Inside Sales Representative - RI

JOB DESCRIPTION

Classification: Full time/ Non-Exempt

Reports to: SVP of Sales

I. POSITION SUMMARY

Sales representatives play a fundamental role in achieving all revenue growth objectives by working with customers to find what they want, create solutions and ensure a smooth sales process. This is accomplished through customer relationship nurturing, price alignment, promotions, data entry and management of the overall order process.

II. JOB FUNCTIONS

1. RELATIONSHIP NURTURING

• Sales representatives execute focused sales strategies to maximize annual sales growth by understanding their customers changing needs, matching current inventory to those needs and managing the successful execution of orders.

In person visits

• Visit customers several times a year to further nurture professional relationships and look for additional opportunities to source new material for customers.
• Visit other sales reps customers who are in the area to maximize customer interaction while traveling.
• Prepare customer specific reports and data indicating new sales opportunities.

Proactive outreach

• Utilization of internal tools to analyze customer purchase patterns, lost sales and other product sales opportunities, as well as tracking the arrival of new product, reps proactively reach out to customers to generate new sales opportunities.

Check stock

• Sales reps check product availability and price based on the customers needs.

Stock orders

• The reps key focus is to capture stock orders shipped direct to customers to fill their stock material needs.

Direct shipments

• A key competitive advantage for ABI is our ability to ship same day directly to our customers customer. This provides large opportunities to grow revenue within an account as our customers use our inventory to serve the needs of their end users.

Personal relationships

• Sales reps develop and maintain close personal relationships with customers focused on understanding the needs of each individual customer, their specific business, and how we can continue to develop as a strategic partner over time via a combination of in person visits, phone, text, & email.

2. PRICE ALIGNMENT

• Sales representatives use customer specific price alignment strategies to maximize sales volume.

Quotes

• Sales reps quote specific product pricing prior to an order being placed.

Customized pricing matrices

• Sales reps create customized pricing matrices for their top customers to drive greater share of wallet.

Competitive pricing data gathering

• Sales reps use industry relationships to gather competitive pricing data.

3. PROMOTIONS

Rebates

• Sales reps target customers with significant opportunity for more business and offer an annual rebate program to drive growth.

Free Shipping

• Sales reps use free shipping selectively to drive greater sales and increase market share, particularly with larger stock orders.

Promotions

• Reps drive the sale of stock through product promotions.

4. ORDER MANAGEMENT

• Sales reps see orders through to completion.

Data entry

• Sales reps carefully type orders for mistake-free orders.

Backorders

• Sales reps inform customers of received products that are on backorder. If they still want the product the product is allocated to them.

Open pick ticket management

• Sales reps monitor a open pick ticket report and resolve the many reasons why the ticket is still open (e.g. skipped in billing, backorder, customer cancelled and sales person did not cancel, etc.).

RMA management

• Sales reps type up RMA’s and monitor through to completion.

5. SCHEDULE

• The work hours will be established between the manager and employee based on the scheduling and coverage needs of the company. The schedule will generally be an 8-hour period between the hours of 7:00 am and 6:00 pm PST, Monday through Friday with one-hour break.

III. POSITION REQUIREMENTS

• An undergraduate college degree or equivalent relevant working experience preferred.
• Critical thinking.
• Ability to analyze customer data trends for new sales opportunities.
• Proactive approach to understand individual customer needs and provide solutions from both existing inventory as well as looking for new products to supply to your customers based on their input.
• Excellent verbal and written communication skills.
• Ability to use ERP systems with a preference for Prophet 21.
• Ability to use analytics systems with a preference for MITS.

IV. PHYSICAL DEMANDS & WORKING CONDITIONS

• The emplyee must be able to drive to local offices 5-days a week.
• The employee must be able to travel for 2-5 weekdays, 4-5 times a year.
• This is a full time, on-site office job and entails the physical demands associated with operating a telephone and computer (viewing monitor, keyboard, mouse).