Description
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.
KNOWLEDGE, SKILLS, AND ABILITIES
Required:
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High School diploma or equivalent and 5+ years of applicable experience in a similar sales environment
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Requires in-depth knowledge of DON’s products, services, and marketing techniques
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Intermediate proficiency with Microsoft Office products (specifically Excel, Word, and PowerPoint)
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Strong analytical, organizational skills, and the ability to problem-solve, multitask, prioritize and work independently
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Excellent communication, time management, and customer service skills.
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Must have reliable transportation to be able to visit accounts and participate in Sales training and meetings.
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Ability to lift up to 50 lbs as needed and actively participate in pre-pack order check-ins for customers.
Preferred:
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Bachelor’s Degree with a minimum of 2 years’ experience in a similar sales environment (B2B foodservice)
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Previous knowledge and/or experience working with SAP.
ESSENTIAL DUTIES
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Independent travel throughout assigned territory to call on regular and prospective customers and solicit orders.
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Display or demonstrate products using samples and catalogs to emphasize features and benefits on each call.
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Quote selling price and credit terms for orders obtained.
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Stay informed on new products, pricing, and other general information pertaining to the company and to sales.
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Responsible for collections (accounts receivable) as well as ensure proper service and follows-up on all customer accounts.
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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.
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Maintain daily contact with internal departments, manager, customers, factory reps, and other outside sources as required.
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Analyze current marketing data and maintains a working knowledge of that data.
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Check on competitive sales and pricing activity.
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Act as a consultant to provide advice and guidance to customers in relation to their requirements.
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Develop specific sales and pricing objectives for each account.
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Possess a thorough working knowledge and understanding of the customer and company order cycles.
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Has thorough knowledge of standards and goals needed to achieve/maintain territory objectives.
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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.
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Ensure that all customers have an assigned frequency of sales contact and that assigned frequencies are maintained in the weekly call plan.
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Contact customers on a regularly scheduled basis to achieve maximum vertical penetration.
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Communicate account activity to maintain a high level of follow through on credit, collections, and adjustments.
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Prepare sales estimates and forecasts as requested and on a timely basis.
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Develop and maintain an active prospect list; new account prospect calls must be incorporated into all weekly call plans.
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Attend and participate in District/Regional sales meetings as required.
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Maintain daily communication with District Sales Manager to review sales targets and discuss initiatives/progress in assigned territory.
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Review and analyze the operating philosophy of accounts in order to determine potential products, credit requirements, collections procedures, and potential of vertical penetration.
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Review and analyze the selling price structure and strategy for each customer with assigned District Sales Manager.
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Consistently prospect for new business.
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Perform other duties as assigned
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