Sales And Marketing Representative

*Equal Opportunity Employer Veterans/Disabled*

SUMMARY:

The Sales and Marketing Representative (“SMR”) is responsible for establishing and developing new customers for the company while maintaining and enhancing existing customer relationships and revenue. This individual must possess the business acumen that enables them to engage and understand customers and build multiple relationships within their assigned accounts. The SMR must be capable of identifying business opportunities and growing their account revenue. This position will be focused on account development and account penetration, with some additional responsibilities related to customer service and transactional tasks. The SMR is a dynamic individual who not only represents PEI to the customer but is also responsible for acting as the voice of the customer internally at PEI. Ultimately, the SMR must deliver the budgeted sales for his/her assigned accounts and/or assigned territory.

EDUCATION/EXPERIENCE/SKILLS:

• Degree from a four-year college or university preferred; or minimum of three years sales experience; or an equivalent combination of education and experience
• Successful completion of the PEI-Genesis sales training program is required
• Intermediate skill level in Microsoft Office, specifically EXCEL, WORD and OUTLOOK
• Experience with an ERP system (such as ASW400) as well as a CRM system, preferably NetSuite

ESSENTIAL TASKS And RESPONSIBILITIES:

• Establish and develop new relationships for the company in a defined geographic market or industry utilizing cold calling, sales lead follow-up, sample follow-up
• Maintain and enhance new and existing customer relationships to increase the amount of business and the diversity of product that PEI-Genesis does with these customers by pursuing possibilities and opportunities beyond those initiated by the customer
• Understands all pertinent government regulations and customer terms and conditions and how they relate to PEI-Genesis processes and capabilities
• Monitor and maintain, through consistent customer dialogue, all price requirements, delivery requirements, quality requirements and special handling requirements requested by customer and ensure these are met in a timely and satisfactory manner
• Coordinates large customer bids, quotes, orders or other opportunities with Branch Manager, Product Management Team and Territory Development Representative via team-sell calls
• Market and utilize all available resources within PEI to assist customers and to expand personal knowledge of product capabilities and solutions, employing the help of outside resources such as Supplier Representatives and Supplier Manufacturers’ Representatives whenever necessary
• Participate in annual budgeting process, providing suggested customer or geographical sales dollar budget, GP dollar budget and GP percent budget
• Utilize NetSuite CRM to assess account performance and percent to sales budget in order to stay on track for quarterly and annual sales goals; develop and execute action plan with Branch Manager if not on pace to achieve or exceed budget
• Meet with Branch Manager on a periodic basis to strategize, understand and execute action plans for budgeted, prospective and underperforming customers in order to develop success in those accounts
• Review quote follow-up for budgeted, prospective and underperforming customers to understand and to act on trends that need to be addressed for better outcomes
• Identify additional sales opportunities and trends within budgeted, prospective and underperforming customers
• Review and take appropriate action when necessary on Daily Bookings Report, Intraday Performance Report, Static Resale Report, Quote Push, Manual Hold, Credit Hold, Transit Shelf, Lost Business Report and Bonds and report action summary to the Branch Manager
• Develop and execute strategic objectives and tactics to drive sales performance and organic sales growth for Top 10 customers and assigned customer base
• Participate in monthly/quarterly business meetings to review Top 10 customer performance
• The ability to work collaboratively with internal and external resources to generate profitable results
• Stay informed of competitor activities, industry trends and emerging markets to defend and grow PEI’s market share and to provide key decision-making information during budget/forecasting processes and reviews
• Escalate critical situations concerning sales and customer activities to the appropriate manager or decision-maker
• Routinely review customer back-order reports to address and escalate action on delinquent or potentially delinquent orders, including timely communication with customers
• Ability and aptitude to provide field sales coverage, when required, for locally assigned strategic customers with no assigned outside sales representative
• Ability to grow and maintain personal relationships with key accounts that creates an unfair advantage as a trusted advisor for PEI against the competition