What are the responsibilities and job description for the Sales Executive position at McCutcheon Enterprises, Inc.?
Summary:
Sells the following to new and existing customers: Industrial services, Transportation services for non-hazardous and hazardous waste disposal, Treatment Facility, Training Services offered, and Rental of Equipment.
Sells the following to new and existing customers: Industrial services, Transportation services for non-hazardous and hazardous waste disposal, Treatment Facility, Training Services offered, and Rental of Equipment.
Duties and responsibilities (include but are not limited to):
- Prospect for new clients.
- Establish relationships.
- Find needs and develop solutions.
- Develop and implement new customer prospect plans.
- Work very closely with consultants, engineers and industry manufacturing-based liens.
- Maintain relationship and identify new opportunities with existing customers; develop and implement plans for increasing sales.
- Develop and complete sales proposals to include:
- Develop work proposals along with operations engineers.
- Meet all requests for a proposal.
- Prepare, analyze and validate sales proposal estimates.
- Verify sales proposals against MEI service and product offerings.
- Collaborate in the development of the sales proposal.
- Makes sales presentations to customers and attend pre-bid meetings.
- Secure sales of the entire range of services provided.
- Manage and lead the overall sales process for each selling opportunity.
- Generate 50%-75% of sales from new customers.
- 20 customer visits and/or presentations per week; 50 customer phone calls per week.
- Utilize sales support assistance as necessary.
- Utilize customer relationship management (CRM) software to track sales progress and manage the sales process.
- Attend weekly sales meetings and provide weekly reports on sales activities and accomplishments; attend bi-monthly safety meetings.
- Join industry organizations and attend functions.
- Reports for work before starting time, and works until stopping time, as required.
- Maintains safe and clean working environment by complying with procedures, rules, and regulations at home, remote office and vehicle.
- Maintains MEI’s core values.
- Frequent territory Travel. Overnight is not common.
- Perform other duties as assigned.
Required Knowledge, Skills & Abilities:
- Competent in Microsoft Word, Excel, and PowerPoint.
- Strong planning and organizational skills; written and oral communication skills; resources and task management skills.
- Ability to perform project estimations, to develop and execute sales prospect plans.
- Ability to sell services and value added, relative to price.
- Working knowledge of RCRA and DOT regulatory requirements a plus.
- Waste Industry background and Hazardous & non-hazardous waste disposal knowledge a plus.
- Territory canvassing skills.
- Excellent probing, questioning and listening skills.
- High energy level, sense of urgency and results orientation.
- Self-directed with strong initiative, and self-sufficiency.
Required Education, Training and Experience:
- Bachelor's degree in related discipline such as Engineering, Environmental Science, Chemistry, Biology, Geology and Finance & Marketing.
- Experience selling directly to end users is required.
Physical Requirements:
- Ability to occasionally lift up to 50lbs.
- Requires occasional walking, standing, climbing, sitting, talking, and listening.
- Requires occasional balancing, stooping, kneeling, crouching, crawling, reaching, pushing/pulling, grasping, and carrying.
- Required to have clarity of vision.
- Position involves occasional heights and confined spaces, occasional strenuous physical exertion.
- Occasional ability to properly wear and use respirator equipment and other forms of protective equipment (PPE), including rare occasions of full encapsulation PPE suits which can elevate body temperature substantially during strenuous exertion.
- Requires a good driving record.
