Outside Sales

Creston Industrial Sales • Traverse City, MI

12h • $60,000 - $120,000 • Remote

About The Position

Creston is a family-owned distributor of metal cutting tools and related products and services with over 50 years of technical expertise and a strong presence in West Michigan. We are seeking a sales candidate to serve the Northern Michigan market. This position is primarily responsible for developing, maintaining, and growing business relationships with customers in a sales territory, including Key Accounts, and providing products and services that meet customer needs. The role also ensures that individual and company sales and profit goals are met.

Requirements

• 3+ years of outside sales in HSS, carbide and cutting tool application experience
• Experience and knowledge of business to business sales techniques
• Experience in manufacturing or industrial sales
• Knowledge of metal cutting tools required
• Proven track record of managing and growing an industrial sales territory
• Ability to quickly build relationships with key decision-makers and end users
• Knowledgeable about selling VMI programs
• Must be able to work at all levels within the customer account (operations, end users, purchasing, engineering, upper management, department-heads, etc.)
• Strong presentation skills, including general ability to use Power Point
• Working knowledge of web/digital services
• Ability to operate a personal computer, including use of Microsoft Office applications (Excel, Word, Power Point, Outlook, etc.)
• Ability to effectively use databases and other similar on-line systems and related software
• Be able to physically visit customer locations throughout a specified territory
• Customer Service - Responds promptly to customer needs and fulfills commitments
• Interpersonal Skills - Is respectful and able to relate well with others
• Oral Communication - Responds well to questions; demonstrates ability to convey message
• Written Communication - Able to read, interpret, and convey information effectively
• Teamwork - Able to work effectively on a team, giving and welcoming feedback
• Analytical - Uses facts, intuition, data, and experience to make decisions
• Problem Solving - Gathers & analyzes information; identifies & resolves problems
• Technical Skills - Pursues training and development; shares expertise with others
• Change Management - Is open to change and supports others affected by change
• Cost Consciousness - Uses organizational resources wisely and effectively
• Diversity - Shows respect and sensitivity towards differences of others
• Ethics - Works with integrity and performs work honestly
• Organizational Support - Follows policies & procedures; supports organization's goals & values
• Strategic Thinking - Adapts strategy to changing conditions
• Judgment - Exhibits sound decisions; explains logic and involves others
• Motivation - Demonstrates desire to succeed and achieve excellence
• Planning/Organizing - Prioritizes work activities; manages time; sets goals and action plans
• Professionalism - Approaches others in a tactful manner; reacts well under pressure
• Quality - Demonstrates accuracy & thoroughness; looks for ways to improve quality
• Adaptability - Adapts to change; able to deal with change, delays, or unexpected events
• Attendance/Punctuality - Is consistently at work, meetings, appointments on time
• Dependability - Follows instructions and completes work as directed
• Initiative/ Resourceful - Asks for help and finds answers when needed

Nice To Haves

• College degree or trade school preferred but not required

Responsibilities

• Develop business relationships with existing and potential new customers
• Understand customer business models and product needs
• Understand related industry terminology and applications of products
• Possess advanced business acumen and technical knowledge to position Creston as a value-added strategic solutions partner
• Use knowledge of manufacturing economics to communicate costs, identify cost drivers, and develop solutions
• Develop cutting tool solutions for customers that meet or exceed their requirements
• Expand sales with end users relative to annual sales goals
• Function as subject-matter expert on all product lines and technology that Creston provides
• Work with customers to show tangible cost-savings and value and submit related monthly cost-savings reports to manager
• Perform tool tests for end users
• Provide territory & customer progress reports and opportunities for growth, including detailed sales forecasts/projections & appropriate CRM account data entries
• Contact and interact with prospective new customers
• Maintain relationships with Creston vendors to help grow their portfolio and provide regular account updates to satisfy vendor requirements
• Maintain established margin objectives
• Understand vendor tool pricing and product application/function as a liaison to achieve continued and additional sales
• Maintain accurate sales records and generate various reports relevant to marketing and sales
• Perform regular customer business reviews
• Develop a personal business plan with annual goals, including key account strategic sales plans
• Travel as needed
• Consult with manager and leadership team to identify and solve potential problems
• Work closely with other teams and departments on projects as needed
• Work with the accounting department to help ensure receivables are current and communicate forecasting of potential negative financial implications
• Attend product training, seminars, and other educational opportunities to advance skills
• Attend industry trade shows, exhibitions, etc.
• Perform other duties as assigned

Benefits

• Structured compensation plan with a starting base salary of $60,000 to $80,000 plus 5% calculated variable compensation for Year 1 based on gross margin.
• Compensation structure for Year 2 converts to a base of $40,000 and 12% calculated compensation based on sales with a total compensation target range of $106,000 to $120,000.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree