Job Description

Outside Sales Representative (NE)

Our client is a family owned and operated leading supplier of OEM medical device components to the medical and pharmaceutical industries. We are based in Suffolk County, NY, with a European office in Milan, Italy. Within a global, full-service provider of wholesale beauty supplies for the cosmetic, skin care and fragrance industries.

The Outside Sales Representative will have primary revenue responsibility for the territory, and they will be responsible for all direct, face-to-face interaction with customers. The Outside representative will provide direction to their Inside Sales Representative, ensuring that activity is aligned with the primary goal to grow revenue share.

Time Management

50% of the Outside Sales Representatives time will be in the field, away from their home offices, conducting face-to-face meetings. These meetings will focus on:

1. Top 100 customers – Outside representatives are responsible for all aspects of Top 100 customers:
   1. Face-to-face meetings
   2. Uncovering new projects
   3. Reviewing gap analysis
2. New Business – customer visits (new or existing)
   1. Exploration of new project opportunities as passed along from Inside Representatives and from own exploration
   2. General project review – engineering and sourcing reviews
      1. Sample request – follow-up – conversion to Quote
      2. Sourcing request follow-up
   3. Information requests – follow-up to review information
   4. Quote presentation
   5. General Follow-up

30% of the Outside Sales Representatives time will be dedicated to home office activity identifying new project sales opportunities with new or existing customers:

1. Uncover new sales opportunities by coordinating with your inside sales representative , calling on customers not yet addressed by the inside rep. Use the following path:

1. Identify no less than 10 customers per day to target for new business activity. Use the internet to research and review existing customer businesses, divisions and clinical market segments.
2. Identify the target customer clinical/market areas our products are not currently purchased
3. Contact existing customer “contacts” at the target customer and ask for new contacts, or;
4. Make cold calls to identify engineers, product managers or purchasing/sourcing staff members
5. Establish appointments for future visits
6. Follow-up on existing sample, information or sourcing requests

20% of the Outside Sales Representatives time will be dedicated to home office – Administrative activities including:

• General follow-up on open sales activity
• Completing 90 day call planning and reporting
• Establishing/executing sales campaigns, which could include marketing support
• CRM updating and cleanup – general customer/contact detail and maintenance

CRM Responsibility for Inside and Outside Representatives:

Both Outside and Inside Representatives will be required to maintain detailed notes about their own customer interaction.

Because the Outside Representative will take primary responsibility for their respective territory, the Outside Representative will also take primary responsibility for managing:

• Opportunities
• Sourcing requests
• Quotes

Lost opportunities or opportunities with no defined project which are older than 60 days must be removed or redefined.