Sales Representative II

  • Location
    Fresno, California
  • Category
    Sales
  • Job reference:
    US_EN_5_849091_2819456
  • Job type
    Direct Hire

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:

  • Communication and active listening skills
  • Consultative selling skills
  • Knowledge of company products, services and the industries we serve
  • Problem-solving and negotiation
  • Customer and territory management
  • Pricing and marketing strategy
  • 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

  • Seeks feedback
  • 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



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