Sales Specialist – Modular Building Sales

Fabricon Modular, a BHRS Company, is currently seeking an entry to mid-level Sales Specialist to directly support its corporate Jacksonville, FL location within the southeast. Fabricon Modular sells, installs and services pre-fabricated and modular buildings primarily in Florida, Georgia and the Southeast region of the United States with select export services abroad. Regionally and locally we provide outsourced modular construction management and modular construction project delivery services for clients in the commercial, construction, disaster recovery, education, food service and quick-serve restaurants (QSR), government, healthcare, industrial, retail, safety and security, and transportation and logistics industries. Our operations are conveniently and strategically headquartered in Jacksonville, Florida with an on-the-ground presence of team members throughout three branch locations, and affiliate national relationships.

Summary:

The Sales Specialist has several important responsibilities involving identifying, managing, and growing customer accounts to ultimately deliver top-line revenue as a Fabricon Modular Sales team member for the Modular Building product offerings. Seeking, developing, and closing sales and rental opportunities in accordance with individual goals and KPIs, Company policies, and respective contract documents requires effective account management and closing skills to expand relationships with existing customers, and create new ones.

As a full-service modular provider, Fabricon prides itself on a comprehensive and thorough sales approach to deliver the highest customer satisfaction, the best product, and at the best value. Success from professionals in this role is achieved by those who are passionate, creative, accountable, diligent, and goal oriented. Consistently meeting and exceeding minimum contact, quoting/proposing, and key pipeline activities ensures achievement of individual goals and KPIs.

Responsibilities:

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  Complete prospecting calls and email campaign efforts with potential new customers typically identified through various channels like local media, online alerts, CRM leads, existing relationships, referrals, market data, etc.
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  Canvass the marketplace, established networks, and referrals for new opportunities.
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  Prepare and submit sales and leasing quotes for appropriate Fabricon Modular products by uncovering customer requirements and using consultative skills to understand customers’ needs.
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  Accurately capture the minimum quote requirements while delivering the Fabricon value proposition with recommended complimentary products and services to enhance the customer experience.
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  Close new business opportunities within the defined territory and established deliverable goals.
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  Know your own goals and the key KPIs to attain monthly/quarterly and annual deliverables. Continuously review and evaluate progress towards these KPIs. Adjust as needed to exceed expectations.
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  Write a yearly business plan, identify top key accounts and industries within the defined territory. Frequently contact and manage the customer account to ensure their needs are being met.  Complete SWOT analysis for the market(s). Follow the plan.
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  Identify opportunities and set follow up appointments for Account Executives or appropriate sales team members.
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  Focus on targeted sales products and services to increase Fabricon’s visibility within the defined territory and marketplace.
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  Actively and accurately maintain CRM database including leads, accounts and contacts. Regularly manage your sales pipeline per established KPIs and best practices including speaking to the 30-60-90 day forecast for pending closing sales.
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  Understand your customers’ buying processes, organizational hierarchy, and key purchasing or decision makers, especially within public sector. Ensure prequalification and registration processes are met for getting on vendor lists as a preferred provider.
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  Promote and leverage purchasing cooperative contract opportunities to eligible entities within the defined territory. Help support our customers’ ability to use these vehicles to streamline their procurement efforts by getting them involved with one or more cooperative entities.
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  Act as a liaison between external shareholders and internal departments for customer accounts should issues arise. Understand our Company structure and engage the appropriate department to ensure timely and effective resolution of such issues.
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  Maintain and reinforce a high customer service level; build and maintain strong, long-lasting relationships with customers who benefit and have the ability to do business with Fabricon.

• Keep current with market and industry trends, competitors, and leading customer strategies.
• Daily utilization and leveraging of the company on-line lead source as part of the prospecting plan and quoting plan.  Establish searches using filters for each targeted market segment. 

Supervisory Responsibilities:

No direct supervision.

Education:

Two-year diploma, technical certificate or degree from an accredited college or university is preferred (i.e., General Business or Administration, Management, Marketing, Communications, etc.); minimum three (3) years of significant and directly related work experience with proven sales success record may satisfy degree requirement.

High School Diploma/equivalent required.

Other Requirements:

One (1) to three (3) years of successful B2B sales and account management experience with proven measurable past success in an inside or outside sales role. New business development, consultative sales, and solution-based sales within the modular, construction, material handling, and equipment rental space is preferred, but not necessary. Previous experience must have involved calling or responding to customers beyond local markets with preference given to those who have worked regional or national territories.

Be well organized and multi-task effectively demonstrating strong verbal communication and detailed written communication. 

Demonstrate a commitment to continued professional growth and development including product knowledge and strategic application.

Have an analytical, strategic, and solutions focused mindset to consistently meet sales goals.

Must be self-motivated with high degree of initiative, drive, energy, and persistence.

Accept feedback from others and takes steps to utilize for future reference.