Outside Sales Representative Sales - Outside Sales

Builders FirstSource•Silver Spring, MD

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. The role handles complex or specialized customer requirements, develops sales proposals and contracts, and coordinates customer specifications and changes with technical staff and management. It also includes a leadership component, such as helping train and develop less experienced sales staff and potentially acting as Sales Manager during that person’s absence. The position has no supervisory responsibilities. Work is performed in both typical office settings and outside locations with varying temperatures and weather. The employee works at company and customer sites and drives to customer locations. The role may require frequent lifting and carrying of up to 25 pounds and occasional lifting and carrying of up to 80 pounds.

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.
Highly effective selling skills and ability to achieve aggressive sales goals and objectives.
Highly effective presentation skills, including the ability to explain complex subject matter to audiences who may lack expertise in the topic.
Ability to prioritize work, manage time effectively, and work unsupervised.
Well-developed interpersonal and influencing skills, including 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 occasionally.
Ability to drive to customer locations and work at company and customer sites.

Responsibilities

Represent the company during the sales process by gathering customer needs and design specifications and liaising with inside technical and 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 and deliver professional demonstrations or presentations of company products and services, clarifying how they address customer needs.
Research, identify, and solicit new customers.
Generate sales opportunities by researching customer needs and industry competition and demonstrating product and service features and benefits.
Keep customers informed about products and services and explain how they may meet current or future requirements.
Participate in leadership activities, including chairing meetings, acting in the Sales Manager’s capacity during their absence, and helping train and develop less experienced sales staff.
Prepare recurring and special reports, forms, and other documentation for management as required.
Attend company-sponsored training to improve sales techniques and expand product and industry knowledge.
May present at training programs to help develop less experienced Outside Sales Representatives.
Plan and pace work to meet daily, weekly, project, or team productivity goals.
Follow safety procedures and practices, attend safety meetings as required, and potentially recommend safety improvements.
Carry out other duties as assigned.