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Form of workJob Description
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Incumbent must be located in Arizona or Utah
Summary: Manages sales activities of the organization by selling Multivac products and services as defined by management to “food” customers/ prospects in a geographically defined region. Responsible for complete sales process in the defined territory including but not limited to prospecting, reporting, quoting, and closing business in accordance with sales budget. Will be responsible for achieving sales goals for their assigned regional territory. The South region territory will include; Arizona and Utah.
Time Utilization: This position will travel up to 80% with the remainder of the time being spent in the office to ensure proper preparation and follow-up. Normal business hours are 8:00 am to 5:00 pm. Schedule needs to be flexible to accommodate travel, customer needs, trade shows, meetings, and customer schedules.
Must Haves
- Sales Experience: 3+ years direct, capital equipment sales experience, ideally selling into manufacturing, packaging or processing.
- Lead generation through trade shows, industry meetings, networking, and cold-calling.
- Extensive technical knowledge with capital equipment machinery and functionality.
- Experience with long, complex sales cycle with numerous stakeholders, ideally in manufacturing, processing or packaging.
- Location: Must be within driving distance of a major airport in either Arizona or Utah. Open to relocation.
Responsibilities:
- Identify potential sales opportunities with existing customers and new prospects by making personal sales calls, following up on leads provided by the company, and by other prospecting methods as appropriate.
- Utilize resources provided by the company to further the sales process including marketing tools, demonstration facilities, and other sales associates as necessary.
- Work closely with Sales Administration in the quote and order process, according to established procedures.
- Utilize CRM according to established procedures, such as, professionally and efficiently update and maintain all CRM data including customer data, all customer contact details, current opportunity forecast data, along with competitive information.
- Provide all necessary information and documentation for the completion of sales proposals and orders. Take responsibility for managing customer expectations as they relate to the order process.
- Monitor and report competitive activity in territory and elsewhere.
- Operate within annual expense budget and work to meet established individual sales budget. Will assist in the budget planning, but not responsible for creating and approval of it.
- Attend and participate in trade shows, sales meetings, industry meetings and other activities as directed by management.
- Be an active student of the industry and of good selling practices.
- If the applicant is not internal, then they will be required to complete a company sales training program and demonstrate proficiency in all subject matter.
- Develop and utilize a business plan for their respective territory.
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.
Education/Experience:
Bachelor's degree and four or more years related experience, or equivalent combination of education and experience.
The year of experience must be sales experience in one or more of the following: capital equipment, packaging materials, other industry-related goods, or experience within the Multivac organization
Language Ability:
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Must have strong presentation skills.
Math Ability:
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 collects data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
Computer Skills:
To perform this job successfully, an individual should have Intermediate to Advanced knowledge of Word Processing software; Spreadsheet software; PowerPoint: Internet software and Contact Management systems.
Certificates and Licenses:
Current valid driver’s license and the ability to obtain a passport for travel as required by the position.
Supervisory Responsibilities:
This job has no supervisory responsibilities.
Work Environment:
The work environment characteristics described here are representative of those an associate 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 associate is frequently exposed to work near moving mechanical parts. The associate is occasionally exposed to wet or humid conditions (non-weather); cold (non-weather) and heat (non-weather).
The noise level in the work environment is occasionally loud.
Physical Demands:
The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The associate must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus. While performing the duties of this job, the associate is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The associate is frequently required to walk. The associate is occasionally required to stand; climb or balance and stoop, kneel, crouch, or crawl.
