Job Description

Establish and implement sales and marketing plans, coordinate, implement and manage the daily operations of the inside/telephone sales and marketing efforts for specific products and/or services within an assigned customer group or geography. Partner with outside sales staff in supporting the customer/sales relationship for the company.

Empowered & Engaged: Essential Duties

• Analyze market and identify customer needs; develop proactive sales and marketing plans that optimize product and service opportunities in providing customer-bases solutions; prioritize sales opportunities; and maximize profit opportunity and sales growth within assigned customer group and/or geography.
• Executes sales plans, develops forecasts, tracking systems, marketing programs, and specific initiatives that support sales and marketing plans and maximize profitability of product and/or service sales.
• Monitor competitor’s pricing, service and product trends/activity within the customer base/territory and make recommendations for competitively superior programs, services, contracts and pricing.
• Establish and maintain effective customer and vendor relationships.
• Identify customer requirements; determine product specifications and solutions. Make technical recommendations appropriate to design specifications and insure product compatibility with customer’s proposed application.
• Determine and set pricing considering order volume, total customer relationship and external competitive climate.
• Negotiate product availability, pricing and terms with vendors which meet customer requirements and maximize company profit.
• Prepare and submit new and renewal quotes and follow through to close of sale with customer; ensure adequate packaging of product, on-time delivery and timely invoicing for services and product. If necessary, purchase non-stock products to fulfill customer needs.
• Process product sales utilizing company Business Systems; provide customer confirmation of status and monitor vendor commitments for compliance.
• Monitor customer commitments and communicate potential problems and changes with customers; proactively identify and resolve problems effecting customer satisfaction and/or company profit.
• Provide on-going communication with Outside Sales, Credit, and Customer Service and Delivery personnel to ensure the coordination of support services and identify potential future sales opportunities.
• Monitor sales and vendor activity to maximize asset turns and meet customer needs.
• Monitor operating unit sales and gross profit in relation to sales and marketing plans and budgets, forecasts, marketing programs and specific initiatives.

• Performs other related duties as assigned.

Effective Base Qualifications and Competencies

Education, Training and Experience- Associate (Two year) college/technical school degree in sales, marketing, business or closely related field; a minimum of 2 years experience in the direct customer selling process and techniques including closing sales is preferred, but not required. Position requires knowledge of features, benefits and use/application of broad range of company products.

Customer Service/Interpersonal Skills - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments. Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.

Communication Skills- Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions. Writes clearly and informatively; Presents numerical data effectively; Able to read and interpret written technical specifications. Demonstrates effective negotiation and sales closing skills; effectively communicates products, services, problems and needs to co-workers, venders and customer contacts.

Problem Solving Skills- Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Facilitates problem resolution and/or win-win solutions with a broad variety of internal resources, external customers and resources

Business Acumen Skills- Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Ability to determine and negotiate contracts and product cost; works to maintain company’s reputation and customers’ positive perception of offered products.

Initiative - Takes independent actions and calculated risks; Looks for and takes advantage of opportunities. Pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.

Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments. Looks for ways to improve and promote quality; Demonstrates accuracy, thoroughness and attention to detail.

Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

Physical Demands and Work Environment

Position requires the ability to communicate effectively in verbal and written forms utilizing telephone, email, computer, face-to face and other common business office communication means. While performing the duties of this position, an employee is regularly required to sit, to use hands and fingers to key/enter sales data into computer, and to hear using the telephone to communicate with vendors, customers and co-workers. Work environment is a business office with minimal noise from office machines and phones.