Sales Representative I

Primary Purpose: Builds profitable sales, employing a consultative sales approach. Develops and maintains a long-term partnership with customers by using industry expertise. Uses Veseris resources to provide solutions to customer needs and gathers market intelligence.Specific Duties and Responsibilities: A. Follows the Guiding PrinciplesB. Builds and sustains long-term customer partnerships · Makes the business relationship mutually beneficial · Cultivates rapport with customer · Responsive to customers needs · Establishes a long-term perspective on doing business with the customer · Maintains up-to-date information on customers (contacts, competition, products) · Fulfills customer expectations with realistic commitments · Serves as a resource to customers by sharing useful information (regulations, safety, product knowledge, market trends, pricing)C. Manages Territory and Accounts · Performs to or exceeds sales forecast · Uses activity-based profitability model and segmentation strategy to spend selling time with the most profitable segments and increasing activity based margin · Maximizes face-to-face selling and limits non-selling activities · Prepares detailed sales plan for territory and individual accounts · Forecasts customer demand by customer and product · Manages tim

e effectively · Executes strategies to address competitive situations · Implements Veseris marketing plans and strategy (e.g. maximize sales of key products) · Knows attributes, tendencies and needs of all customer segmentsD. Uncovers Customers needs/opportunities · Probes customer to uncover needs/opportunities · Acknowledges understanding of customer needs/opportunities · Determines satisfaction level with Veseris and/or competitionE. Develops solutions to customer needs/opportunities · Evaluates needs/opportunities and matches them with Veseris products/services · Is resourceful: considers full range of options to find a creative solution · Uses financial analysis to develop and support solutionsF. Understands customer’s business · Identifies customer decision making process · Knows industry needs and trends · Uncovers specific customer requirementsG. Conducts effective sales calls · Uses effective techniques during presentation · Adapts presentation style to needs and expectations of the customer · Responds to questions with clear and to-the-point answers · Utilizes outside resources as necessary (Manufacturer reps, specialists, etc.)H. Demonstrates proficient use of sales automation tool set · Uses PC and related software (CRM software, Tableau, Microsoft Office platforms) · Enters and updates quotes as needed I. Displays effective interpersonal & communication skills (internal/external) · Delivers information in terms customers & associates understand · Achieves mutual understanding by summarizing & reviewing agreements · Actively listensJ. Demonstrates knowledge of Veseris · Understands mission statement & quality process · Understands policies & procedures · Identifies people in the organization who can provide customer with requested information · Understands the profitability model and customer segmentationK. Demonstrates understanding of Veseris products and services · Understands applications of key products · Understands capabilities/limitations of Veseris services · Uses available resources to learn about products and industries (trade journals/shows, supplier brochures/classes, supplier hot line, Veseris experts) · Knows our value-added services (BCE’s, PCA’s, Pestweb, Insect ID, Technical Training, etc. etc.)L. Knows about competitors and their services · Knows limitations and capabilities of competition’s products and services · Distinguishes Veseris products and services from the competition · Keeps abreast of general business and economic trends · Acquires, assesses, and shares competitive informationM. Resolves problems/nonconformances quickly · Uncovers and verifies problems/nonconformances · Probes for all details on expressed concerns · Persists until all causes are identified and resolved · Develops and presents solutions quickly · Anticipates potential problems and proactively works to avoid themN. Negotiates effectively for win/win results · Prepares in advance for possible objections by customer · Acknowledges and responds to objections as soon as they arise · Makes appropriate trade-offs/concessions while gaining customer commitment · Follows Veseris pricing/marketing strategyO. Gains commitment from customers · Identifies verbal and nonverbal signs of customer readiness to commit · Obtains commitment from customer to establish next incremental step in the sales processP. Demonstrates focused prospecting · Uses a variety of resources to locate and qualify leads · Uses the segmentation strategy to identify desirable prospects · Follow up on leads and samplesQ. Teamwork: collaborates with team members · Seeks good communication and cooperation within the Veseris organization · Coordinates all resources needed for special projects · Identifies and uses internal resources as needed to complete tasks · Supports team goals · Is receptive/flexible/adaptable to change · Makes joint calls with sales manager · Communicates customer needs/opportunities throughout the value chain using company wide data baseR. Establishes and executes a Personal Development Plan · Identifies priorities · Develops specific action plan · Breaks down long term objectives into short term goals · Monitors progress to meet goalsSeeks feedbackProblem Solving: Routine: Identify customer needs and recommend a solutionDifficult: Transforms an indifferent prospect into a customer; manage dissatisfied customer without making significant financial or service concessionsInterface: Position/Title Organization Reason for ContactCSR VeserisCoordinates/communicates customer issues and activitiesSales Manager VeserisCommunication about personal/company strategies and progress toward goalsDecision Makers/Influencers Customer/prospect Uncover needs and resolve them with Veseris products and servicesSupplier Sales Reps Supplier Seek information or other assistance in offering solutions to customerCredit Coordinator Veseris Help resolve payment concerns and invoicing issuesOperations Manager Veseris Seeks updates on regulationsMPU Veseris Communicates fluctuations of customer/product demandsDecision-Making Authority: · Price quotes within established guidelines· Segmenting customers· Qualifying prospects· Resolving customer problemsSupervisory Responsibility: NoneSpecialized Knowledge/Skills: Entry RequirementsCommunication and active listening skillsConsultative selling skillsKnowledge of Veseris products, services and the industries we serveProblem-solving and negotiationCustomer and territory managementPricing and marketing strategyGrade 11 – Account Executive requires the candidate to manage a minimum of a $5+ million dollar territory, manage multiple location accounts and handle large accounts of a complex nature. 10 years experience demonstrating consistent growth of territory.Education/Training: Bachelors Degree preferred and demonstrated performance of appropriate entry level skillsPhysical Demands/Environmental Conditions: Visits to customer sites/facilities at which there may be potentially hazardous substances.The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualification required of employees assigned to this job.