Outside Sales - Northern Virginia

Summary

The Outside Sales Representative grows sales and increases company profits by cultivating current customers and recruiting new customers. The representative will increase profitability by promoting products, providing technical support and conducting training to new and repeat customers within an assigned territory.

Essential Duties and Responsibilities

• Prepare and conduct sales presentations of products to new and existing customers
• Determine customer requirements and expectations in order to recommend specific products
• Identify trends in customer satisfaction or dissatisfaction
• Maintain and improve customer relationships and satisfaction
• Visit job sites as needed to measure or provide client services
• Gather competitive information and other market information regularly while interacting cooperatively with other members of the distribution team
• Prepare and present quotations
• Integrate industry partners into sales opportunities

• Learn and demonstrate understanding of basic business analytic skills and their application to customers’ businesses (National Builder, distributor, plumber, engineer, architect, etc.)
• Assist customers in creating marketing plans and programs to grow their business
• Demonstrate skill in prioritizing customers, product promotion, activity management, campaign deployment and training
• Articulate the organization’s value proposition within customer business situation
• Incorporate the selling process within proposal writing and pricing models to match company expectations
• Build relationships.  Learns the value of relationships and views building relationships as a critical success tool
• Demonstrate effective presentation skills to successfully influence and communicate with various audience types and sizes
• Manage time and schedules to best serve customers

• Learns and demonstrates competence with customer organization and stakeholder models
• Add value to customer and internal interactions by understanding customer business models
• Use company-provided systems for improved planning, history collection, new behaviors adoption
• Plan for upcoming customer meetings with a defined time management process
• Understand the customer’s business including metrics, definitions of success, hierarchy, decision-making, etc.
• Recognize different customer types within the supply chain and adjusts approach with each for optimal results
• Demonstrate active listening skills to add value to customer and internal interactions

• Learns and demonstrates effective time management practices involving planning and scheduling daily, monthly, and annual activities and priorities
• Learns and demonstrates ability to organize electronic and paper-based information

• Learns and uses organizational resources and escalation processes for issue resolution

• Respect and appropriately uses the internal chain of command
• Establish team relationships (Manager/Branch peers/Corporate network) for improved job effectiveness
• Expand immediate problem-resolution network to include ancillary network contacts and uses internal resources (internet, industry marketing, customer service, supply chain, etc.)
• Demonstrate comprehensive company product knowledge.  Articulates competitive advantage
• Demonstrate comprehensive industry knowledge and applies it to enhance decision-making effectiveness
• Leverage a deep understanding of the company’s internal processes and policies to advise customers and develop a course of action to deliver mutually beneficial results

• Operate effectively within vertical and horizontal teams
• Assume responsibility for team outcomes
• Leverage team interactions for improved individual effectiveness and actively participates in team activities to share best practices
• Exhibit positive outlook, camaraderie, and passion for the job, business, customers, and team
• Establish goals in line with company goals and values. Implements action plans with timelines and deliverables; measures results

• Learns and demonstrates competence in features and functionality of all product lines
• Expand product knowledge base in their primary sales industry and into other sales industries
• Demonstrate appropriate application of all product offerings and solutions in customer environments
• Add value to customer and internal interactions by understanding the market, customers, suppliers, and competitors
• Understand the nuances of competitor product offerings as well as their target audience and strategies on how they reach that audience
• Provide market specific product needs and price points
• Convey accurate messages, ideas, and decisions through clear verbal and written communication
• Understand organization’s profit model and makes sound decisions and recommendations

• Balance the role of strong customer advocate with the role of good company steward with resources and time

• Follow procedures.  Accurately and carefully follow established procedures for completing work tasks
• Ensure high-quality output.  Oversee personal processes, tasks, and work products to ensure freedom from errors, omissions, or defects
• Take action.  Initiates action to correct quality problems and notifies others of quality issues as appropriate
• Adhere to the rules and regulations as set forth in the Employee Handbook
• Other duties as assigned

Qualifications

• High school diploma or GED
• Minimum 2 years in similar position (3 years preferred)
• Valid driver’s license and clean driving record
• Strong customer service skills
• Product/applications and wholesale distribution experience preferred
• Understands budgets and budget tracking
• Proficiency with Microsoft Outlook, Word, Excel, PowerPoint and other related software as assigned

Available Benefits

You will be eligible to participate in the Company’s benefits program on first of the month after 45 days of employment. This includes medical, dental, vision, short term disability, long term disability, life insurance, Flexible Spending Account (FSA) and 401(k) Plan. The medical, dental, and vision plans are offered for employees and their families.

Salary : $28,600 - $130,000