B2B Outside Sales Representative
B2B Outside Sales Representative - Sales - (Exempt)
POSITION PURPOSE
The Sales Representative is responsible for helping our end user customers to buy from JBM by identifying their problems, then working with the JBM Innovation Team to develop a solution.
The Sales Representative is expected to make cold calls, attend networking events, trade shows, and visit new and existing customers nationwide. The Sales Representative will help our end-user customers/prospects to buy from JBM by following a proven Sales Process.
The individual must be able to explain and demonstrate that he/she can perform the essential functions and physical requirements of the job, with or without reasonable accommodation.
PRINCIPLE RESPONSIBILITIES AND ESSENTIAL FUNCTIONS
- Develop and Execute Account Plans for customers and prospects to achieve Annual Revenue objective.
- Develop deep relationships to uncover the customer’s problems and work with the JBM Innovation Team to develop a solution.
- Follow the Sales Process to turn a prospect into a customer. This includes items such as: sizing the customer opportunity, identifying competitive threats, documenting the buying process, creating customer profiles, identifying the customer’s problems, and overcoming objections.
- Assign Best Fit Segmentation to our Customers and Prospects.
- Connect with customers and prospects via telephone calls, emails, handwritten letters, social media, trade shows, networking events and in-person visits.
- Provide monthly revenue forecast for customer and prospects.
- Provide weekly Top 10 Report for prospects and customers.
- Provide weekly Activity Report.
- Supplies management with oral and written reports on customer needs, opportunities, wants, problems, competitive activities, and potential for new products and services.
- Coordinates sales effort with sales management, account managers, production, accounting, logistics and technical service groups.
PHYSICAL REQUIREMENTS
Frequency Key: Rare, Occasional, Frequent or Constant. For lifting enter estimated lbs.
Physical Activity |
Frequency |
Sitting |
Frequent |
Standing |
Occasional |
Crouching / bending / stooping |
Occasional |
Walking |
Frequent |
Climbing stairs |
Frequent |
Reaching |
Occasional |
Grasping |
Occasional |
Pushing / pulling |
Occasional |
Near vision |
Constant |
Far vision |
Occasional |
Hearing |
Constant |
Talking |
Constant |
Lifting / Carrying anything in excess of 5# lbs. |
Occasionally |
Travel |
Frequent – 40 – 60% |
Keyboarding |
Frequently – 40 WPM |
SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY
The individual must possess the following knowledge, skills and abilities:
- Consultative sales within direct manufacturing and distribution channels
- Relationship Builder
- Buoyant – ability to bounce back after hearing a customer’s objections
- Curious – ask questions to understand customer’s process and problems
- Comfortable talking about money
- Ability to close business
- Professional presence
- Public speaking/presenting ability
- Strong project management skills
- Strong organizational skills (Attention to Detail)
- Self-motivated
- Excellent written and verbal communication skills
- Excellent PC skills, particularly with Microsoft Office Suite
- Understanding of Continuous Improvement initiatives (e.g. LEAN)
- Ability to work flexible hours
QUALIFICATION STANDARDS
Education
- Bachelor’s Degree in Business, Operations Management, or similar discipline preferred
Experience
- Minimum of 5-7 years in a sales role
- Printing/Packaging industry experience preferred
- Proven track record of understanding of Sales and Manufacturing
Misc.
- Must pass a background check and drug screen
- Ability to work additional hours