1. Basic Purpose and Objective of the Position
This position is responsible for complete customer service, growth and development of all “suspects, prospects and customers” under the incumbent’s assigned responsibility. This position also offers technical and application assistance to support customers, identifies business potential and added-value opportunities, and serves as a critical source of information on market conditions, competition, and overall business climate.
2. Major Responsibilities
Plans and executes sales strategies through frequent contact (phone, e-mail) and occasional direct sales calls to existing or potential accounts. Includes customer service (quote, order, RMA, problem resolution, etc.), application assistance, technical support, and resolution of complaints. Identifies growth opportunities and proactively executes strategies to convert to sales.
Responsible for executing outbound phone calling campaigns (“cold calling”) to identified companies. Our horizontal marketing strategy identifies suspect companies that manufacture similar products to existing customers. Identify and initiate contact with decision makers resulting in opportunity to quote and ultimately win their business.
Processes and follows up quotations for customer requirements in a timely manner by utilizing Vantage system, and other available resources. These resources are defined by the Quality Management System [QMS] and supported by other functions within the company. Supports Sales Engineers and Business Managers by providing quotations or other information pertaining to their customers or focus markets.
Processes PO’s pursuant to our QMS processes soliciting required customer information to enable our successful fulfillment of their PO’s. This could include current customer drawings/prints, quality clauses, terms and conditions, etc.
Informs customers of new technologies and materials. Assists with special projects involving application assistance, quotation/proposal preparation, engineering contact and coordination. Documentation of these activities within Vantage.
Collects and reports significant information to the Inside Sales Manager that may affect corporate goals. Includes specific customer information, competitive activity, market and industry trends and changes, technology innovations, new applications, and corporate image. Also, assists in determining strategy to overcome competitive situations.
Participates in sales and marketing meetings as well as various training activities. Assists with training of less-experienced sales representatives.
3. Knowledge Required
3-5 years technical sales experience preferred.
Bachelor’s degree in applied science or equivalent experience.
Excellent verbal and written communication skills.
Strong organizational and time management skills.
Strong computer skills relating to MS Office & MRP/CRM (Vantage) experience a plus.
4. Nature of Position and Business Environment
Challenge and Creativity:
Competency and continuous development of technical skills are required to handle the diverse nature of our account base.
Proper adherence to QMS while utilizing good time management skills.
Developing sales calling techniques (positive approach, overcoming objections) and the ability to ask the right questions while being an active listener.
Clear, concise, and timely communications with all levels of personnel.
Identifying customer buying influences and cycles while maintaining accurate customer information.
Recognizing and taking advantage of an area of opportunity in a competitive situation.
Interactions:
Regular contact with customers to ensure total customer service and develop new business.
Regular contact with Inside Sales Manager and other Inside Sales staff.
Frequent interaction with outside sales (Sales Engineers, Business Managers) and Application Engineers to capture new business.
Frequent contact with Operations personnel to obtain and communicate information about specific orders and customer inquiries.
Regular contact with Directors, Purchasing, and Marketing personnel to convey critical information that may pertain to sales or other areas of the business.
Business Environment:
Dynamic, as new materials, suppliers, applications, and markets emerge.
Teamwork (interdepartmental – operations, purchasing, quality, finance), essential to achieving success.
Occasional long workdays to fulfill job assignments.
Customer demands and pace of business place a growing importance on rapid response time.
Working Environment:
Reports issues to the Inside Sales Manager, including unusual customer activity or request, critical unresolved customer complaints, and/or potentially damaging issues involving customers, vendors and personnel, and noticeable shifts in competitive posture, business climate and market conditions.
Close, mutual working relationship with sales force.
Dexter is an equal opportunity employer. A competitive salary and benefit package is available. Interested candidates should send their resume and cover letter to hr@dextermag.com.