Area Sales Representative - Equipment

mcphersonoil; Bay Minette (AL); On-site; USD 55,000 - 75,000; Full time

Job summary

The McPherson Companies, Inc. is seeking an Area Sales Representative to build relationships, follow up leads, and act as the liaison between assigned customers and our Operations and Customer Experience teams.

You will expand business with existing customers and acquire new ones by traveling throughout an assigned territory, conducting regular sales calls, preparing quotes and contracts, and presenting solutions that meet clients’ lubrication needs.

Qualifications

• 3+ years of B2C and B2B sales experience with strong communication and closing skills.
• Bachelor’s degree preferred or equivalent industry experience.
• Experience in a field environment is desired.
• Proven ability to develop and implement winning sales strategies and exceed goals.

Responsibilities

• Maintain and develop existing and new equipment-based business opportunities.
• Make regular sales calls within the assigned territory.
• Organize territory and maintain call cycle.
• Build relationships with client base and act as liaison with operations and customer experience teams.
• Provide dates of service and installations for customers based on knowledge of processes and schedules.
• Research to help resolve product, service, and delivery issues.
• Partner with customers by understanding needs, suggesting solutions, and following up on problems.
• Follow up on leads and record all activities in CRM.
• Generate leads by cold calling, referrals, and sales calls within territory.
• Review and report sales volumes and field activities to management weekly.
• Travel throughout territory to call on customers and prospects.
• Educate clients on lubrication practices and manufacturer programs.

Skills

Sales experience

Communication

Closing skills

Organizational skills

CRM usage

Education

Bachelor's degree preferred

Tools

Microsoft Office

CRM system

Job description

General Summary:

The Area Sales Representative builds customer relationships, follows up leads, and serves as the liaison between assigned customers and the operations team. The primary goal is to increase sales and service by expanding business with existing customers and acquiring new ones.

Primary Responsibilities and Duties:

• Responsible for maintaining and developing existing and new equipment-based business opportunities.


• Consistent sales calls on a specific area of responsibility and customer base.


• Organize sales territory and maintain regular call cycle.


• Foster and maintain relationships with assigned client base by establishing rapport and building trust.


• Act as a liaison between assigned customers and our Operations and Customer Experience team. Support account maintenance and service calls as needed.


• Provide dates of service and installations for customers based on knowledge of company’s processes and schedules.


• Participate in research to help resolve product, service, and delivery issues.


• Act as a partner to your customers by understanding their needs, suggesting solutions, and following up on problems.


• Follow up on online, call in, and referred leads. Ensure all efforts are recorded in company CRM.


• Generate leads by cold calling, gaining referrals, and making sales calls within assigned territory.


• Review and track sales volumes and report field activities to management on a weekly basis.


• Travel throughout an assigned territory to assist in calling on regular and prospective customers.


• Become a trusted advisor for assigned client base by learning our manufacturers programs and educating clients on best lubrication practices.


• Prepare sales contracts, prices quotes, and credit applications for customers. Effectively present information to customers in order to close the deal.


• Ethically and professionally represent The McPherson Companies, our products and programs to customers and prospects.

Position Requirements:

• 3 years plus sales experience in B2C and B2B sales experience with excellent communication, organizational, and closing skills.


• Bachelor’s degree preferred or equivalent experience in the industry.


• Previous industry field environment experience desired.


• Proven ability to develop and implement winning sales strategies, exceed goals and meet deadlines.


• Able to utilize latitude given within job parameters to make independent decisions.


• Verifiable work history and previous success building and maintaining relationships.

Position Competencies:

• Ability to work independently as well as with a team.


• Ability to work in a fast-paced environment, performing multiple duties/tasks within defined deadlines.


• Proven experience identifying problems of varying complexities and finding effective solutions with few guidelines.


• Responsive to the needs of customers internal and external.


• Sense of urgency and commitment with strong follow up skills.


• Proven precision and attention to detail with a high level of accuracy.


• Demonstrate a professional and positive attitude in all internal and external customer interactions.


• Excellent interpersonal skills, written and verbal communication, and listening skills.


• Self-driven and motivated individual with excellent planning and organizational skills.


• Display proficiency with Microsoft Office Word, Outlook, PowerPoint, etc.

Working Environment:

The work of this position is performed in an environmentally controlled office environment. This position requires the ability to work under pressure and communicate with a diverse population including other employees, customers, vendors, etc. This position also requires prolonged periods of sitting in a regular seated position as well as the use of general office equipment including phones, printers, computers, (mouse, keyboard etc.)

The job description of the Area Sales Representative is not inclusive and is subject to changes, additions, and deletions as determined by the supervisor.

The McPherson Companies, Inc. is an Equal Opportunity Employer – M/F/Vets/Disabled.