The responsibility of a DON Sales Representative is to direct a total effort toward the achievement of his or her Territory / District sales goals and objectives and to sell DON products.
This is accomplished by interacting with established customers and developing new prospects. This position requires an in-depth knowledge of DON’s products, services, and marketing techniques.
While representing Edward Don & Company, Sales Representatives must follow the course of highest integrity and always adhere to the company’s Standards of Conduct Policy.
ESSENTIAL DUTIES
- Independently travels throughout assigned territory to call on regular and prospective customers and solicit orders.
- Displays or demonstrates products using samples and catalogs to emphasize features and benefits on each call.
- Quotes selling price and credit terms for orders obtained.
- Stays informed on new products, pricing, and other general information about the company and to sales.
- Responsible for collections (accounts receivable) on all accounts.
- Ensures proper service and follows-up on all customer accounts.
- Actively participates in pre-pack check-ins as required, lifting to 50 lbs. as needed, and bending, stooping, and / or standing for extended periods.
- Maintains daily contact with internal departments, managers, customers, factory reps, and other outside sources as required.
- Analyzes current marketing data and maintains a working knowledge of that data.
- Checks on competitive sales and pricing activity.
- Acts as a consultant to provide advice and guidance to customers about their requirements.
- Develops specific sales and pricing objectives for each account.
- Possesses a thorough working knowledge and understanding of the customer and company order cycles.
- Possesses a thorough knowledge of standards and goals needed to achieve / maintain territory objectives.
- Ensures that presentations and selling ideas are made to all persons who influence the purchase of products at each current and prospective account.
- Ensures that all customers have an assigned frequency of sales contact and that assigned frequencies are maintained in the weekly call plan.
- Contacts customers on a regularly scheduled basis to achieve maximum vertical penetration.
- Communicates account activity to maintain a high level of follow-through on credit, collections, and adjustments.
- Prepares sales estimates and forecasts when required and on a timely basis.
- Develops and maintains an active prospect list; new account prospect calls must be incorporated into all weekly call plans.
- Attends and participates in District / Regional sales meetings as required.
- Maintains daily communication with the District Sales Manager to review sales targets and discuss initiatives / progress in assigned territory.
- Reviews and analyzes the operating philosophy of accounts to determine potential products, credit requirements, collections procedures, and potential vertical penetration.
- Reviews and analyzes the selling price structure and strategy for each customer with the assigned District Sales Manager.
- Consistently prospects for new business.
- Performs other duties as assigned.
External Qualifications
KNOWLEDGE, SKILLS, AND ABILITIES
Required
- High School diploma or GED equivalent and a minimum of five years experience in a similar sales environment (Distribution, B2B foodservice).
- Must have reliable transportation and be prepared to provide proof of insurance by DON’s minimum requirements for coverage.
- Must be able to operate a PC to utilize e-mail and Microsoft Office products (specifically MS Word and MS Excel).
- Ability to learn broad and specific knowledge of the organization's products, services, and marketing techniques.
- Must possess excellent customer service skills.
- Must have excellent oral and written communication skills.
- Ability to lift up to 50 lbs as needed and actively participate in pre-pack order check-ins for customers.
- Ability to adhere to Edward Don & Company’s Standards of Conduct Policy.
Preferred
- Bachelor's Degree from an accredited institution preferred with a minimum of 2 years experience in a similar sales environment (Distribution, B2B food service).
- Previous experience working with SAP is a plus.
30+ days ago