Description

Primary Purpose: Builds profitable sales, employing a consultative sales approach. Develops and maintains a long-term partnership with customers by using industry expertise. Uses Veseris resources to provide solutions to customer needs and gathers market intelligence.

Specific Duties and Responsibilities: Builds and sustains long-term customer partnerships

Makes the business relationship mutually beneficial
Cultivates rapport with customer
Responsive to customers needs
Establishes a long-term perspective on doing business with the customer
Maintains up-to-date information on customers (contacts, competition, products)
Fulfills customer expectations with realistic commitments
Serves as a resource to customers by sharing useful information (regulations, safety, product knowledge, market trends, pricing)

Manages Territory and Accounts

Performs to or exceeds sales forecast
Forecasts customer demand by customer and product
Manages time effectively
Executes strategies to address competitive situations
Implements Veseris marketing plans and strategy (e.g., maximize sales of key products). Uncovers Customers needs/opportunities.
Is resourceful: considers full range of options to find a creative solution
Uses financial analysis to develop and support solutions

F. Understands customer’s business

Knows industry needs and trends
Uncovers specific customer requirementsG. Conducts effective sales calls
Uses effective techniques during presentation
Adapts presentation style to needs and expectations of the customer
Responds to questions with clear and to-the-point answers
Utilizes outside resources as necessary (Manufacturer reps, specialists, etc.)
Uses PC and related software (CRM software, Microsoft Office platforms)
Enters and updates quotes as needed I. Displays effective interpersonal & communication skills (internal/external)
Delivers information in terms customers & associates understand
Actively listens

J. Demonstrates knowledge of Veseris

Understands policies & procedures
Identifies people in the organization who can provide customer with requested information

K. Demonstrates understanding of Veseris products and services

Understands applications of key products
Understands capabilities/limitations of Veseris services
Uses available resources to learn about products and industries (trade journals/shows, supplier brochures/classes, supplier hot line, Veseris experts)
Knows our value-added services (BCE’s, PCA’s, Pestweb, Insect ID, Technical Training, etc. etc.)

L. Knows about competitors and their services .Distinguishes Veseris products and services from the competition

M. Resolves problems/nonconformances quickly

Probes for all details on expressed concerns
Develops and presents solutions quickly
Anticipates potential problems and proactively works to avoid themN. Negotiates effectively for win/win results
Prepares in advance for possible objections by customer
Follows Veseris pricing/marketing strategy

O. Gains commitment from customers

Identifies verbal and nonverbal signs of customer readiness to commit

P. Demonstrates focused prospecting

Uses a variety of resources to locate and qualify leads
Follow up on leads and samples

Q. Teamwork: collaborates with team members

Seeks good communication and cooperation within the Veseris organization
Coordinates all resources needed for special projects
Supports team goals
Is receptive/flexible/adaptable to change
Makes joint calls with sales manager
Communicates customer needs/opportunities throughout the value chain using company wide data base

Routine: Identify customer needs and recommend a solution

Difficult:Transforms an indifferent prospect into a customer; manage dissatisfied customer without making significant financial or service concessions

Requirements

Education/Training:Bachelor’s degree preferred and demonstrated performance of appropriate entry level skills

Physical Demands/Environmental Conditions:Visits to customer sites/facilities at which there may be potentially hazardous substances.

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualification required of employees assigned to this job.