The Sales Representative has three primary order creation (sales) responsibilities (1) Proactively managing and selling to the customers assigned to him / her and ensuring that these customers receive a high level of service, (2) Actively resolving any order discrepancies in his / her area of responsibility, and (3) Actively qualifying and responding to incoming customer inquiries assigned to him/her and escalating those that are appropriate to other team members. Overall, the objective is to provide a level of sales service to our customers that distinguishes SPIROL from its competitors, and positively impacts SPIROL’s results in terms retaining existing business and securing new customers. Generally, a sales representative will handle the important group of customers in the C&D category and be continuously surveying these customers and opportunities for potential situations which justify further investigation and potential sales investment.
RESPONSIBILITIES
1. Develops a strong business relationship with customers in the assigned sales focus area so that the relationship is one of the main reasons the customer places orders with SPIROL. Develops relationships primarily with buyers, but actively seeks customer contacts across all facets of the customer (purchasing, engineering, quality and operations, general management).
2. Performs Annual business Reviews, and ensures that all aspects of the business between SPIROL and the customer remain current and well documented. This includes, but is not limited to pricing, product specifications and quality requirements. Generally, this includes providing updated quotes and ensuring that future demand is well planned to ensure a positive and smooth delivery of product over time.
3. Resolves any OD (Order Discrepancy) holds in a timely manner to ensure customer orders are processed effectively per policy and procedure. This includes reviewing the nature and severity of the discrepancy and working with other sales associates (as necessary) to resolve the discrepancy in a timely manner. The Sales Representative will work directly with the customer to resolve the discrepancy and release the order when complete. The Sales Representative performs the customer service function until the resolved order has been acknowledged to the customer.
4. Qualifies incoming assigned customer inquiries / leads and determines the appropriate course of action to effectively (1) secure the customer’s business, (2) develop strong relationships and (3) augment SPIROL’s brand with the customer. If the Sales Representative is handling the inquiry, he / she generates quotes for catalog standard and production standard items and commensurately generates proposal packages. The Sales Representative will use his/her knowledge and judgement to transfer incoming customer inquiries to other team members if another team member is more appropriate to handle it.
5. Acts as team member of the SPIROL Sales Entity to ensure that all actions for the assigned area are organized and completed to achieve objectives. Continuously evaluates customers & opportunities and refers qualifying customers to the appropriate sales associate for penetration activities when significant additional opportunity exists at the customer. Routinely calls customers via a defined sales call plan (Annual Sales Call Plan).
a. Proactively calls smaller customers (non A/ B) in the sales focus region and secures repeat orders. Routinely starts calling customers 3+ months before their current orders complete to ensure that SPIROL receives its new orders with sufficient leadtime to ensure smooth and seamless supply.
b. Complete the demand forecast for these customers by the end of July each year and load it into the appropriate database.
6. Documents all customer contact / correspondence per company policy as defined in the Order Creation Overview and actively uses the customer contact database as an organizational tool to complete current and plan future work.
7. Travels as necessary to support the territory and company objectives, including but not limited to SPIROL sales meetings, annual sales call plans, ABRs, new business / opportunity development, customer relationship development, and resolution of any service or business issues with the customer.
8. Ensure workstation is organized and is kept in a professional manger. Work must be properly housed for easy retrieval and continuation in the event of a representative’s absence.
9. Promotes continuous improvement by taking the initiative to identify issues and provide solutions with the goal of reducing cost and improving performance.
10. Minimize waste and conserve energy through reuse, recycling and following Environmental Management System practices.
11. Complete other work assignments as necessary and as requested by his / her supervisor.
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