Scope of Position:

The Sales Representative position is designed and incentivized to increase revenue and gross margins by finding and contracting new business aligned to the core and support services offered by Aero Fulfillment Services. The Sales Representative will manage specified inbound lead inquiries, perform outbound, "door busting” activities for targeted prospective clients that ultimately lead to winning new contractual business. This position will support the selling process as directed by the VP of Sales.

The position requires effective communications across clients, vendors, and internal associates, an understanding of the company's operational and technology capabilities, delivery of professional and on-point presentations that sync Aero capabilities to client needs, overcoming objections and negotiation skills, completion of statement of work, price worksheets, and perform MSA review.

Equally important is an understanding of the Aero value proposition and how to creatively, simplistically, and intelligently communicate with the prospect, to draw connection with the client/ prospect such that desirable deals are set-up to bid and win.

The Sales Representative should be experienced in consultative selling, have a strategic and targeted focus in their solicitation, be task driven to make multiple “touch points” or contacts each day, set appointments where applicable.

Reporting Relationships:

• Reports to the Vice President of Sales
• Direct Reports: None

Job Requirement:

• Leadership/ Selling Style
• Desires building superior relationships with clients, prospective clients, internal associates, and vendors
• Follows a business strategy focused on gross margin growth that meets quota and personal compensation goals
• Proactively engages client/ prospects to understand needs/ expectations, then develops solutions that best align with Aero service offerings and our value proposition
• Experienced outsource solutions/ fulfillment services professional, who is never satisfied with current successes or status quo
• Professional and meaningful communication skills; builds credibility with senior client contacts and buyers
• Works a deal only when strategic or of minimum margin value, and quickly forms an understanding of what it takes to win
• Sells quid pro quo (indicates that an item or a service has been traded in return for something of value; there is give and take)
• Offers “multiple equivalent selling options” (MESO) to remove “price” fixation and focus on value proposition
• Exhibits a can-do, positive, cooperative, and proactive attitude when dealing with clients, prospects, Aero associates, or vendors
• Fosters a proactive, participative, positive, and cooperative work environment that works in conjunction with the needs of the sales staff

Responsibilities:

1. Has a personal sales plan, aligned with Aero strategy and the sales team goals
2. Migrates to strategic-type opportunities and consistently wins business that improves gross profit dollars and gross profit percentages
3. Assist Client Experience team with Contract renewals, price concerns, and new service selling opportunities are priorities, across a defined book of business
4. Shares in ownership of inbound call-in, web, and SEO leads, working effectively to support, manage, and close the end-to-end sales process
5. Works with Client Experience teams to support the QBR, receivables, AIM, critical issue resolution, and house account estimating processes
6. Understands gross margin, pricing templates, P&L’s, and competitive price models. Effectively manages sales information using electronic tools and programs, including CRM database management systems, quoting/ forecasting tools, and spreadsheets
7. Meets or exceeds gross profit quota goals
8. Provides appropriate information concerning market conditions, industry trends, and customer needs to Aero’s Senior Management team

Measurements of Effectiveness:

1. Builds and maintains an optimal and robust sales pipeline
2. Meets or exceeds quota goals
3. 2.0x salary generated in incremental gross margin
4. Close percentage > 25% of new business bid opportunities
5. All key contracts renewed at acceptable terms/ conditions