Sales Representative II

Description

Primary Purpose:Builds profitable sales, employing a consultative sales approach. Develops and maintains a long-term partnership with customers by using industry expertise. Uses Veseris resources to provide solutions to customer needs and gathers market intelligence.Specific Duties and Responsibilities:A. Follows the Guiding PrinciplesB. Builds and sustains long-term customer partnerships · Makes the business relationship mutually beneficial · Cultivates rapport with customer · Responsive to customers needs · Establishes a long-term perspective on doing business with the customer · Maintains up-to-date information on customers (contacts, competition, products) · Fulfills customer expectations with realistic commitments · Serves as a resource to customers by sharing useful information (regulations, safety, product knowledge, market trends, pricing)C. Manages Territory and Accounts · Performs to or exceeds sales forecast · Uses activity-based profitability model and segmentation strategy to spend selling time with the most profitable segments and increasing activity-based margin · Maximizes face-to-face selling and limits non-selling activities · Prepares detailed sales plan for territory and individual accounts · Forecasts customer demand by customer and product · Manages time effectively · Executes strategies to address competitive situations · Implements Veseris marketing plans and strategy (e.g., maximize sales of key products) · Knows attributes, tendencies and needs of all customer segmentsD. Uncovers Customers needs/opportunities · Probes customer to uncover needs/opportunities · Acknowledges understanding of customer needs/opportunities · Determines satisfaction level with Veseris and/or competitionE. Develops solutions to customer needs/opportunities · Evaluates needs/opportunities and matches them with Veseris products/services · Is resourceful: considers full range of options to find a creative solution · Uses financial analysis to develop and support solutionsF. Understands customer’s business · Identifies customer decision making process · Knows industry needs and trends · Uncovers specific customer requirementsG. Conducts effective sales calls · Uses effective techniques during presentation · Adapts presentation style to needs and expectations of the customer · Responds to questions with clear and to-the-point answers · Utilizes outside resources as necessary (Manufacturer reps, specialists, etc.)H. Demonstrates proficient use of sales automation tool set · Uses PC and related software (CRM software, Tableau, Microsoft Office platforms) · Enters and updates quotes as needed I. Displays effective interpersonal & communication skills (internal/external) · Delivers information in terms customers & associates understand · Achieves mutual understanding by summarizing & reviewing agreements · Actively listensJ. Demonstrates knowledge of Veseris · Understands mission statement & quality process · Understands policies & procedures · Identifies people in the organization who can provide customer with requested information · Understands the profitability model and customer segmentationK. Demonstrates understanding of Veseris products and services · Understands applications of key products · Understands capabilities/limitations of Veseris services · Uses available resources to learn about products and industries (trade journals/shows, supplier brochures/classes, supplier hot line, Veseris experts) · Knows our value-added services (BCE’s, PCA’s, Pestweb, Insect ID, Technical Training, etc. etc.)L. Knows about competitors and their services · Knows limitations and capabilities of competition’s products and services · Distinguishes Veseris products and services from the competition · Keeps abreast of general business and economic trends · Acquires, assesses, and shares competitive informationM. Resolves problems/nonconformances quickly · Uncovers and verifies problems/nonconformances · Probes for all details on expressed concerns · Persists until all causes are identified and resolved · Develops and presents solutions quickly · Anticipates potential problems and proactively works to avoid themN. Negotiates effectively for win/win results · Prepares in advance for possible objections by customer · Acknowledges and responds to objections as soon as they arise · Makes appropriate trade-offs/concessions while gaining customer commitment · Follows Veseris pricing/marketing strategyO. Gains commitment from customers · Identifies verbal and nonverbal signs of customer readiness to commit · Obtains commitment from customer to establish next incremental step in the sales processP. Demonstrates focused prospecting · Uses a variety of resources to locate and qualify leads · Uses the segmentation strategy to identify desirable prospects · Follow up on leads and samplesQ. Teamwork: collaborates with team members · Seeks good communication and cooperation within the Veseris organiza