Distribution Account Sales and Support Representative

Fairbanks Scales•Mission Hills, KS

About The Position

The Distribution Account Sales and Support Representative executes sales growth plans and meets account-specific objectives within the Distribution sales channel. The role serves as the primary contact for the company’s distributors, addressing and triaging customer service needs. It develops distributor relationships and sales opportunities, promotes Fairbanks products, manages proposals and pricing, and coordinates with internal teams and external partners to meet customer needs. The representative also tracks distributor engagement and sales performance, provides training, and addresses warranty and quality issues. The position is typically scheduled weekdays from 8:00 a.m. to 5:00 p.m. Up to 20% travel may be required, along with minimal weekend availability. Work is generally performed in office conditions with moderate noise; on-site manufacturing or construction visits may require PPE such as hearing protection, safety boots, or safety glasses. The role requires regular computer and telephone use, communication, and attendance, as well as periods of sitting, standing, bending, and walking.

Requirements

Bachelor’s degree in Sales, Marketing, or Business, or equivalent experience.
At least two years of customer service and/or sales experience in an office setting.
At least two years of business-to-business account management experience.
Proficiency with Microsoft Office products, specifically Excel, Word, Outlook, and PowerPoint.
Critical thinking and exceptional attention to detail.
Excellent planning and problem-solving skills.
Excellent verbal and written communication skills.
Excellent customer service skills.
Ability to negotiate effectively and understand pricing and profitability concepts.
Ability to organize and prioritize work and concentrate on multiple tasks simultaneously.
Ability to develop and maintain positive, productive business relationships.
Ability to use close vision and focus; communicate by talking and hearing; sit, stand, bend, and walk; perform repetitive wrist, hand, or finger movements; and use finger dexterity and hand-eye coordination with a computer, telephone, and related office equipment.
Regular attendance is required.

Nice To Haves

Ability to learn Fairbanks Scales’ business and web-based systems.
Ability to learn basic federal regulations and other regulatory requirements affecting the products for which the role is responsible.
Ability to learn basic information about the truck, track, and floor scale market and competitors’ comparable products.

Responsibilities

Serve as the primary point of contact for assigned distributor accounts, including sales and service personnel.
Develop potential customers and build the distribution customer base.
Promote and sell Fairbanks products through consultative sales and marketing, including campaigns involving product updates, announcements, events, pricing, and promotions.
Evaluate customer opportunities, communicate critical information, identify appropriate solutions, and meet sales performance goals.
Negotiate pricing, create sales proposals, and present proposals and quotes to fulfill customer needs.
Follow up after distributor interactions to confirm that stated objectives have been met.
Define custom solution requests from the distribution network, respond in a timely manner, identify customer needs, and coordinate with internal departments and personnel.
Work with customers and freight partners to plan and execute product shipments and deliveries.
Address customer warranty and quality issues; interpret Fairbanks warranty and mission statements to determine next steps and implement or recommend solutions.
Maintain daily call volumes to meet established metrics.
Coordinate and track distributor engagement activities assigned to other Fairbanks Scales departments and personnel to ensure compliance with account strategy.
Deliver training to distribution network employees by phone, video conference, or in person as needed.
Track and measure execution of engagement plans with assigned distributors and recommend ways to improve their sales performance.
Complete assigned company training and follow company policies.
Perform other duties as assigned.