Responsible for developing and implementing sales and account strategies that align with corporate goals; assisting in cultivating long-term relationships with key account decision makers; delivering professional sales presentations; making sales calls to increase demand for products; training on the proper use of products and tools; maintaining relationship with industry organizations; following up on leads, updating Customer Relations Management (CRM) systems; and reporting and forecasting.
JOB DESCRIPTION DETAILS
Sales, Training and Presentations Develops and implements sales and account strategies in accordance with corporate goals; implements plans for strategic accounts in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty within specified territory. Assists in cultivating long-term relationships with key account decision makers; develops a complete understanding of the organization’s structure and key buying influences of assigned account. Delivers professional sales presentations, utilizing product samples and PowerPoint slides, to various individuals, including but not limited to cross-functional teams, US Navy, US Coast Guard, marine architects and engineers, ship yard engineers, managers and installers, marine distributors and wholesalers, approval authorities, etc. in order to advance market growth and product development. Makes end user and customer calls to increase demand for company’s products; maintains a cycle of regularly scheduled calls and visits to customers and reps; conducts visits to obtain contact information for scheduling future appointments. Encourage coordination with appropriate Viega Regional Sales Directors and District Managers Prepares and coordinates with cross-functional teams including Viega Product Management regarding market activity for new promotions for company’s products. Provides on-site training on the proper use of company’s products and tools. Attends and participates in regularly scheduled sales meetings in order to gain knowledge of company’s products. Represents company at trade show events; coordinates efforts with cross-functional teams; explores new market trends and increases networking within industry. Supports cross-functional teams through joint sales calls and technical training.
Administrative and Reporting Maintains monthly sales reports, business metrics and identifies business opportunities; reports on trends and new products. Provides weekly reporting and updates to the Marine Director; prepares expense reports and submits for approval. Updates CRM database with daily activities. Monitors, evaluates and reports on the activities and products of competitors. Provides detailed call reports for meetings with distributors and reps. Retrieves leads from various sources; prospects, identifies and prioritizes leads in order to make contact and follow-up; searches marine information web-site for projects and marine targets. Forecasts and analyzes changes in customers’ buying patterns and product requirements.
Other Attends meetings as required and/or assigned. Performs other duties as required and/or assigned
Special Job Dimensions Will be required to travel up to 80% of the time.
Knowledge, Skills and Abilities Knowledge of computer programs, including but not limited to Microsoft Word, Excel and Outlook, PowerPoint, SAP Excellent written and verbal communication skills Good listening skills Strong interpersonal and customer service skills Strong organizational skills Strong relationship building and strategic selling skills Demonstrated and proven selling ability Ability to interpret and forecast changes in customers’ buying patterns and product requirements Ability to function autonomously or as a team player Ability to identify market dynamics and quickly define and implement well-devised competitive practices campaign Ability to calculate figures and amounts such as discounts, profit margins, unit conversions, percentages, area and volume. Ability to be self-motivated Ability to give presentations in front of various groups Ability to communicate with all levels of the organization Ability to perform with superior service, reflecting a positive company image while sustaining a positive attitude with those you interact with; always going above and beyond to help others out, regardless of their position or department. Ability to adhere to the highest standards of quality while continually performing at the highest possible level.
Education, Certification/License & Work Experience Bachelors Degree preferred 5 years of industry experience Valid Driver’s License and US Passport required Must be able to pass a military background check Equivalent combinations of education and experience may be considered.