Outside Sales Representative Sales

Builders FirstSource•Casa Grande, AZ

11d

About The Position

The Outside Sales Representative represents the company with its largest or most complex customers, identifies customer needs, and recommends products and services to meet them. The role develops sales proposals and contracts by gathering customer specifications and coordinating with technical, design, and management staff. It also handles complex customer requirements and difficult field issues, conducts sales presentations and product demonstrations, and identifies new business opportunities. The representative 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 role prepares reports and documentation, builds product and industry knowledge through company-sponsored training, manages work to meet productivity goals, and follows safety procedures. Work takes place in office settings and at 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 information.
Professionalism, diplomacy, and tact in representing the company.
Effective selling and presentation skills, including the ability to present complex material to audiences without subject-matter expertise.
Ability to achieve aggressive sales goals and objectives.
Ability to prioritize work, manage time effectively, and work unsupervised.
Strong interpersonal and influencing skills, including the ability to interact with different levels of customer organizations, including senior management.
Ability to use experience and background 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 occasionally up to 80 pounds.

Responsibilities

Represent the company during the sales process by collecting customer needs and design specifications and coordinating with inside technical and design staff to develop proposals.
Handle complex or highly specialized customer requirements.
Develop sales contracts for residential, multi-family, and commercial projects by gathering specifications from clients’ engineers or architects of record and conveying requirements and changes to technical staff and management.
Troubleshoot difficult or complex field issues.
Plan and conduct sales presentations for current and prospective customers.
Design product and service demonstrations or presentations and explain how they address customer needs.
Research, identify, and solicit new customers.
Generate sales opportunities through research on 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 may meet current or future requirements.
Help train and develop less experienced sales staff, including providing training to less experienced Outside Sales Representatives.
Act in the Sales Manager’s capacity during the manager’s absence and participate in leadership activities such as chairing meetings.
Prepare recurring and special reports, forms, and other documentation for management as required.
Attend company-sponsored training programs to improve sales techniques and expand product and industry knowledge; may present at training programs for less experienced Outside Sales Representatives.
Plan and pace work to meet daily, weekly, project, and team productivity goals.
Follow safety procedures and practices, attend required safety meetings, and potentially recommend safety improvements.
Carry out other duties as assigned.