Sales Representative Trainee

Job Title: Sales Representative (Trainee)
Division: Sales
Classification: Exempt
Reports To: Regional Sales Director and/or Regional Sales Manager
Supervises: No
Location: Varies
Date: November 1, 2016                Revision Date: September, 2025

Summary: Professionally cover and manage assigned territory. Individual carries out responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include soliciting, planning, account visits/travel and soliciting the appropriate support from the company’s resources.
Sales Representatives are responsible for the efficient, safe, and profitable performance of their assigned territory. Individuals must provide effective coverage of existing accounts, cultivation of new business and professional problem resolution to meet or exceed the company’s expectations.

Sales Trainee Competencies:
•    Manage Sales Process- Guides and coordinates the activities of the Sales Support Team to meet customer needs. Effectively communicates, networks, and leverages internal resources to enhance customer satisfaction. Effectively utilizes Salesforce to manage business opportunities and document customer interactions.
•    Analyze Customer Needs- Facilitates the sales process by using questions to: obtain information about the customer's business situation/goals, understand the customer's decision-making process, identify areas of customer concern or disagreement, and identify and capitalize on opportunities for business and customer success. Records this information in Salesforce.
•    Influence & Gain Consensus--Makes recommendations and proposals leveraging Osterman's resources to capitalize on opportunities for the business and customer success, demonstrates persistence in overcoming resistance or objections, manages conflict, and reaches favorable agreements.
•    Business Strategy--Understands each business unit's strategy, and their individual role in implementation of that strategy

Primary Job Duties & Responsibilities:
•    Developing an understanding all Osterman products.
•    Building comprehension of various resin markets and related feedstock conditions and can articulate them professionally to customers.
•    Understanding and implementation of best practices as defined in the Sales Playbook.
•    Use Salesforce to plan time in territory, engage customers, mange opportunities and log all activity. Review progress regularly with Manager.
•    Visit key accounts and prospects every four weeks.
•    A minimum of 20 phone calls on new prospects are required per office day.
•    Spend a minimum of 65% of their time visiting customer and prospects.
•    Bi-weekly review of their activities and needs with Manager.
•    Conducts a monthly evaluation of performance, activities and needs with Manager.
•    Developing understanding of potential growth areas within their territory and share findings with Manager.
•    Deliver an increase of margin, volume and new business year over year, as agreed upon with manager.
•    Work with credit department to evaluate potential customers. Know credit limitations prior to investment of time or presentation of opportunity.
•    Regularly review call plan and work with Customer Service to ensure accurate and timely service.
•    Manage account base to ensure timely inventory turns.
•    Communicate and document issues to accomplish their goals.
•    Present thorough opportunities to the Product Team that include; price, product parameters, competitive landscape, incumbent supplier, grade numbers, application, packaging and volume.
•    Report all outcomes of negotiations (won or lost) to sales and business Managers.
•    Expected to adhere to company policies and T&E budgets. All T&E reports are due no later than the 10th of the month.
•    Consistently display the behaviors of the Osterman Business Principles.


Minimum Education and Qualifications:
•    College degree
•    Computer proficient

Physical Demands and Work Environment:
•    Must be able to work flexible hours
•    Travel is required

This is not necessarily an exhaustive list of all responsibilities, requirements or working conditions associated with this job. Osterman reserves the right to make changes to the above job description whenever necessary.