In PersonRegular travel to customer sites is required, including overnight travel.
Sales & Account ManagementField Sales
About the job
Requirements
A high school diploma or GED is required; a bachelor's degree is preferred.
Demonstrated understanding and application of effective selling strategies and techniques.
Effective listening, verbal and written communication, and negotiating skills.
Strong analytical and problem-solving skills.
Motivation, integrity, passion, and mechanical aptitude.
Basic computer skills, including Excel, PowerPoint, and Word.
A safe driving record and valid driver's license.
Ability to travel, including overnight travel.
Experience working in a team environment and successfully giving customer sales presentations one-on-one and in groups, with business acumen appropriate to managing a sales territory and achieving growth and gross profit goals.
Ability to work drug-free.
Must not be restricted by an applicable non-compete or non-solicitation agreement.
Ability to drive and travel regularly to customer sites.
Ability to stand, bend, and walk for eight hours; see far and near obstacles and reports; work independently; solve problems; comprehend and plan for client needs, meetings, and sales presentations; meet sales quotas; and lift 50 pounds.
Responsibilities
Sell all company products to new and existing accounts by developing relationships to achieve profitable revenue growth in the assigned territory.
Expand sales within existing accounts, focus on customer service, build relationships with key decision makers, understand and respond to customer needs, track account activity, and assess potential sales at each account.
Ensure customer satisfaction, set realistic expectations, solve customer problems, meet commitments, seek customer input, and respond to internal customers.
Anticipate and prevent problems, define problems, overcome obstacles, generate alternative solutions, and help solve team problems and take on new responsibilities.
Understand and explain product features and benefits, sell the full product line, understand customer business operations and needs, respond to competition, and apply market knowledge.
Achieve business-plan goals and new-business development goals; develop detailed sales and marketing plans, forecast sales, and manage time and workflow.
Submit accurate and timely sales reports, maintain account records and company equipment, use samples, literature, consultants, promotions, and incentive programs efficiently.
Develop new business, identify and sell to customer needs, translate product features into benefits, listen effectively, respond sensitively to customers, deliver presentations, negotiate, and create call plans.
Meet or exceed sales-growth targets and increase sales volume over the previous year.
Use vendor incentive or assistance programs to grow sales and qualify for applicable programs annually.
Maintain planned contact with key customers to identify future needs, advance growth opportunities to the next buying stage, and strengthen relationships.
Track account activity and respond to changes; keep key-account profiles, prior-call notes, sales funnel, and target accounts current and accurate.
Seek opportunities to train customers and their personnel; teach vendor catalogues, thread identification, crimper calibration, and the Safe Hydraulics training program.
Collect, process, store, and use competitor information; understand competitor strengths and weaknesses and their products and services; and seek product and market information from vendors.
Use strategic sales planning forms and follow the documented process; maintain systems for product and service information; submit accurate and timely expense, call, and other reports.
Use company-provided technology tools to improve customer service and increase sales.
Participate with other salespeople in customer training, conversations, and sales blitzes.
Identify opportunities to improve customer performance and report deficiencies to upstream stakeholders.
Develop a plan to achieve an agreed skill-development objective in areas such as listening, prospecting, qualifying, probing, negotiation, and presentations.
Drive and travel to customer sites regularly.
Desired Qualifications
Industrial distribution experience is preferred.
Original equipment manufacturer (OEM) and maintenance, repair, and operations (MRO) experience is desirable.
Experience in the hose or fluid power industry is a plus.
Royal Brass and Hose
Since 1949 Royal Brass and Hose has been a distributor of high-quality mobile equipment products like hydraulic and pneumatic parts, hoses, fittings, fasteners, adapters, and more. Our solutions, expertise and service excellence empower customer success.
We are employee-owned! Royal Brass and Hose has been an ESOP since 2018. In addition, we offer a competitive benefits package including 401K match, health, vision and dental insurance, voluntary group insurance and company profit sharing.
Job purposeResponsible for selling all Royal Brass and Hose products to new and existing accounts by developing relationships to achieve profitable revenue growth in assigned territory.
