Territory Sales Representative

GENERAL SUMMARY OF POSITION :

This hands-on program is facilitated by a dedicated sales leader who will teach, coach, and provide feedback to the Sales Apprentice so he / she can fulfill the requirements of their future role.

They learn how to increase sales, penetrate markets, and generate maximum returns for themselves and the company. In addition, they learn how to handle many of the more difficult problems in marketing, such as explaining to prospects the technical aspects of Garland roofing systems, selling against tough competition, and working through customer perceptions that directly affect business.

During the two year apprenticeship, they learn how to put it all together and in the process derive self-satisfaction from achieving weekly, monthly and yearly objectives and growing within the organization.

CORE & ESSENTIAL FUNCTIONS :

• Promotes / sells / secures orders from prospective customers through a relationship-based approach.
• Demonstrates products and services to potential customers and assists them in selecting those best suited to their needs.
• Provide high-quality customer service to accounts who have questions regarding their invoices by means of phone calls, emails, and / or in-person meetings.

DETAILS OF FUNCTION :

• Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory / market segment to generate new business for the organization’s products / services.
• Makes telephone calls and in-person visits and presentations to existing and prospective customers.
• Researches sources for developing prospective customers and for information to determine their potential.
• Develops clear and effective written proposals / quotations for current and prospective customers.
• Expedites the resolution of customer problems and complaints.
• Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
• Analyzes the territory / market’s potential and determines the value of existing and prospective customers’ value to the organization.
• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
• Identifies advantages and compares organization’s products / services.
• Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory / segment.
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
• Participates in trade shows and conventions.
• Other duties as assigned.

JOB EXPECTATIONS :

The basic responsibility of a Garland apprentice is to represent Garland to all customer accounts in a designated geographic territory.

Their purpose is to obtain optimum distribution of products by reaching and exceeding their performance objectives. They manage the company’s business in each territory, almost as if it was their own, and they coordinate efforts with the sales representative to which the report as well as the Regional Manger.

The job is best viewed in terms of the functions that are required in order to fill this basic responsibility. The job is best viewed in terms of the functions that are required in order to fill this basic responsibility.

QUALIFICATIONS :

Possession of at least a high school diploma is required and a post-secondary degree is preferred. Demonstrated aptitude for problem-solving;

ability to determine solutions for customers (consultative sales approach). Must be results-orientated and able to work both independently and within a team environment.

Must possess excellent verbal and written communication skills. Proficiency in using Microsoft Office Suite applications and contact management software.

Must possess a valid driver’s license. Must be able to travel to client meetings.

EQUAL OPPORTUNITY EMPLOYER

The Garland Company, Inc. is an equal opportunity / affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, ancestry, military status, veteran status, marital status, gender identity or expression, transgender status, citizenship, sexual orientation, age (40 and older), disability (except where the disability prevents the individual from being able to perform the essential functions of the job and cannot be reasonably accommodated) or any other legally protected characteristic under federal, state or local law.