Sales Representative

Position Summary

A consultative sales approach which develops and maintains relationships with new and existing clients within an assigned territory in order to increase revenue.  Confirms that services provided consistently meet the needs of our clients.  Relies on extensive experience and judgment to plan and accomplish personal and corporate goals and objectives.

Essential Duties and Responsibilities

A. Sales Activities

• Plan and prioritize personal sales activities and customer/prospect contact towards achieving personal and corporate goals and objectives.
• Plan and manage personal business territory according to corporate sales development strategy.
• Maintain and develop existing and new customers through appropriate sales methods to optimize quality of service, business growth and customer satisfaction.
• Respond to and follow up customer inquiries using appropriate methods.
• Monitor and report on market and competitor activities and provide relevant reports and information.
• Communicate, liaise, and negotiate externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.

B. Administrative responsibilities

• Forecast sales volume and activities – weekly review with management (Friday afternoon)
• Use customer and prospect contact activities tools and systems, and update relevant information held in these systems.
  • Maintain pipeline – update on a weekly basis (Friday afternoon)
  • Database maintenance – update on a daily basis
  • Reporting (timesheet, expense, activities) on a weekly basis (Friday afternoon)
  • Maintain account profiles – update as required

C. Department responsibilities

• Work a nominal 40-hour week, with overnight travel including sales calls and supporting other organized marketing activities; e.g., promotions, advertising, tradeshows and conferences.
• Communicate, liaise, and negotiate internally using appropriate methods to facilitate the development of positive relationships throughout the company.
• Maintain contact with Sales Administration; e.g. in relation to customer queries/complaints.

D. Professional Responsibilities

• Maintain current knowledge of all relevant sales and marketing procedures
• Engage in training to develop relevant knowledge, techniques and skills.
• Adhere to health and safety policy and other requirements, as referenced in the Employee and Safety Handbooks.

E. Measures

• Sales performance against volume and margin plan
• Market expansion against target
• Customer interaction (visits, etc.) against plan
• Administrative reporting against policy
• Ability to report on any given client of where we are in the sales cycle as shown in the Sales Training Manual

Qualifications

• Excellent oral and written communication skills
• Willingness to travel at least 50% of time (sales calls, promotions, tradeshows and conferences)
• Proven track record for meeting and exceeding quotas and closing 5-6 figure sales.
• Proven problem solving capabilities and resourcefulness.
• Must be well organized and self-directed, but a team player.
• Must be computer literate:
  • ACT! 2006/MS SharePoint/Dynamics or comparable database
  • MS Word
  • MS Excel
  • Internet
  • MS Outlook
  • Windows Operating Environment

Education and Experience

• Bachelors Degree, preferably in engineering.
• Experience as a Sales Representative calling on commercial accounts for a minimum of 10 years.
• Experience selling professional consulting services for 5 years required, selling forensic engineering consulting services preferred.
• Experience selling in complex environments with multiple decision makers required; selling to insurance companies helpful.

This job description in no way states or implies that these are the only duties to be performed by this employee. The employee is expected to perform other duties necessary for the effective operation of the department. The job description above is meant to be an outline and the details may be modified in the future to accommodate changing conditions.