Position Summary/Purpose
Establish contact with individuals and organizations for the purpose of arranging
scheduled meetings and developing relationships with decision-makers that will
lead to commitment of referrals to customers in need of our restoration
services. Help retain existing customers and referral sources through ongoing
phone and in-person contact.
Primary Duties and Responsibilities
Identify potential new customers and referral sources
Create and maintain sales route records
Perform sales calls resulting in scheduled meetings with target referral prospects
Gain commitment from customers leading to referrals of those in need of restoration services
Complete weekly and monthly sales reports in a timely manner
Attend weekly sales meetings
Maintain phone and in-person contact with existing customers
Maintain customer contact database
Make group presentations to prospect organizations (e.g. Continuing Education (CE) classes)
• Consistent, effective involvement in trade, community, and networking organizations, and
participate in networking activities and events
Additional Duties and Responsibilities
Assist in the development of marketing materials
Assist Owner/General Manager with annual marketing budget
Decision Rights and Authority
Entertainment spending within approved budget
Plan sales calls, meetings, presentations, and event participation
Working Relationships and Scope
Communicate with managers responsible for all company functions to support planning related
to capacity and ability to effectively deliver timely quality services to customers
Active involvement in select trade and community associations, providing access to
customer prospects and partnering contractors
Work closely with Operations management and Project Managers to remain current on
active job status and progress in order to keep customers and referral sources
updated
Performance Competencies
Relationship Development - Effectively builds professional relationships and networks.
Brings value to referral sources and prospects and maintains appropriate level of contact.
Integrity-Ironclad. Does not cut corners. Puts the company's interests above self.
Earns trust of co-workers and customers. Intellectually honest.
Oral Communication - The individual speaks clearly and persuasively in positive or
negative situations. Effective in one-on-one and small group situations.
Adaptable and able to think on his/her feet.
• Written Communication - Writes clear, precise, well-organized letters, proposals, and
emails. The individual edits work for spelling and grammar and is able to read
and interpret written information. Uses appropriate vocabulary and grammar.
• Planning and Organizing - Plans, organizes, and schedules his/her time in an efficient
and productive manner. Focuses on key priorities.
• Discipline and Follow-up-Demonstrates a disciplined approach to sales. Strong on follow-up
and follow-through. Leverages time effectively to obtain the best return on
their efforts. Accustomed to working from sales plans and reports.
• Dependability- The individual is consistently at work and on time, follows instructions, responds
to management direction, and solicits feedback to improve performance.
• Aggressive- Constantly on the lookout for new contacts and sales opportunities. Studies
and applies new sales techniques and technology.
• Technology- the individual uses typical communication devices to effectively speed
communication and appropriately utilizes company-approved customer contact
management (CRM), standard word processing, spreadsheet, and PowerPoint
software tools to enhance efficiency and accuracy of work performed.
Qualifications - Knowledge, Skills, and Abilities
Education and Experience
Associate degree in business, marketing, or related field with bachelor's degree
preferred. Four (4) to six (6) years of experience with relationship selling to
high-level executives and entrepreneurs.
• Selling Skills
Understands and effectively applies the concepts of differentiation and adding value. Knows
customer markets, the issues and challenges they face, and can translate that
information into useful selling strategies. Builds long-term relationships that
drive increased revenue and demand for services.
• Financial Reports and Documents
Understands the concepts and content of financial reports: Profit & Loss, Balance Sheet, and Cash Flow.
• Mathematical Skills
Possesses strong math skills. Able to translate information regarding a prospect's
business into estimated revenue potential. Comfortable comparing actual
performance to established plan for selling activity and revenue generation.
• Computer Skills
Demonstrates proficiency in the use of computers and computer software including enterprise
systems (Fusion) and MS Office, Word, Excel and PowerPoint.
Certificates, Licenses,and Registrations
None required for this position.
Physical Demands
The physical demands described below are representative of those that must be met to successfully
perform the essential functions of this job. Reasonable accommodations may be
made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit,
use hands to finger, handle or feel, reach with hands and arms, and talk or
hear. The employee is frequently required to stand and walk. The employee must
regularly lift and/or move up to 10 pounds and occasionally lift and/or move up
to 25 pounds.
Working Conditions
The work of this position is predominantly carried out in an office environment, with
the majority of time being spent at customer and prospect business locations.
Daily travel by car is expected.
Noise level in the work environment is usually quiet.
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