call monitoring and one-on-one coaching sessions with the Sales & Customer Service Supervisor.
• Report on goals, metrics, and progress of strategic sales initiatives as needed on a weekly, monthly and annual basis.
• Use tools provided by Earth Mama, including the Slide Library, Sell Sheets and other Marketing materials to create approved training decks and sales presentations, ensuring that all presentations are on brand.
• Provide appropriate reports as required.
• Create an effective organization system.
• Help to plan/execute educational events/trade shows per SLT direction, and to ensure post-event follow up-maximizes the opportunities. Attend events whenever appropriate.
• Stay up to date on the industry trends. Share relevant information with the Sales team through Glip and in Sales Meetings.
• Vet applications for wholesale accounts using established guidelines and SOPs. Follow up to secure first orders from all new wholesale accounts in their territory.
• Be familiar with location of product information resources in order to answer customer product questions within policy guidelines; follow protocol for appropriate referrals.
• Self-evaluate and accept management evaluation of performance for continued growth based on established metrics.
• Perform other duties within the department as determined by the supervisor.
• Comply with company policy and procedure at all times.
• Other duties and responsibilities as assigned.

Supervisory Responsibilities

Good Manufacturing Practice (GMP) Responsibilities

Ensure any feedback from (customers or personnel) regarding known or perceived quality issues of products is relayed to CEO.

Indicators for Success/Key Performance Indicators (KPIs)-

• Achieve targeted sales goal (quarterly and annually)
• Meet or exceed new item distribution goals
• Meet or exceed distribution drive goals (existing items, quarterly)
• Meet or exceed monthly call and activity goals
• Includes departmental KPIs indicated on Annual Strategic Plan

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Requires an understanding of sales, data processing systems, effective telephone techniques, strong computer and data entry skills and the ability to answer customer questions and resolve problems efficiently and effectively.
• Excellent verbal and written communication skills
• Strong organizational, problem-solving and analytical skills
• Ability to work independently and as a member of cross-functional teams
• Ability to spend time in the field when applicable, including some overnights
• Acute attention to detail and high professional standards
• Demonstrated ability to plan and organize projects
• Versatility, flexibility and a willingness to tackle changing priorities and multiple deadlines with enthusiasm
• Strong desire to learn and grow with a fast paced, mission-driven organization
• Consistent team player, positive attitude and a role model for the company and its mission

Language Skills:

Ability to read and comprehend simple instructions, correspondence and memos. Ability to write clearly and simple correspondence. Ability to effectively present information in one-on-one and small groups situations to customers, clients and other employees of the organization.

Mathematical Skills:

Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio and percent and to draw and interpret graphs.

Physical Demands

The physical demands 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 the essential functions.

While performing the duties of this job, the employee is regularly required to stand and walk. Specific vision abilities required by this job include the ability to be able to view a computer screen, and the ability to drive a car.

Work Environment

The opportunity to work remotely from home is offered with the understanding that it is the responsibility of the employee to ensure that a proper work environment is maintained as follows:

• Designate an area that allows for working in an office setting. Ensure that the equipment necessary to perform the work is in the designated area;
• Make advance arrangements for dependent care to ensure a productive work environment. (Telework is not intended to be a substitute for day care or other personal obligations.);
• Keep personal disruptions such as non-business telephone calls and visitors to a minimum;
• Obtain pre-approval from the supervisor for use of Paid Time Off to attend to family or home matters during home office hours; and
• Ensure that the home office is a safe place to work.

The above statements are meant to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required of personnel so classified.

Job Type: Full-time

Pay: $42,000.00 - $58,000.00 per year

Benefits:

• Dental insurance
• Employee discount
• Flexible spending account
• Health insurance
• Paid time off
• Retirement plan
• Vision insurance
• Work from home

Schedule:

• Day shift

Travel requirement:

• No travel

People with a criminal record are encouraged to apply

Work Location: Remote