Territory Sales Representative – Location Flexible

Fire Brick Engineers Company; Milwaukee (WI); Hybrid; USD 60,000 - 80,000; Full time

Job summary

A leading material distribution firm is looking for a Territory Sales Representative. This role involves managing sales for legacy customers and developing new accounts. Responsibilities include creating sales plans, maintaining customer relationships, and collaborating with various teams to enhance sales opportunities. The ideal candidate has a bachelor's degree and 3-5 years of applicable sales experience. This position offers flexible location and requires travel approximately 25% of the time.

Qualifications

• Minimum 3-5 years of sales experience with proven success.
• Strong planning and channel development skills.
• Ability to drive sales opportunities to conclusion.

Responsibilities

• Represent FBE and manage sales activities in the assigned region.
• Develop sales plans and manage customer relationships.
• Travel to customer locations and trade shows.

Skills

Sales planning

Customer relationship management

Negotiation skills

Communication skills

Market analysis

Education

Bachelor’s degree in Engineering or Business

Tools

Microsoft software applications

M2K software

Job description

Territory Sales Representative – Location Flexible

Overview

Fire Brick Engineers, is an industry leader in material distribution, production, fabrication, and installation of refractory and insulation used in a variety of industries. Our Milwaukee, Wisconsin corporate based facility along with our 3 additional sites provide the highest quality products and services. As a member of the FBE team, you will find that you are joining a world class organization with an entrepreneurial work environment and innovative spirit.

We have an immediate opportunity for a Territory Sales Representative for an open assigned territory. This position will be based at our Milwaukee facility with actual location flexibilityand report directly to the Director of Sales and Marketing.

Responsibilities

Position Summary:

The Territory Sales Representative is responsible for representing FBE in an established list of established list of legacy refractory customers, increasing sales and enhancing market position. In coordination with the Director of Sales & Marketing, the TSR develops sales plans & forecasts, identifies potential new accounts and calls on customers to drive sales results. This individual develops a deep understanding of the relevant businesses and project activity within their assigned region and, through consistent customer contact, works to position FBE as the preferred insulation and manufacturing provider. The individual in this position works closely with the Director of Sales along with the VP of production to coordinate sales activity and meet specific customer and project-related needs. This individual works to identify, create and support strategic alignment with customers in the markets targeted by FBE. The TSR builds customer loyalty and increases sales through consistent customer contact and by ensuring that FBE resources (technical, estimating, project management) are coordinated to meet project needs.

Duties/Responsibilities

• In conjunction with the Director of Sales & Marketing and consistent with FBE business objectives, develop regional sales plans, forecasts and targets.
• Achieve regional sales results consistent with or in excess of forecasted levels.
• Maintain a strong relationship with existing customers and establish relationships with new customers to expand FBE’s business opportunities.
• Work closely with Construction, customer service and engineering teams to ensure efficient flow of information through the entire sales, estimating and closing process. Identify and resolve customer concerns with the support of appropriate team members/departments.
• Work closely with Operations, customer service and engineering teams to ensure efficient flow of information through the entire sales, estimating and closing process. Identify and resolve customer concerns with the support of appropriate team members/departments.
• Gather sales project information at a level sufficient to allow for assessment of sales opportunity and efficient preparation of RFQ’s/RFI’s.
• Follow-up with customers at appropriate intervals on quoted business to understand the status of projects and maximize FBE sales opportunities.
• Record / keep up-to-date customer and project information utilizing our proprietary M2K. software
• Call & Appointment History
• Quote activity with probability of success estimates
• Status of Sales Opportunities
• Update job and competitive knowledge by maintaining market and industry trend data, participating in educational opportunities, reading professional publications, maintaining personal networks, etc.
• Develop and implement sales techniques to drive results and meet specific market and industry needs. Recommend new or revised product strategies to meet changing customer demand and market dynamics.
• Travel regularly to customer locations, trade shows, etc. (estimate 25%).
• Obtain market intelligence, new product opportunities and customer feedback to suggest potential improvements to products and FBE’s estimating, sales and marketing practices.
• Actively participate in assigned product development opportunities.
• Work closely with other regional managers where required to coordinate sales efforts. This includes working with clients that may have multiple locations or are working with an engineering firm that is in another regional manager’s territory and similar instances where a full team effort is required.
• Other duties as assigned.

Qualifications

Education & Experience:

• A Bachelor’s degree in Engineering, Business Administration or similar degree is preferred. A proven track record of success in sales planning, channel development and sales growth will be considered in lieu of degree.
• The position requires a minimum of 3-5 years of applicable experience in a sales role, demonstrating a proven ability to plan, meet sales goals, establish new accounts, build customer relationships, drive sales opportunities to a successful conclusion and manage profitability.
• This is a results-orientated position. The successful candidate must be focused on meeting the needs of customers, genuinely enjoy working with people, have a pleasant disposition, and be willing to advance the goals of the organization by demonstrating competence in relevant subject areas.

Skills/Knowledge Requirements

• Solid knowledge of the industries served by FBE and of the customers in those industries within the region for which the TSRin responsible.
• Strong knowledge of FBE’s capabilities / technologies including emerging market concepts and processes.
• Excellent listening, planning, organizing, negotiation, presentation, communication and sales closing skills.
• Self-starting and highly motivated individual who wants to win in competitive situations.
• Ability and desire to assist with the development of effective promotional sales tools such as presentations and proposals.
• Ability to represent FBEprofessionally with customers and at trade shows, identifying and developing contacts to increase the company’s customer base.
• Thorough knowledge of supply chain concepts and purchasing practices.
• Knowledge of Microsoft software applications.