Outside Sales Representative Sales - Outside Sales

Builders FirstSource•Locust, NC

About The Position

The Outside Sales Representative represents the company in sales engagements with its largest or most complex customers. The role identifies customer needs and recommends products and services that meet them, including developing proposals and sales contracts for residential, multifamily, and commercial projects. It coordinates customer requirements and design specifications between customers and internal technical, design, and management teams, and troubleshoots complex field issues. The representative researches and develops new customer opportunities, conducts sales presentations and product demonstrations, and keeps customers informed about products and services. The role also contributes to the development of less experienced sales staff through training and leadership support, may act in the Sales Manager’s capacity during that person’s absence, and prepares reports and other documentation as required. Work takes place in typical office settings and at company and customer sites, with driving to customer locations and exposure to varied temperatures and weather.

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 of 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.
Strong presentation skills, including ability to present complex subject matter to audiences with limited expertise.
Ability to prioritize work, manage time effectively, and work unsupervised.
Well-developed interpersonal and influencing skills, including ability to interact effectively with varied 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 occasionally up to 80 pounds.

Responsibilities

Represent the company during the sales process by gathering customer needs and design specifications and coordinating with internal technical and design staff on proposals.
Handle complex or highly specialized customer requirements.
Develop sales contracts for residential, multifamily, and commercial projects by gathering 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 and product demonstrations for current and prospective customers.
Research, identify, and solicit new customers, generating sales opportunities based on customer needs, industry competition, and product and service benefits.
Keep customers informed about products and services and explain how they address current or future requirements.
Participate in a leadership role, 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 as required.
Attend company-sponsored training to develop sales techniques and product and industry knowledge; may present training for less experienced Outside Sales Representatives.
Plan and pace work to meet daily, weekly, project, and team productivity goals.
Follow safety procedures, attend safety meetings, and potentially recommend improvements to safety procedures.
Carry out other duties as assigned.