Senior Sales Representative – Innovation

Utilizes advanced target-market selling skills to drive demand with the end-user. Plans, administers, controls and organizes the activities of a designated sales territory to meet and exceed profitable sales and earnings objectives.  Develops, implements and measures advanced strategic territory plans to drive brand awareness and market share growth.  Supports annual and long-range plan objectives. Provides leadership through collaboration, credibility and accountability. 

Key Position Responsibilities:

• Develops on-going/continuous market analysis of the territory by obtaining intelligence through a market segment focus approach to end-users and relevant industry reports.  Recognizes trends, draws conclusions, and effectively drives change to positively impact territory sales and profitability.  Develops, implements and measures territory end-user conversion strategies to maximize market share growth.

• Achieves annual territory revenue plans and end-user conversion goals.  Develops, recommends, and implements end-user driven programs at an effective level across the territory for maximum benefit.  Measures and monitors the effectiveness of all programs implemented in the territory.

• Establishes and maintains contact with the “80" of existing and potential end-users by expanding product knowledge and implementing programs/promotions to facilitate market share gowth.  Recommends options and implements creative solutions to provide continuous sales improvement within the territory.

• Builds credibility within the organization and with external stakeholders.  Utilizes advanced written and verbal communication skills.  Drives accountability for plans and actions that build the brand within the territory.  Coordinates the sales and channel support activities within the territory.  Proactively provides feedback and recommendations to Manager.  Actively collaborates with others to coordinate plans with strategic regional selling plans.

• Utilizes problem questions and effectively probes to uncover implicit customer needs. Utilizes implication questions to quantify problems and uncover explicit needs.  Delivers needs payoff questions at an advanced level to create value and close the sale.
• Builds research plans to guide strategic decisions, investigates the plan and then executes the plan to understand a new and unfamiliar market opportunity.  Works with internal resources to drive sales and exceed the support expectations of end-users.
• Develops relationships in an unfamiliar market or territory, feels comfortable calling on customers in a professional environment as well as on an active construction site.  Is also able to build close working relationships cross-divisionally within the company.

   
• Bachelor’s Degree required.  Technical background or experience a plus

 

• Minimum 5-7 years proven sales experience required.  Direct sales experience as well as sales through distribution channels a plus

 

• Ability to travel up to 75%

 

• Strong communication skills, both written and verbal, with an ability to effectively present information to both small and large groups of people

               

• Ability to develop a new, unfamiliar market with little to no history in the market
• Ability to analyze end-user data and make strategic decisions based on the data

 

• Ability to use advanced negotiating skills to close business on job sites

 

• Uses economic justification effectively to quantify value for the end-user in order to secure incremental business

 

• Proven ability to influence customers and drive positive change in a marketplace

 

• Proven ability to deliver aggressive sales plan and financials

 

• Ability to create and implement strategic business plans

             

• Ability to work independently with limited supervision