Sales Representative

 SUMMARY

Sales Representatives are responsible for all sales activities within assigned accounts or territories. Responsible for increasing profitability of assigned territory and customers by 1) adding new customers, 2) selling more and additional products to existing customers, 3) increasing profit margins, 4) building customer relationships and providing unexcelled service.

PRIMARY RESPONSIBILITIES

• Present and sell company products and services to current and potential clients.
• Prepare action plans and schedules to identify specific targets and to project the number of contacts to be made.
• Developing and following up new leads and referrals resulting from field sales activity.
• Identify sales prospects and contact these and other accounts as assigned.
• Prepare presentations and proposals.
• Develop and maintain current product knowledge.
• Establish and maintain current client and potential client relationships.
• Identify and resolve client concerns.
• Prepare sales call notes, forecasts, potential usage and other status reports, including adherence to goals.
• Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to management and appropriate company staff.
• Help coordinate company staff to accomplish the work required to close sales.
• Participate in special sales activities to reduce stock.
• Other duties as assigned.

ADDITIONAL RESPONSIBILITIES

• Participate in marketing events such as seminars, trade shows, and telemarketing events.
• Follow-up for collection of payment when required.
• Communicate  shipping schedules and delivery of product and services as required.
• Help provide on-the-job training to new sales employees.

 Coordinates With:

1. Inside Office and Customer Service Personnel
2. Facility Operations Manager
3. Credit Manager
              
   Supervision Required:
    
   The Sales Representative is expected to make appointments and plan his/her daily sales calls without the direct involvement of a supervisor.
    
   Off-list pricing decisions must be approved by the Regional Sales Manager or Vice President of Sales & Marketing.
    
   Extension of credit and/or credit limits must be approved by the Credit Manager.
    
   Promises of delivery schedules must be coordinated with the Facility Operations Manager.
    
    

Coordination with Management 

• Implements planning objectives and goals.
• Prepares itinerary and daily call reports.
• Submits Monthly Goal Reports
• Submits Annual Forecasts for assigned accounts
• Provides Manager with information on such matters as competitive activity, market trends, customer dissatisfaction.
• Furnish pertinent information about customers to office and plant personnel.
• Participates in community and industry activities as appropriate.
• Participates in sales meetings.
   

Management of Sales Territory and Customer Relations 

    Organize time and territory.

• Coordinates/implements programs to develop key accounts.
• Solicits business by means of frequent personal calls to potential customers and existing customers.
• Investigates and resolves customer problems when they arise.
• Prepares sales proposals, bids, quotation and price change letters.
• Updates call notes, forecasts, potentials, contacts, and other customer data into computer database.
• Participates in local sales promotion activities, i.e. trade shows, etc.
• Evaluates performance of customer sales activity against objectives and plans.
• Keeps abreast of new market developments.

Disseminating market information to customers.
 
 
 
Other Responsibilities 

• Qualifying accounts as to financial and buying strength.
• Properly maintaining company provided equipment.
• Assist in the collection of delinquent accounts.
• Assist management in office, operations, or other functions when called upon by   management.

Authority Level           

Working within guidelines and planning commitments, the Sales Representative has authority to implement sales programs within designated territory and customers. Authority is limited in terms of dealings with non-approved vendors, credit, and capital expenditures.  Off-list pricing must be approved by Management.

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.

EDUCATION and/or EXPERIENCE

Bachelor's degree from four-year college or university; or five years related experience and/or training; or equivalent combination of education and experience.

•  Courses in salesmanship, business, marketing, chemistry, and human relations are helpful.
• Previous sales experience is desired and helpful.
• Product/applications knowledge.
• Waste regulations knowledge.

KNOWLEDGE AND SKILL REQUIREMENTS

• Basic reading, writing, and arithmetic skills required.
• Ability to persuade and influence others. Ability to develop and deliver presentations. Ability to create, compose, and edit written materials. Strong interpersonal and communication skills. Knowledge of advertising and sales promotion techniques.
•  Visibility requires maintaining a professional appearance and providing a positive company image to the public.
• Work requires significant local travel to current and potential clients. This requires the possession of a valid state drivers license and a good driving record.
•  Work requires willingness to work a flexible schedule and occasional overnight travel.

 LANGUAGE SKILLS

Ability to read, analyze, and interpret business and technical journals, financial information, government regulations and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to write business letters and reports that conforms to prescribed style and format.  Ability to make presentations and speeches and to effectively present information to customers, management, and public groups.

MATHEMATICAL SKILLS

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.  Ability to apply concepts of basic algebra and geometry.

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret a variety of technical material and deal with several abstract and concrete variables.

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

WORKING CONDITIONS

DEMANDS

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 the essential functions.

 While performing the duties of this job, the employee is regularly required to talk or hear.  The employee frequently is required to stand; walk; sit; use hands to finger, handle, or feel; and reach with hands and arms.  The employee is occasionally required to climb or balance; stoop, kneel, crouch, or crawl; and taste or smell.  The employee must regularly lift and/or move up to 10 pounds and occasionally lift and/or move up to 100 pounds. 

WORK ENVIRONMENT

Working conditions are normal for an office environment. Work requires significant local travel and may require occasional overnight travel and weekend and/or evening work.

 PHYSICAL

The work environment characteristics described here are representative of those an employee encounters while performing 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 occasionally exposed to wet and/or humid conditions, moving mechanical parts, fumes or airborne particles, toxic or caustic chemicals, and outside weather conditions.  The noise level in the work environment is usually moderate.

Several factors will be used to evaluate performance as follows:

•  Achieving sales and profit goals
• Meeting defined expectations
• Management of sales territory, customer relations, and sales skills
• Salesmanship abilities and characteristics
• Feedback from customers.
• Coordination and cooperation with management

Performance measurement will be evaluated on your demonstrated effort to improve your skills, techniques, and actual results.   

Goals for improvement will be established during reviews with specific agreed upon action plans.  Follow up and review dates will be established.