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Company Overview 

Hartwell Classic Apparel, one of the nation's premier suppliers to the promotional products industry, originated in 1939 to manufacture men's work clothes and uniforms with a stated mission of delivering top-quality product at an uncompromising level of customer service. Since then, we have changed our focus slightly, now selling “blank” wearables and embroidered items to all segments of the promotional business including wholesalers, corporate providers, uniform distributors, resorts, and sporting divisions-yet our 67 year old philosophy of providing exceptional product and service still remain the same.

Patriarch Partners, LLC, an investment firm managing over $4.5 billion in assets, purchased Hartwell Classic Apparel in March 2005, giving us the competitive edge to market ourselves with new and innovative products, expand product lines, strengthen our presence, and respond to the demands of the fast paced supplier industry.

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Job Description 

Summary

Under the supervision of the Inside Sales Team Leader and the VP Business Development, the Inside Sales Representative will work either as a team member with a Independent Outside Sales Rep, in a territory on their own or in support of Hartwell’s designated key accounts and buying groups.

 

The inside sales rep must possess high energy, great communication skills, and demonstrate an ability to achieve sales and develop new and existing accounts.  This position is responsible for a group of approx. 125 customer accounts, which they need to grow their territory.

 

To achieve this goal the Inside Sales Representative will ask probing questions and use that information to supply the customers with the Hartwell Apparel Product, tools and information to match their business needs.  This will be accomplished by selling customers via the telephone and working on projects designed to meet overall territory and department revenue goals. This position will be assigned a territory through an inclusion process.  The expectation of meeting and exceeding specific territory revenue and sales objectives, increasing customer loyalty, educating and problem solving for customers are the primary responsibilities for this position.  

 

This position will be paid a base plus an incentive based upon the achievement of the revenue, sales objectives and territory potential.

 

Job Duties and Responsibilities include the following:

·         Make outbound Calls to assigned customers

·         Ask probing questions to explore the customers’s business potential

·         Analyze customer potential via effective business discussion.

·         Identify Hartwell tools that develop customer’s potential effectiveness and profitability.

·         Implement a follow-up system (salesforce.com) and record notes in that system that tracks account results.

·         Maximize promotions to encourage account development including outbound calling and e-mailing efforts to inform customer base of specials, sales, promotions, and new products and services.

·         Assist in soliciting new accounts.

·         Respond to price quotes from incoming/in-house transfer calls.

·         Prepare price quotes to effectively increase sales while maximizing margins.

·         Gather information, qualifying accounts and emphasizing available products and services that meet the customer’s needs. 

·         Qualify customers for the appropriate pricing level.

·         Document all activity in salesforce.com software consistently.

·         Provide feedback on all projects to manager noting customer response, issues and solutions and marketing opportunities.

·         Assist in addressing concerns regarding services rendered, referring complaints of service failures to designated departments for investigation, and informing Hartwell management personnel regarding such issues.

·         Meet monthly via conference calls with Outside Sales or Inside Sales team members to compare notes and territory status.

·         Perform via implemented metric system measuring both qualitative and quantitative elements of the Inside Sales dynamic including progress on forecasted sales goals, quote follow up, quote conversion, outbound calls on up and dropped revenue, attendance and subjective review of values such as teamwork, initiative, accountability and customer focus. 

·         May include the seasonal responsibilities of selling close-out merchandise both through liquidation channels as well as regular customer base as necessary.

·         May be assigned special projects as necessary.

 

Supervisory Responsibilities:  This position has no supervisory responsibility.

 

 

 


Job Requirements 

 

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.

  

Education and/or Experience:  4 Year College Degree (Preferred) or Associates Degree or at least 3 years in an Inside Sales role (apparel experience not essential)

  

Language Skills:  Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.  Ability to clearly communicate with customers via the telephone.

  

Mathematical Skills:  Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.

 

Reasoning Abilities:  Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

 

Computer Skills:  Must have basic knowledge and proficient ability in the following computer programs: Outlook (e-mail), Word and Excel.

  

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

 

Selling Skills and/or Sales Experience:  Thorough knowledge of all company products and programs and of key competitive products along with regional specific promotions; Demonstrated to ability to cross sell consistently and effectively.  Excellent oral and written communication skills including telephone skills; Broad general knowledge of sales and business typically obtained through 4 years or more of formal education or relevant business experience;  2-3 years of telephone sales experience (not telemarketing) positioning a tangible product for a varied account base.

  

Adaptability:  Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation.  Able to deal with frequent change, delays or unexpected events.

  

Customer Service:  Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

  

Interpersonal skills:  Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control, Remains open to others’ ideas and tries new things.

  

Judgment:  Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.

 

Planning and Organization:  Strong planning and organizing skills with ability to plan a course of action for self to ensure the accomplishment of specific objectives.

  

Initiative:  Has the ability to work independently without direct supervision. Volunteers readily; Undertakes self-development activities; Seeks increased responsibility; Asks for and offers help when needed.

  

Quality:  Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.

 

Teamwork:  Balances team and individual responsibilities; Exhibits objectivity and openness to others’ views; Contributes to building a positive team spirit.

  

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  

Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  The noise level in the work environment is usually moderate.

 

 

 

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