Position

Salesperson

Overview

Reports to Director of Sales

McCollister’s sales and related activities will deliver uninterrupted growth in revenue and profit at a rate that is planned and predictable by identifying the highest level needs of the customer and developing unique non-traditional and solution-centric programs that add value to the customer in identifiable bottom-line terms.

The primary function of the National Account Salesperson is to identify and qualify key prospective customers, then create long-term mutually beneficial sales relationships with these customers by helping our customers to improve their transportation programs through the use of McCollister’s service capabilities. Also, drawing on a full complement of McCollister’s functions, services and personnel for support, and maintaining wide multi-function access inside our customers’ companies. Obtain targeted Sales goals in dollar volumes by retaining and growing current business of existing McCollister accounts and increase customer satisfaction. Complete all job responsibilities in conjunction with McCollister’s sales standards for job performance set by management and upgrade skills through training, both on the job and outside work.

Responsibilities

Sales Development:
- Identify, evaluate and develop quality sales prospects.
- Set sales strategy development objectives to initiate new service relationships with prospects.
- Plan and execute productive sales calls to achieve sales strategy objectives.
- Conduct thorough needs analysis activities to identify and analyze selling opportunities for both prospective and existing customers.
- Gather and submit accurate information to be used in the development of proposals.
- Position and develop effective proposal presentations.
- Gather and report information on competitor practices and market changes to facilitate development of company market plans.
- Renew prior service relationships- where improvements or changes in service/pricing, or personnel warrant resoliciting.
- Sell new service capacities to existing customers and prospects.
Servicing Customers:
- Assume overall accountability for the maintenance of assigned accounts.
- Respond to, and resolve service complaints promptly.
- Maintain optimum communications with assigned accounts.
- Become involved, as necessary, with the operating functions of customer service to service assigned accounts.
- Provide customers with current information on service/pricing features and relate benefits to those customers.
- Advise customers about industry trends, innovations, or changes and the potential effects on those customers.
- Counsel customers on improvements that can be made involving administrative or operational practices.
Sales Administration:
- Promptly complete and submit all required paperwork.
- Schedule and route calls for efficient use of time.
- Maintain complete and accurate customer records.
- Control sales expenses.
- Handle correspondence with customers and McCollister’s promptly.
- Maintain sales literature and sales tools in appropriate quantities.
- Meet or exceed individual sales goal.
Personal Development:
- Keep abreast of industry trends and changes.
- Develop contacts through involvement, and participation in professional organizations, service clubs, and community activities.
- Participate in company and industry training programs to refine product knowledge and selling skills.
Provide timely reports of current activity and weekly commitments, appointments.
Attend bimonthly sales and training meetings.
Internal and External growth training to personal development goals.

Education

A Bachelor’s degree in Business or Marketing, or equivalent combination of education and experience.

Experience

2 or more years’ sales experience concentrated on commercial services
Experience in transportation national account sales
Advanced selling skills
Innovative and adaptable
Pervasive product knowledge
Highly organized and effective time management skills
Excellent people skills
Dynamic and self-motivated
Results oriented
Intermediate to advanced computer skills, including Microsoft Office Suite and Google G Suite
Familiarity with database software for client and time management
Candidate must be able to communicate effectively at all levels of the organization
Effective written and verbal communications skills and presentation skills
Proven track record of working in a team environment and autonomously

Key Competencies

Maintain a professional image and demeanor at all times
Team oriented and personally committed to continuous improvement
Well-developed personal initiative and self-motivation
Adaptability
Enthusiasm for job responsibilities and work for the best interest of the company
Strong attention to detail
Very organized / Methodical
Excellent telephone communication skills
Works well with others under pressure to solve problems
Demonstrated ability to interface effectively and positively with all members of the organization
Computer literacy and typing skills for basic Microsoft Office and Google G Suite applications
Must be able to travel occasionally, usually day trips to visit with clients

McCollister's

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