Territory Sales Representative

JOB SUMMARY

Responsible for directing a total effort toward the achievement of Territory/District sales goals and objectives. This is accomplished by interacting with established customers and developing new prospects.

ESSENTIAL DUTIES

• Independent travel throughout assigned territory to call on regular and prospective customers and solicit orders.
• Display or demonstrate products using samples and catalogs to emphasize features and benefits on each call.
• Quote selling price and credit terms for orders obtained.
• Stay informed on new products, pricing, and other general information pertaining to the company and to sales.
• Responsible for collections (accounts receivable) as well as ensure proper service and follows-up on all customer accounts.
• Actively participate in pre-pack check-ins as required, lifting up to 50 lbs as needed and bending, stooping, and/or standing and for extended periods of time.
• Maintain daily contact with internal departments, manager, customers, factory reps, and other outside sources as required.
• Analyze current marketing data and maintains a working knowledge of that

data. Check on competitive sales and pricing activity.

• Act as a consultant to provide advice and guidance to customers in relation to their requirements.
• Develop specific sales and pricing objectives for each account.
• Possess a thorough working knowledge and understanding of the customer and company order cycles.
• Has thorough knowledge of standards and goals needed to achieve/maintain territory objectives.

• Ensure that presentations and selling ideas are made to all persons who have an influence on the purchase of products at each current and prospective account. • Ensure that all customers have an assigned frequency of sales contact and that assigned frequencies are maintained in the weekly call plan.

• Contact customers on a regularly scheduled basis to achieve maximum vertical penetration.
• Communicate account activity to maintain a high level of follow through on credit, collections, and adjustments.
• Prepare sales estimates and forecasts as requested and on a timely basis.
• Develop and maintain an active prospect list; new account prospect calls must be incorporated into all weekly call plans.
• Attend and participate in District/Regional sales meetings as required.
• Maintain daily communication with District Sales Manager to review sales targets and discuss initiatives/progress in assigned territory.
• Review and analyze the operating philosophy of accounts in order to determine potential products, credit requirements, collections procedures, and potential of vertical penetration.
• Review and analyze the selling price structure and strategy for each customer with assigned District Sales Manager.
• Consistently prospect for new business.
• Perform other duties as assigned.

QUALIFICATIONS
Education

• High School diploma and 5 years of applicable experience in a similar sales environment. Requires in-depth knowledge of DON’s products, services, and marketing techniques, intermediate proficiency with Microsoft Office products (specifically Excel, Word, and Powerpoint), strong analytical, organizational skills, and the ability to problem-solve, multitask, prioritize and work independently. Excellent communication, time management, and customer service skills. Must have reliable transportation to be able to visit accounts and participate in Sales training and meetings. Ability to lift up to 50 lbs as needed and actively participate in pre-pack order check-ins for customers.

• Preferred: 4-year degree in culinary arts, business with a minimum of 2 years experience in a similar sales environment (B2B foodservice) and previous knowledge and/or experience working with SAP.

Experience

• 2-year prior food service and/or sales background strongly preferred.

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