Sales Representative 1
at ITW Employee Network

Date Posted: 6/18/2019

Job Description

The Inside Sales Specialist is a key position responsible for driving sales in a target market – R&D labs, universities and research institutions.  This position is responsible for proactive business development in the territory – lead follow up, customer management, project management, lead generation campaigns, cold calling and collaboration with the field sales team.  We are seeking a candidate with demonstrated success in both managing and developing a territory from the inside, with limited field activity (as required).  The ideal candidate is customer-focused, organized, creative in technique to reach new customers, an outstanding communicator and most importantly, results driven.  

Responsibilities

  • Stimulates demand and secures sales for equipment, accessories and consumable products with existing and new customers in assigned territory through outbound contact effort.
  • Achieves or exceeds territory sales plan by maintaining existing business and developing incremental business in existing accounts
  • Searches for, identifies and develops leads for new business in new accounts within assigned territory.
  • Manages sales pipeline, track customer contacts, and account details using the company’s Customer Relationship Management system.
  • Identify and build relationships with key decision makers through friendly, engaging communication.
  • Identifies and analyzes customer needs and develops commercial arguments
  • Builds customer relationships and shares knowledge of products, their characteristics and the market.
  • Plans daily activity including customer calls, creating a time efficient plan using the company’s Customer Relationship Management system.
  • Organizes own work routine with guidance as provided by sales leadership.
  • Provides forecast data to sales management
  • Partner with the lab team to organize remote demonstrations for existing and potential customers, advises customers of the benefits of Buehler and Buehler products.
  • In partnership with the lab team, organizes and participates in laboratory testing of customer samples.
  • Partner with outside sales force in joint selling efforts for potential large business opportunities.
  • Assists outside sales team with lead qualifications
  • Participates in sales meetings to obtain information on sales objectives, promotional actions, new products, improvement ideas, etc.
  • Participates in sales, product and systems training, marketing campaigns, special projects and applies this knowledge in efforts to increase business.
  • Follows market and competition evolution and transmits information to sales leadership.
  • Tracks and shares information on wins and losses adjusting sales presentation as needed.

Job Requirements

Required Experience

  • Requires either a Bachelor’s degree in a science/technical discipline or a Bachelor’s degree in any discipline plus a minimum of 3 years inside sales experience, with demonstrated results.
  • Requires strong verbal, written and interpersonal communication and a pleasant telephone manner.
  • Formal or corporate training in selling skills desired.
  • Demonstrated ability to strategically plan sales calls and prioritize the pipeline
  • Demonstrated experience selling value in the customer’s terms
  • Demonstrated ability to close-solve a customer’s problem, earn a sale and ask for the order.
  • Proficient level of competency in using Microsoft applications such as word, PowerPoint, excel, outlook.
  • Ability to travel at least 10% of the time.
  • Position reports to the R & D Sales Manager.

Job Snapshot

  • Employee Type: Full-Time
  • Location: Lake Bluff, IL
  • Job Type: Sales
  • Experience: Not Specified
  • Date Posted: 6/18/2019

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