Technical Outside Sales

Summary

The Outside Sales Representative is responsible for selling all products represented by new Gen Products automation packages from NGP to achieve opportunity-based sales quotas. The Outside Sales Representative will reach his or her business targets through effective management of targeted accounts and physical visits to customer sites. This individual will also develop ongoing, profitable relationships with customers and continually maintain a professional image of the company. Integrity, passion, and in-person presentational skills are essential for this role.

Responsibilities

• Perform professional presentations or demonstrations of company product(s) and service(s) during visits to customer locations.

• Penetrate all targeted accounts and radiate sales from within client base.

• Overcome objections of prospective customers, finding customer hot buttons, i.e. delivery, price, quality, etc.

• Find projects and uncover bidders, decision makers
• Emphasize NGP product/service features and benefits,
• Acquire RFQ’s and work with appropriate inside sales person to generate a quote in a timely manner
• New customers will require outside sales person to fill out all paperwork required by customer and give them NGP credit terms
• Build and foster a network of referrals to create new opportunities for revenue growth.

• Generate and develop new customer accounts to increase revenue, by cold-calling if necessary.

• Ensure follow-up by using SELLTIS with calls-to-action, dates, complete profile information, sources, and so on. Involve inside sales where needed.

• Always maintain professionalism, tact, diplomacy, and sensitivity to portray the company in a positive manner.

• Actively manage sales calls to maximize coverage of assigned territory in a time-efficient manner.

• Use SELLTIS software to maximize sales efficiency and effectiveness.
• Using SELLTIS, maintain accurate records, including sales call reports, and other documentation.
• Follow expense procedures outlined by company, including mileage. Turn in expense reimbursement forms on a timely basis.
• Periodically conduct information-only presentations, such as lunch and learns.
• Attend trade shows in territories and trade/association seminars.
• Make front-line assessment of market conditions and advise company Sales Managers of findings.
• Build and maintain ongoing awareness of new products and services, competitor activities, and other research. Attend all sales training required by sales management.

Requirements

• University or college degree is not required, but is a plus. A degree in industrial distribution and or engineering is desirable. Any marketing or an acceptable combination of education and experience is acceptable.
• 3 years of direct work experience in an external sales capacity or advancement from NGP training program.
• Demonstrated ability to convert prospects and close deals while maintaining established sales quotas.
• Professional demeanor, selling style, and appearance.
• Solid experience in opportunity qualification, pre-visit planning, call control, account development, and time and territory management.

Knowlwdge, Skills, Abilities

• Understanding of qualifying opportunities involving multiple key decision makers.
• Strong knowledge of end user, contractor, OEM and supply house sales principles, methods, practices, and techniques.
• Strong problem identification and objection resolution skills.
• Able to build and maintain lasting relationships with customers.
• Exceptional verbal communication and presentation skills.
• Excellent listening skills.
• Strong written communication skills.
• Self-motivated, with high energy and an engaging level of enthusiasm.
• Able to perform basic calculations and mathematical figures.
• Ability to work individually and as part of a team.
• High level of integrity and work ethic.
• Must possess a valid driver’s license.
• Experience with customer relationship management (CRM) software.

Working Conditions

• Frequent travel is required, often up to several hours of driving per day.
• Ability to travel to, attend, and conduct presentations.
• Manual dexterity required to use desktop computer and peripherals.
• Occasional lifting of items up to 50 lbs.
• Working overtime as required.
• Exposure to variable weather conditions is likely.

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