What are the responsibilities and job description for the Field Sales Representative position at Travers Tool Co. Inc.?
Build and retain relationships with target accounts and key decision makers within assigned region to grow revenue and profit margin. This position will be focused on increasing marketshare with existing accounts, prospecting for new accounts and providing an exceptional customer experience.
Revenue Growth:
- Continually meeting or exceeding daily and quarterly revenue targets.
- Drive revenue managing an assigned territory and develop relationships with multiple contacts within Target Accounts
- Leveraging sales process with assigned strategic accounts to drive retention and share of wallet growth.
- Identify new business opportunities to expand the scope of Travers Tool Co. products/services for your accounts and own these opportunities from lead to close.
- Establish and manage a pipeline of growth opportunities to drive share and revenue growth to sales forecast.
- Act as liaison between customers, sales, vendors, tech team, and accounting to quickly resolve general inquiries & issues.
- Knowledgeable of entire Sales Lifecycle and demonstrate effective issue resolution, retention, and closing techniques
- Ability to present multiple solutions to customers and emphasize the features of the products to highlight how they solve the customers' problems across a variety of Travers Tool Co Products/Services.
Territory Planning:
- Utilize key sales process tools (Phocas, HubSpot, CAP) to identify direct product opportunities with existing customers.
- Act as the voice of the customer by monitoring competitor products, sales and marketing activities. Provide insights on the overall market, trends and new product developments.
- Develop and present a semi-annual business plan for assigned accounts.
Data Management:
- Properly execute all CRM activities such as logging customer visits, emails and new opportunities.
- Leverage company BI tool and CRM to establish a call purpose.
- Accurately maintain customer pricing agreements in the ERP system and enter quotes and orders as needed.
- Special projects as assigned by manager.
METRICS:
- Meet a/or exceed assigned daily, monthly, quarterly and annual sales forecast.
- Documented CRM opportunity pipeline of 2x annual forecast
- Create and maintain a Target Account Deck of 50 qualified accounts within assigned territory
- Develop a 12-month sales strategy within 120 days of employment to achieve sales forecast
- Utilize the CRM tool for daily call activity and opportunity pipeline management
QUALIFICATIONS:
- 2 years of experience in industrial/manufacturing/distributing sales experience
- Proven record of achieving or exceeding assigned sales goals
- Hunter mentality & strategic thinker
- Excellent presentation, negotiating and public speaking skills.
- Knowledge of corresponding geographical area.
- A collaborative mindset, ability to work in a team environment as this role will interact closely with marketing, inside sales, and operations.
- Personal drive and motivation, including competitive spirit, ability to overcome obstacles, strong sense of accountability, action orientation, flexibility and situational adaptability
- Personable, extroverted personality, well organized, ability to achieve goals, ability to focus and pay attention to detail.
- Valid driver’s license and reliable personal vehicle with insurance coverage as required by company.
BENEFITS:
- Generous Paid Time Off (PTO) Program and Sick Time Program: Up to 17 total PTO and sick days per year are provided for scheduled PTO (vacation, personal, routine medical appointments) and sick time. PTO accrual increases with increasing tenure at Travers.
Paid Holidays: 7 Paid national holidays annually.
Health Insurance: Comprehensive private health insurance is available, including medical, dental, and vision. You are eligible to participate on the first of the month after your hire date.
Company- Paid Life Insurance and Company-Paid Disability Insurance, Optional Supplemental Life Insurance.
Flexible Spending Account: Pre-tax funds can be set aside from your paycheck to use to pay for qualified healthcare costs.
Retirement Plan: Contribute pre-tax (401K) and/or post-tax (Roth IRA) dollars to fund your retirement. You are eligible to participate in the retirement plan six months after your start date. Travers matches 50% of employee deferrals, up to 4% of employee compensation.
Tuition Reimbursement Program: Educational assistance to help our employees develop professionally.
LifeCare/ LifeMart for employees and their household members: Access to resources, referrals and discounts for all aspects of life, and access to an Employee Assistance Program for counseling.
