101-149 Technical Sales Representative (home office/travel)
Job purpose
Responsible for developing and maintaining sales within a specific business unit utilizing the Key Sales Performance Indicator system and other tools made available within the organization.
In conjunction with the Marketing Managers, ensure that the business plans for each of our product lines are implemented.
Duties and responsibilities
1. Direct account responsibility for a manageable number of key accounts.
2. Work within the company’s Key Sales Performance Indicator system and participate in
Tri-Annual reviews.
3. In conjunction with our Marketing Managers and the Strategic Business Unit Manager, ensure that the business plans for each of our product lines are implemented.
4. Working with the Strategic Business Unit Manager, prepare account plans with target
accounts, and review and update progress on a quarterly basis.
5. Participate in personal development training and technical training of the product
lines and customers you are servicing.
6. Ensure our company maintains a high profile and professional image through active participation in industry association and trade shows.
7. Participate in regular sales meetings.
8. Work to eliminate obstacles that hinder productivity and promote effective sales
operations. Active involvement in crisis management and operational productivity issues i.e.: out of stock, order fulfillment issues, pushing back orders, customer complaints, emergency customer visits.
9. Communicate suggestions for improvement on a regular basis and participate in implementation.
10. Assist in the preparation of annual sales forecasts.
11. Work closely with our marketing groups to ensure we are exceeding the expectations of
our principals.
12. Recommend and assist in the development of new product lines and principal relationships.
13. Submit expenses using required format on a monthly basis.
Key Performance Indicators
Sales Call Frequency
• Most critical performance indicator
• Sales representative is responsible for setting, regularly reviewing, and revising Call
Frequency Schedule
• Sales representative is responsible for meeting call plan set for each account
• Minimum requirement – 12 calls per week (or 3 calls per day, 4 days a week)
Maintaining Existing Business / Profit Contribution
• Minimum requirement – maintain all existing business
• Review variances regularly and report/take action as required
• Ensure margin contribution is maximized (and maintained)
• Review Sales Rep Summary and margin on sales to ensure margins are being maximized and
maintained
Developing / Progressing Targets
• Sales representative is responsible for progress on existing targets and identification
of new targets
• Minimum requirements – evidence of new business being landed and new opportunities
being added on a regular and consistent basis.
Building / Cultivating Relationships
• Minimum requirements – thorough and complete understanding of the customer’s business
• Multi-level relationship development initiated and planned by the sales representative
• Involvement of other personnel and principals
• Six relationship building exercises per month
Reporting
• Minimum requirements – submitted in timely manner
• Follow guidelines for information required for Existing Business reports
• Follow guidelines for Target Business reports
• The sales representative is responsible for the accuracy and thoroughness of their
product reports
Qualifications/Competencies
Minimum 1 – 3 years’ experience in technical sales.
Degree in Science or similar training with post secondary degree education.
Proven experience in organizing sales calls and schedules, and evidence of detailed reporting is
required.
Competency in Lotus Notes, Sales Management Systems and Microsoft Office or equivalent.
Exceptional skills in developing and maintaining client relationships.
Proven track record in developing new sales and accounts.
Demonstrated enthusiasm and self motivation.
Must be hands on and enjoy a broad range of activities.
Will exhibit an eagerness for contributing beyond immediate duties and getting the job done.
Will be persuasive and will have the ability to persuade.
Will be sufficiently mature to be able to move forward from setbacks.
Working conditions
Regular weekend and evening work may be required. Frequent travel required.
