Customer Sales Representative
Department: Sales
Reports to: General Manager
Summary: Solicits New Business and Quotes products by performing the following duties. Other duties may be assigned.
• Develops list of prospective Customers from leads provided by GM and by studying business directories, consulting business associates, reviewing information from newspapers, business directories, industr
y ads, trade shows, Internet Web sites, referrals and other sources.
• Communicates regularly with Customers/Prospects to solicit orders and obtain marketing information to qualify prospects, requesting RFQs and “closing” orders by pro-active telemarketing techniques.
• Explains to customers and prospects features and benefits of purchasing from Freundlich Supply.
• Identifies specialized Customer needs and communicates those needs to the General Manager and other employees as needed.
• Obtains Customer RFQs and supporting information to bid successfully.
• Develop Supplier list for special fasteners and processes (e.g. SHCS, HHCS, Collars, long bolts, studs, set screws, washers, pins, imports, secondary machining, plating, etc.)
• Occasionally, visits Customers to discuss growing business
• Quotes products in accordance with pricing structure established by Company management
• Updates Axiom Computer System to keep account activities up to date.
• Schedules follow-up telephone calls, e-mails, faxes and action steps to manage customers and prospects. Obtains competitive literature, supplier data and other product information
Obtains cost data from suppliers to formulate/update pricing for RFQs
Performance Metrics:
1. Manages assigned customers by expanding sales dollars and/or profit dollars.
2. Expands business opportunities by:
a. increasing assigned customer base
b. qualifying new prospects/customers
c. soliciting new business with existing assigned customers
d. identifying new product additions
3. Maintains accurate and timely database on Computer System
4. Provides/updates weekly open quote status.
5. Keeps accurate notes on calls made using questionnaire. SUPERVISORY RESPONSIBILITIES None
QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required..
• He/she must be able to work effectively with a variety of people.
• He/she must have strong persuasive skills
• He/she must be able to obtain P.O.s in a fair, honest manner without over-stating company capabilities.
• He/she must be able to work successfully independently.
• He/she must be self-motivated, a 'self starter'.
• He/she must be willing and able to travel albeit infrequently.
• He/she must be able to use the following computer software: Windows–Platform software, ACT Contact management software, MS Word–Word processing software, Excel spreadsheet software, PowerPoint presentation software, Internet search software. Training will be provided to use Axiom software. EDUCATION and/or EXPERIENCE - A minimum of three years of sales or customer service experience is desired. College degree preferred. Technical training in fasteners, mechanical assemblies and strength of materials is helpful. Should be willing to attend training seminars to upgrade technical and computer skills. LANGUAGE SKILLS Strong communication and negotiation skills are essential. Must be able to communicate well both verbally and in writing. Must be able to solicit and accurately interpret RFQs from Customers/Prospects and have the ability to communicate RFQ requirements effectively to appropriate suppliers and/or internal colleagues as needed. MATHEMATICAL SKILLS Good mathematical skills are required to insure profit margins and sales objectives are obtained. REASONING ABILITY Good reasoning ability is required in order to effectively match Customer needs with Company capabilities. PHYSICAL DEMANDS Clerical and administrative duties in office environment. ORGANIZATIONAL SKILLS Efficient use of computer software to quote, follow-up and schedule activities essential to maximize productivity.