Essential Job Functions
·Account Management: Expands sales within existing accounts, focuses on customer service, develops relationships with key decision makers, understands and responds to customer needs, tracks, and monitors account activity. Accurately assess the available potential sales at each existing account.
· Customer Focus: Ensures customer satisfaction, sets realistic customer expectations, solves customer problems, meets commitments to customers, seeks out customer input, responds to internal customers.
· Problem Solving & Initiative: Anticipates and prevents problems, defines problems, overcomes obstacles, generates alternative solutions, helps solve team problems and new responsibilities.
· Product Knowledge: knows and explains product features/benefits, understands/sells the full product line, understands customer’s business operations and needs, understands/ responds to the competition, applies market knowledge.
· Sales Goals & Territorial Management: Achieves business plan goals and meets new business development goals. Develops detailed sales/marketing plans, forecasts sales, manages time and workflow.
· Sales Organization: Submits accurate and timely sales reports, maintains account records, uses samples/literature efficiently, maintains company equipment, uses consultants efficiently, maximizes promotions and incentive programs.
· Sales Skills: Develops new business, identifies, and sells to customer needs, translates product features to benefits, has good listening skills, is sensitive to customers, delivers effective presentations, negotiates well, and creates effective call plans.
Other job duties and responsibilities
· Sales representative meets or exceeds their sales growth target.
· Increases sales volume over the previous year.
· Uses vendor incentive or assistance programs to grow sales.
· Qualifies in the various incentive programs yearly.
· Sales representative has regular ‘planned’ contact with key customers to identify future needs, each interaction is to move a growth opportunity to the next buying stage or improve relationship.
· Sales representative tracks and monitors account activity so that he/she can react to changes.
· Account profiles on key accounts are up to date and accurate.
· Keeps notes on previous sales calls.
· Proactively seeks opportunities to train customers inside and outside personnel.
· Has demonstrated skill to teach Royal Brass & Hose vendor catalogues, thread I.D., calibrate crimper, and “Safe Hydraulics” training program, etc.
· Has effective methodology for collecting processing, storing, and using information about competitors. (Differentiation Playbook)
· Understand strengths and weaknesses of competitor’s and their products and service offering
(Differentiation Playbook).
· Proactively seeks product and market information from vendors.
· Sales representative uses the forms provided for Strategic Sales planning and follows the documented process.
· Maintains systems for keeping information about products and services.
· Consistently submits accurate and on time reports like, (expense, call, etc.)
· Keeps Sales Funnel & Target accounts up to date.
· Uses technology tools supplied by RBH to improve customer service and increase sales.
· Sales representative openly and proactively participates with other sale people in customer training, conversations, blitzes, etc.
· Proactively looks for opportunities to improve our performance with customers and reports deficiencies to upstream stakeholder.
· Outline a plan to achieve an agreed upon skill development objective. In the areas of listening, prospecting, qualifying, probing, negotiation, presentations, etc.
Qualifications
· High school diploma or GED- Bachelor’s degree preferred.
· Demonstrated understanding and application of effective selling strategies and techniques.
· Effective listening, communications (verbal and written) and negotiating skills.
· Strong analytical and problem-solving skills.
· High level of motivation, passion, integrity, and mechanical aptitude.
· Basic computer skills (EXCEL, POWER POINT, WORD).
· Safe driving record and valid driver’s license.
· Ability to travel including overnight travel.
· Has worked in a team environment, successfully given sales presentations to customers one on one and in groups and appropriate business acumen to manage a sales territory for achieving growth and gross profit goals.
· Industrial distribution experience preferred.
· OEM and MRO experience desirable.
· Experience in hose or fluid power industry is a plus.
· Drug free.
· Not restricted by an applicable non-compete or non-solicitation agreement.
Working conditions
Work conditions are mostly performed in a temperature-controlled office environment or travel via vehicle.
Physical requirements
· Ability to drive and travel to customer sites regularly
· Able to work 8 hours standing, bending, and walking
· Ability to see both far and near obstacles and reports
· Cognitive ability to work independently, solve problems, comprehend, and plan for client needs, meeting, sales presentations and meet sales quota