Outside Sales - Trenton, United States - Johnstone Supply

Johnstone Supply

Verified Company

Trenton, United States

3 weeks ago

Posted by:

Mark Lane

beBee recruiter

Description

Company Information:

Johnstone Supply is a leading wholesale supplier to the heating, air conditioning, and refrigeration industry.

We are privately owned and part of the largest wholesale cooperative in the nation, and currently rank as the #2 HVAC/R distributor in the United States.

The King group operates 6 branches located in New Jersey and the Philadelphia area with immediate openings due to rapid company expansion and market demand.

We are seeking well qualified, enthusiastic people to help us maintain the highest levels of customer satisfaction and help continue to grow our business.

Our core focus is simple:

To be a dominant player in the markets we serve by making it easy for contractors to do business with products, knowledge, and service.

We strive to provide a world-class customer experience to every customer, on every transaction.

Prospective team members should be aligned with our core values:

Self-Improvement & Adaptability - Interested in continuous self-improvement & adapts to change
Energetic & Competitive - Is Enthusiastic, Energetic, Tenacious, & Competitive
Take initiative and Maintain Accountability
Detail Oriented - Practices fanatical attention to consistency & detail
Team Player - Supporting One Another "One Team, One Goal"

Overview:

The Outside Sales Representative is responsible for establishing contact with existing customers, generating new business and cultivating current opportunities as well as following up on new leads.

Qualifications:

Responsibilities:

- _

Territory Planning:
_Develops a thorough knowledge base of customers in the territory.

Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit.

Categorizes and prioritizes accounts while allocating time to highest priorities. Maps opportunities into territories/zones.
- _

New Customer Engagement:
_ Initiates contact with customers and develops relationships with influencers and decision makers. Questions, listens and observes to uncover customer needs.
- _Presents Insights and Solutions_: Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics. Articulates the value of programs and services in terms of resolving customer needs and problems.
- _Closes Business_: Collaborates with customers to define next steps, and coaches customers through the buying process.
- _Sales Planning_: Works with customers to plan and forecast sales. Participates with management in updating territory plans, forecasts and setting territory sales goals.
- _

Ongoing Customer Engagement:

_ Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers.

Develops a trusted business advisor relationship with customers.
- _Internal Coordination & Communication:_ Provides customer information to the branch team to help them support the customer. Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments. Follows up to ensure internal departments are able to meet customer expectations. Proactively follows up on leads or issues uncovered by the branch team.
- _Problem Resolution_: Serves as the main point of contact to resolve customer issues or problems.
- _Tracking and Reporting_: Inputs customer interactions into CRM tool. Analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable. Provides reports to management on a regular basis.
- _Maintains Expertise_: Monitors market conditions, product innovations, and competitors' products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales manager and other knowledgeable sources.
- _Represents Johnstone_: Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer's request.

Job-Specific Knowledge, Skills & Abilities:

Demonstrated understanding of effective sales strategies and techniques.
Proactive thinker with a passion for business growth and profitability.
Must possess business acumen to grow business.
Ability to interact with management regarding customer relations, sales, and training.
Knowledge of principles and methods for showing, promoting, and selling products or services including marketing strategy and tactics, product demonstration, and sales techniques.
Effective salesperson that is conscientious, articulate, efficient and able to handle pressure and meet deadlines.
A proven track record of suc