Outside Sales Representative Sales - Outside Sales

Builders FirstSource•Tappahannock, VA

18h

About The Position

The Outside Sales Representative demonstrates in-depth knowledge, experience, and skills to represent the company effectively with its largest or most complex customers. The role understands customer needs and identifies products and services to meet them. It also contributes in a leadership capacity by helping train and develop less experienced sales staff and may act as Sales Manager during the manager’s absence. The representative supports customers throughout the sales process, develops sales proposals and contracts for residential, multi-family, and commercial projects, and coordinates requirements and changes with technical staff and management. The position also troubleshoots complex field issues, presents company products and services, researches and solicits new customers, and keeps customers informed about offerings. Work is performed in typical office environments as well as company and customer sites, with driving to customer locations.

Requirements

Bachelor’s degree in Sales, Marketing, or a related field plus two years of prior sales experience, or an equivalent combination of education and experience.
In-depth knowledge of company products, services, production processes, and product standards.
In-depth understanding of sales and customer service policies and procedures.
Ability to maintain confidentiality regarding sensitive company and customer-specific information.
Professionalism, diplomacy, and tact in representing the company.
Effective selling skills and ability to achieve aggressive sales goals and objectives.
Effective presentation skills, including the ability to present complex subject matter to audiences without expertise in the topic.
Ability to prioritize work, manage time effectively, and work unsupervised.
Well-developed interpersonal and influencing skills, including the ability to interact effectively with different levels of customer organizations, including senior management.
Ability to use background and experience to train and develop less experienced Outside Sales Representatives.
Attention to detail.
Proficiency in Office Suite.
Valid driver’s license.
Ability to lift and carry up to 25 pounds frequently and, on occasion, up to 80 pounds.

Responsibilities

Represent the company during the sales process by gathering customer needs and design specifications and liaising between customers and inside technical/design staff to develop sales proposals.
Handle complex or highly specialized customer requirements.
Develop sales contracts for residential, multi-family, and commercial projects by collecting specifications from clients’ engineers or architects of record and communicating needs and changes to technical staff and management.
Troubleshoot difficult or complex field issues.
Plan and conduct sales presentations for current and prospective customers.
Design professional demonstrations or presentations of company products and services and explain how they address customer needs.
Research, identify, and solicit new customers.
Generate sales opportunities through research into client needs and industry competition and by demonstrating product and service features and benefits.
Keep customers informed about products and services and explain how they meet current or future requirements.
Help train and develop less experienced sales staff; may provide training to less experienced Outside Sales Representatives and present at training programs.
May chair meetings or act in the Sales Manager’s capacity during the manager’s absence.
Prepare recurring and special reports, forms, and other documentation for management as required.
Attend company-sponsored training programs to improve sales techniques and product and industry knowledge.
Plan and pace work to meet daily, weekly, project, or team productivity goals.
Follow safety procedures and practices, attend required safety meetings, and may recommend safety improvements.
Carry out other duties as assigned.