Outside Sales Representative Sales - Outside Sales

Builders FirstSource•Tappahannock, VA

About The Position

The Outside Sales Representative represents Builders FirstSource with large or complex customers, identifies customer needs, and recommends products and services to meet them. The role develops sales proposals and contracts for residential, multi-family, and commercial projects, coordinating customer specifications and changes with technical staff and management. It also handles complex field issues, conducts sales presentations, and researches and solicits new customers. This position takes a leadership role in supporting and developing less experienced sales representatives and may act in the Sales Manager’s capacity during the manager’s absence. The representative prepares reports and documentation, develops sales and product knowledge through training, manages work to meet productivity goals, and observes safety procedures. Work takes place in typical office settings and at company and customer sites, including outdoor locations with changing weather; the role involves driving to customer locations and lifting and carrying materials.

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 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 explain complex subject matter to audiences without expertise in the topic.
Ability to prioritize work, manage time effectively, and work unsupervised.
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 up to 80 pounds on occasion.

Responsibilities

Represent the company during the sales process by gathering customer needs and design specifications and acting as a liaison between customers and inside technical/design staff.
Develop sales proposals and contracts for residential, multi-family, and commercial projects, gathering specifications from clients’ engineers or architects and communicating needs and changes to technical staff and management.
Troubleshoot difficult or complex field issues.
Plan and conduct sales presentations and demonstrations for current and prospective customers.
Research, identify, and solicit new customers, generating opportunities by evaluating client needs and industry competition and demonstrating product and service 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.
Participate in a leadership role, including chairing meetings and acting in the Sales Manager’s capacity during the manager’s absence.
Prepare recurring and special reports, forms, and other documentation as required.
Attend company-sponsored training to develop sales techniques and product and industry knowledge.
Plan and pace work to meet daily, weekly, project, and team productivity goals.
Follow safety procedures and practices, attend safety meetings, and recommend improvements to safety procedures when appropriate.
Carry out other duties as assigned.