New Business Development The Sales Representatives are responsible for developing the given market area for contract sales opportunities. In addition to new account sales, the Sales Representative will sell planned repairs, components, modernization, and new equipment as needed. The primary focus of the Sales Representative will be to bring in new customers in targeted market areas as directed by the District Sales Manager or Branch Manager. Depending upon the local base of customers, there may be a second sales resource allocated to service sales to existing accounts. In this case, new contract sales and new target markets become the primary focus. * Service Sales: Assist as needed in the price estimates and proposals for service work using the established worksheets, guidelines, and input from the service department. Return of any quotations developed by others in the service department as requested or needed * Target Account Sales: A list of target accounts will be provided by the District Sales Manager and the sales representative is required to make calls and visits to this list in pursuit of new business opportunities. A completion objective will be determined at the onset of the listing and monthly progress reporting will be required. Upon completion, the original list is to be returned for record keeping and follow-up. * Key Accounts: Sales Manager will identify the Key Account List (top 20% of customer base in an area), Sales Representative will be assigned several and are responsible for: o Maintaining monthly contact with the key accounts and developing the relationship with the customer further. This monthly follow up must be documented and maintained in the computer. o A Key Account Record must be written up at least quarterly and forwarded to the District Sales Manager for review. o Contract Analysis presentation annually to all key accounts. * Monthly Quotation Logs: A record of all quotations submitted by the sales person must be submitted prior to month end closing to the District Sales Manager. * Responsible for monitoring the workloads for the purpose of selling the open time slots. Close contact with the service managers or supervisors must be maintained to coordinate the service sales and expected bookings. * Responsible for qualifying all new prospects for credit worthiness. New accounts are to be checked for D&B ratings. If not rated or outside our guidelines, a credit application must be processed. A $1000 credit line is extended for all new accounts pending credit approval. The Sales Representative is responsible for obtaining credit information and the proper tax exempt certificates, etc. * Required to monitor the credit control list and assist in collection efforts. Accounts over 60 days must be discussed with the administrative staff prior to delivery of services or materials. We should have an indication from the customer as to the payment status outlook before accepting additional work. Intent to pay outstanding invoices with a schedule date is adequate to proceed. Exceptions or extensions of credit outside the guidelines should be approved by management. * Oversee the renewal of contracts. The Service Manager or Supervisor contacts the customer to schedule (assuming it does not need to be re-sold). If the customer will not renew, the Sales Rep. is to take over the renewal process. Monthly report of the contracts renewed or canceled must be turned in during the last day of the month. * Responsible for meeting minimum sales quotas established and monitoring this progress monthly. * Responsible for returning the Mainman reports to customers immediately upon completion of the quotations and package to review the reporting and Work orders with the customer. This is the Sales Representatives responsibility unless the Service Manager elects to return the proposal or there is a designated service sales representative. EDUCATION: Bachelors degree preferred however prior equivalent experience and training will be considered in lieu of a degree. EXPERIENCE: Past work experience with service related sales. OTHER REQUIREMENTS: Must have basic understanding of mechanical and electrical principles and be willing to work hands on with the service personnel occasionally. Good verbal, written, typing and computer skills are required. Must possess a hunter mentality. Must be persistent with a high tolerance for rejection. For more information contact kelly.french@adp or dial me directly at 949-715-3792 Click here to apply: recruitacommunity/military Just click the Konecranes logo and search and apply
Posted on: Tue, 18 Nov 2014 22:24:47 +0000
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