Commercial Outside Sales Representative

PURPOSE

Demonstrates in-depth knowledge experience and skills to effectively represent the company with the largest or most complex customers. Understand customer's needs and identifies products and services to meet these requirements. Participates in a leadership role helping train and develop less experienced members of the sales staff. May also act as Sales Manager during his/her absence.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Represents the company during the sales process by collecting data on customer needs and design specifications, and acting as a liaison between inside technical/design staff and customer in developing sales proposals. Possesses the experience and knowledge to effectively handle complex or highly specialized customer requirements.
• Develops sales contracts for a wide range of projects, including residential, multi-family and commercial, by collecting specification information from the client's engineer or architect of record and conveying needs and changes to technical staff and management.
• Troubleshoots field issues which may be difficult to resolve or are complex in nature.
• Effectively plans and conducts sales presentations for current and prospective customers. Designs professional demonstrations or presentations of company products and services and provides clarification on how we can meet their specific needs.
• Researches, identifies and solicits new customers. Generates sales opportunities through research on client needs, industry competition and effective demonstration of the features and benefits of the company's products and services.
• Continuously updates customers on products and services and provides explanations how these products and services meet current or future customer requirements.
• Participates in a leadership role, such as chairing meetings, acting in the Sales Manager's capacity during his/her absence and helping train and develop less experienced members of the sales staff.
• May provide training to less experienced Outside Sales Reps
• Prepares recurring and special reports, forms or other documentation for management, as required.
• Enhances knowledge of sales techniques and expands product and industry knowledge by attending company-sponsored training programs. May serve as presenter at training programs to assist in the development of less experienced Outside Sales Reps.
• Plans and paces own work efficiency in order to meet daily, weekly, project or team-related productivity goals
• Understands and observes all safety procedures and practices in order to prevent injury to self or coworkers. Attends periodic safety meetings as required. May recommend changes to improve safety procedures.
• Carries out other duties as assigned.

SUPERVISORY RESPONSIBILITIES

This job has no supervisory responsibilities.

MINIMUM REQUIREMENTS

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.

Bachelor's degree in Sales, Marketing or related field plus two (2) years prior sales experience, or equivalent combination of education and experience.

COMPETENCIES

• In-depth knowledge of company products, services, production processes and product standards
• In-depth understanding of policies and procedures relating to sales and customer service
• Ability to maintain confidentiality regarding sensitive information, including company information and customer-specific information
• Demonstrated professionalism, diplomacy and tact to portray the company in a positive manner
• Highly effective selling skills
• Ability to achieve aggressive sales goals and objectives
• Highly effective presentation skills, including ability to present complex subject matter to an audience which may lack expertise of the topic
• Ability to prioritize work, manage time effectively and work unsupervised
• Well-developed interpersonal and influencing skills, including demonstrated ability to interact effectively with various levels within customer organizations, including senior management levels
• Ability to utilize background and experience to provide training and development to less experienced Outside Sales Reps
• Attention to detail
• Proficiency in Office Suite
• Valid driver's license

WORK ENVIRONMENT / PHYSICAL ACTIVITY

• Subject to both typical office environment and outside locations with temperature and weather variations.
• Must be able to lift and carry up to 25 pounds frequently and on occasion up to 80 pounds.
• Work is performed on both company and customer sites and involves driving to customer locations