Sales Representative II

Accounting Principals is looking for a Sales Representative II with 5-8 years of sales expereince for our wonderful client in Fresno, CA. Background in pest control industry is a HUGE PLUS!

***For immediate consideration, email your resume (Word doc format only) to heather.allen@accountingprincipals.com

Responsibilities:

Builds profitable sales, employing a consultative sales approach. Develops and maintains a long-term partnership with customers by using industry expertise.  Uses company resources to provide solutions to customer needs and gathers market intelligence.

Entry Requirements:

Education/Training: Bachelors Degree preferred and demonstrated performance of appropriate entry level skills

Schedule: Direct hire, full time, 40 hours a week

Specific Duties and Responsibilities:

A.      Follows the Guiding Principles 

B.      Builds and sustains long-term customer partnerships

          ·       Makes the business relationship mutually beneficial

          ·       Cultivates rapport with customer

          ·       Responsive to customers needs 

          ·       Establishes a long-term perspective on doing business with the customer

          ·       Maintains up-to-date information on customers (contacts, competition, products)

          ·       Fulfills customer expectations with realistic commitments

          ·       Serves as a resource to customers by sharing useful information (regulations, safety, product knowledge, market trends, pricing)

C.      Manages Territory and Accounts

          ·       Performs to or exceeds sales forecast

          ·       Uses activity-based profitability model and segmentation strategy to spend selling time with the most profitable segments and increasing activity based margin

          ·       Maximizes face-to-face selling and limits non-selling activities

          ·       Prepares detailed sales plan for territory and individual accounts

          ·       Forecasts customer demand by customer and product

          ·       Manages time effectively

          ·       Executes strategies to address competitive situations

          ·       Implements Veseris marketing plans and strategy (e.g. maximize sales of key products)

          ·       Knows attributes, tendencies and needs of all customer segments

D.      Uncovers Customers needs/opportunities

          ·       Probes customer to uncover needs/opportunities

          ·       Acknowledges understanding of customer needs/opportunities

          ·       Determines satisfaction level with Veseris and/or competition

E.      Develops solutions to customer needs/opportunities

          ·       Evaluates needs/opportunities and matches them with Veseris products/services

          ·       Is resourceful:  considers full range of options to find a creative solution

          ·       Uses financial analysis to develop and support solutions

F.      Understands customer’s business

          ·       Identifies customer decision making process

          ·       Knows industry needs and trends

          ·       Uncovers specific customer requirements

G.      Conducts effective sales calls

          ·       Uses effective techniques during presentation

          ·       Adapts presentation style to needs and expectations of the customer

          ·       Responds to questions with clear and to-the-point answers

          ·       Utilizes outside resources as necessary (Manufacturer reps, specialists, etc.)

H.     Demonstrates proficient use of sales automation tool set

          ·       Uses PC and related software (CRM software, Tableau, Microsoft Office platforms)

          ·       Enters and updates quotes as needed

I.       Displays effective interpersonal & communication skills (internal/external)

          ·       Delivers information in terms customers & associates understand

          ·       Achieves mutual understanding by summarizing & reviewing agreements

          ·       Actively listens

J.       Demonstrates knowledge of Veseris

          ·       Understands mission statement & quality process

          ·       Understands policies & procedures

          ·       Identifies people in the organization who can provide customer with requested information

          ·       Understands the profitability model and customer segmentation

K.      Demonstrates understanding of Veseris products and services

          ·       Understands applications of key products

          ·       Understands capabilities/limitations of Veseris services

          ·       Uses available resources to learn about products and industries (trade journals/shows, supplier brochures/classes, supplier hot line, Veseris experts)

          ·       Knows our value-added services (BCE’s, PCA’s, Pestweb, Insect ID, Technical Training, etc. etc.)

L.      Knows about competitors and their services

          ·       Knows limitations and capabilities of competition’s products and services

          ·       Distinguishes comapny products and services from the competition

          ·       Keeps abreast of general business and economic trends

          ·       Acquires, assesses, and shares competitive information

M.     Resolves problems/nonconformances quickly

          ·       Uncovers and verifies problems/nonconformances

          ·       Probes for all details on expressed concerns

          ·       Persists until all causes are identified and resolved

          ·       Develops and presents solutions quickly

          ·       Anticipates potential problems and proactively works to avoid them

N.     Negotiates effectively for win/win results

          ·       Prepares in advance for possible objections by customer

          ·       Acknowledges and responds to objections as soon as they arise

          ·       Makes appropriate trade-offs/concessions while gaining customer commitment

          ·       Follows Veseris pricing/marketing strategy

O.     Gains commitment from customers

          ·       Identifies verbal and nonverbal signs of customer readiness to commit

          ·       Obtains commitment from customer to establish next incremental step in the sales process

P.      Demonstrates focused prospecting

          ·       Uses a variety of resources to locate and qualify leads

          ·       Uses the segmentation strategy to identify desirable prospects

          ·       Follow up on leads and samples

Q.     Teamwork: Collaborates with team members

          ·       Seeks good communication and cooperation within the company organization

          ·       Coordinates all resources needed for special projects 

          ·       Identifies and uses internal resources as needed to complete tasks

          ·       Supports team goals

          ·       Is receptive/flexible/adaptable to change

          ·       Makes joint calls with sales manager

          ·       Communicates customer needs/opportunities throughout the value chain using company wide data base

R.      Establishes and executes a Personal Development Plan 

          ·       Identifies priorities

          ·       Develops specific action plan

          ·       Breaks down long term objectives into short term goals

          ·       Monitors progress to meet goals

Problem Solving:

Routine:  Identify customer needs and recommend a solution

Difficult:  Transforms an indifferent prospect into a customer; manage dissatisfied customer without making significant financial or service concessions

Interface:

Position/Title                       Organization                        Reason for Contact

CSR - Coordinates/communicates customer  issues and activities

Sales Manager - Communication about personal/company  strategies  and progress toward goals

Decision Makers/ Influencers - Customer/prospect, Uncover needs and resolve them with our products and services

Supplier Sales Reps Supplier - Seek information or other assistance in offering solutions to customer

Credit Coordinator - Help resolve payment concerns and invoicing issues

Operations Manager - Seeks updates on regulations

Decision-Making Authority:

·          Price quotes within established guidelines

·          Segmenting customers 

·          Qualifying prospects

·          Resolving customer problems

Specialized Knowledge/Skills:

Grade 11 – Account Executive requires the candidate to manage a minimum of a $5+ million dollar territory, manage multiple location accounts and handle large accounts of a complex nature.  10 years experience demonstrating consistent growth of territory.

***For immediate consideration, email your resume (Word doc format only) to heather.allen@accountingprincipals.com