Inside Sales Representative

Description

PTC is a leading manufacturer and marketer of welded and cold drawn mechanical steel tubing and tubular shapes, plated bar and tubing, and fabricated parts and precision components.

We at PTC value our employees’ health and wellness. We offer the following:

• FREE Healthcare
• HSA option
• Dental
• Vision
• Life Insurance
• Dependent & Spouse Life Insurance
• Long Term Disability
• Cancer & Critical accident coverage
• 401K plan with company match
• Referral Bonus
• Annual college scholarship available for children & grandchildren of PTC employees
• Tuition Reimbursement eligibility

Job Summary: 

This position performs a variety of tasks associated with lead generation to obtaining and entering orders. Provides account management services to current customers and requires a high level of customer service to all leads, customers and vendors.

 

Essential Duties and Responsibilities: 

• Maintain contact with all clients in the market area to ensure high levels of customer satisfaction.
• Demonstrate ability to interact and cooperate with all company employees.
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with team members, solve problems creatively and demonstrate high integrity.
• Maintain professional internal and external relationships that meet company core values.
• Proactively establish and maintain effective working team relationships with all support departments.
• Demonstrate technical selling skills and product knowledge in all areas listed above that allow a sales associate to give a comprehensive presentation of PTC.
• Follow annual business plan that is developed by the Management Team.  This document will provide detailed activities to follow during the fiscal year.
• Complete understanding of pricing and proposal models.
• Sell consultatively and make recommendations to prospects and clients of the various solutions the company offers to fix their problems.
• Develop a database of qualified leads through referrals, telephone canvassing, face-to-face cold calling on business.
• Create and conduct effective proposal presentations and RFP responses that identify prospect business problems.
• Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and other activities within their assigned territory, including the use of email system.
• Adhere to all company policies, procedures and business ethic codes and ensure that they are communicated and followed by the team.

• Job Functions

• Customer Service

• Function as a primary contact to customers needing assistance.
• Some travel and customer entertainment.
• Determine customer needs and review requirements.
• Provide accurate feedback for lead times, delivery requirements, quality concerns, and steel availability.
• Initiate complaint reports and assist in providing a corrective action plan to the customer.

• Customer Satisfaction (Customer Satisfaction 4.1.P2)

• Provide corrective actions for customer satisfaction surveys that have low ratings.

• Quotes (Contract Review 4.3.P1)

• Provide pricing for all customer inquiries.
• Negotiate price reduction or price increase efforts.
• For large quantities or special circumstances, sales will consult with the Sales Manager and other management for approval or assistance.

• ECO

• Update all information concerning new and existing items through the ECO system to ensure that the information is accurate.
• Update all screens in the AS400 system to ensure all information is accurate and up-to-date.

• Pre-production Planning (APQP)

• Represent the customer in pre-production meetings.
• Submit a pre-production plan for the meetings to determine feasibility of new items that a customer has requested (Manufacturability, steel availability, tooling needs, PPAP needs, material needs, gauging needs, pricing concerns, capability requirements).
• Contact customers for modification or exceptions.

• Order Entry (Order Entry 4.3.P2)

• If it is a new customer, prepare credit application and submit to Credit Manager.  Review current releases from customers and enter into the AS400 system.
• Enter all other orders into the system and maintain paperwork (i.e. Quotes, releases, faxed orders, email orders, etc.).

• Document Control (Customer Document Control 4.5.P2)

• Request drawings and specifications from the customer.
• Review and circulate prints to appropriate personnel for sign off.
• Ensure that the print is distributed to all appropriate parties.

• Pricing

• Develop and maintain specific customer pricing lists.
• Initiate new price lists when required.
• Negotiate pricing with customers with Sales Manager approval.
• Make changes to the pricing to reflect cost reductions or price changes.

• Expedite Material

• Represent the sales team and the customer in production meetings.
• Assist with prioritizing material completion dates.
• Work with shipping to deliver material in a timely fashion.
• Work with shipping to expedite special orders and material that is late.

• Sales Forecasting

• Assist in the development of sales forecasts.

• Inventory Control

• Monitor customer inventories to ensure that there is not excess inventory on the floor.

• Outside Services

• Work with subcontractors to develop pricing for work performed.
• Submit purchase orders to purchasing for services.

• Market Polling

• Conduct weekly market polling and review at the weekly sales meeting.

• Price Strategy

• Maintain price information for all customers in the price strategy screen.

 

Minimum Education and/or Experience Requirements: 

Education: High School

Years of Experience:  3 years in relevant field of Line Pipe or OCTG sales.

Number of Direct Reports:  None                    

Job Titles of Direct Reports:  None

Skills and Abilities: 

• Must have excellent written and verbal communication skills.
• Must have the ability to operate and make effective use of Microsoft Word, Excel and Outlook.
• Must possess and display a confident demeanor when corresponding with customers.
• Must have a high level of understanding of cost and pricing tools used by PTC.
• Must be able to manage challenging sales situations and address customer objections and complaints.
• Must possess and display professional salesmanship 100% of the time when dealing with existing or potential customers.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

• Language Skills:  Ability to read and comprehend simple instructions, short correspondence, and memos.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.
• Reasoning Ability:  Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.  Ability to deal with problems involving several concrete variables in standardized situations.
• Other Skills and Abilities:  Must be computer literate and able to work with programs such as Word, Excel, etc., and be able to learn and use HP programs such as e-mail, ERP system, etc.

Certificates, Licenses, and Registrations: 

None

 

Work Environment:  

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

The noise level in the work environment is usually moderate.

 

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

While performing the duties of this job, the employee is regularly required to stand, and/ or walk, and/ or use arms and hands to load and unload material for extended period of time. Must be able to safely lift and load 50lbs. The employee must also be able to work outside in a variety of conditions. Candidates must be able to tolerate any climate, must be flexible with shift and hours.

 

Quality Commitment:

The incumbent is expected to understand that all employees have a shared responsibility for the quality of products and related services provided to our customers. Duties and responsibilities are to be carried out in accordance with the PTC Quality Management System and its policies, procedures, and work instructions as applicable to the job or function being performed.

Qualifications