Positioning Sales Specialist

Description

Summary:

The positioning products sales specialist is responsible for selling the full-line of positioning and machine control products and providing sales and product support to territory sales reps and customers throughout the total sales cycle. Position involves customer interaction throughout the entire process of prospecting, quoting, order fulfillment, product support, training and follow-up. Position requires expertise in selling as well as knowledge of positioning and machine control products in order to assess needs of potential customers and suggest proper product offerings.

Essential Responsibilities:

• Provide outstanding customer service at all times with existing and new accounts, as well as with internal customers.
• Exhibit strong selling skills including relationship-building, closing and follow-up.
• Increase the company-wide pipeline of positioning and machine control products and ensure that company revenue targets and ROI for those product lines are achieved.
• Achieve personal budgeted sales goals by calling on prospects and current customers. Activity goals will be determined and provided at the beginning of each fiscal year.
• Maintain a spreadsheet detailing achievement of personal sales activity numbers.
• Provide management with weekly agendas and call reports detailing sales and related activities.
• Work with territory sales reps, branch managers and machine control sales rep to set joint sales calls to establish relationships with top positioning and machine control products prospects and customers.
• Develop and execute a yearly training plan to ensure that all territory sales reps are able to develop leads and sell the complete array of positioning products to the contractor market. Create training collateral materials.
• Work with management to develop and implement a yearly strategic business development and marketing plan, including trade shows, catalogs, direct mail, flyers and trade association meetings.
• Exhibit strong selling skills including marketing, prospecting, proposal writing, relationship building, closing and follow-up.
• Utilize leads from territory sales rep referrals, Dodge reports, corporate marketing lists and bids.
• Handle all bids and RFQs for positioning products and supplies in Eastern and Central New York.
• Quote customer’s positioning products needs. Provide specifications, features-benefits comparisons, and any associated collateral.
• Demonstrate positioning and machine control products utilizing Admar demo equipment.
• Follow-up with customers and prospects on all demos, installations and quotations within the time frame discussed with the customer and schedule appropriate follow-up calls.
• Attend training seminars and dealer meetings. Study all relevant training materials.
• Review TOPCON website frequently for product updates and price changes. Communicate product information to the sales force and management.
• Initiate and follow through on quote-to-order process, once an order has been placed.
• Work with corporate purchasing and manufacturer to properly complete all customer orders. Communicate with corporate purchasing on stocking orders.
• Maintain knowledge of all positioning products and specifications as well as knowledge of competitive products and industry news.
• Process all necessary paperwork, passing it on to the appropriate personnel.
• Complete call reports, account profiles and other sales reporting in a timely manner.
• Maintain excellent organization of quotes, call reports, account profiles, orders, past customer documentation, prospect lists and training.
• Visit each branch manager regularly to ensure that adequate supplies of merchandise and literature are stocked, and to review positioning and machine control products inventory levels.

Additional Responsibilities:

• Coordinate with service department and laser tech to ensure a high level of customer satisfaction.
• Make collection calls when required.
• Assist in obtaining credit, financing and customer payment if needed.
• Participate in the promotion of the company at various trade shows throughout the year.
• Provide management with feedback on market conditions, recommended changes, potential innovations, and contribute to the overall improvement of the company operations.
• Other duties and responsibilities as assigned by management.

Supervisory Responsibilities:

None

Requirements

Education:

High School diploma or equivalent required. Some college or vocational classes required. A four-year degree in a related field is preferred. Technical training and/or experience with survey equipment, lasers and GPS products is desirable. Good communication skills are necessary. Must be able to interact well with customers, co-workers, and managers.

Minimum of 5 years sales experience including sales training is required. Prior experience in construction equipment industry is highly desirable, as is experience with positioning equipment. Strong selling skills are required (relationship-building, closing and follow-up).

Salary : $75,000 - $90,000