• Achieving sales and profit goals by developing, qualifying and maintaining a strong pipeline of prospective customers in a given geographic market to support revenue and territory growth goals
• Utilizing a consultative selling technique, regularly make sales calls to prospect new accounts and current customers to grow the business;

offer add-ons and products that may benefit the customer, suggestive alternative product solutions, introduce new items, demonstrates product features and uses and answers questions regarding product applications

• Build and maintain an opportunity pipeline to support revenue and territory growth goals within existing and new customers
• Takes a strategic approach to their customers, sales development and project management
• Delegates tasks to the Team Selling Strategy group for management and customer follow-up
• Performs due diligence to fully understand the customers’ value drivers and leverage these drivers to influence a wide range of customer stakeholders.
• Establish value with customers by qualifying and quantifying the impact of maintaining the status quo or pursuing new solutions
• Cross-sell and up-sell within customer accounts by building a thorough knowledge of the customers’ business objectives and goals
• Drives profit margin and the customer success; actively participates in Quarterly Business Reviews (leads QBRs for focus accounts)
• Brings in internal partners and leverages their expertise; as well as the tools and resources needed to achieve goals
• Active and contributing member of the daily accountability meeting
• Present vending solutions or integration opportunities
• Follow up on quoting activity and proposals, following up, negotiating terms and closing deals
• Identify, present and document productivity gains and cost savings opportunities for customer base
• Cultivate and maintain solid, long-term relationships with customers and suppliers
• Identify and help to develop strategies to grow business and forecast revenue
• Assist and resolve customer requests and / or problems in a prompt and professional manner
• Organizing and conducting training sessions for customers as well as introduce and demonstrate new products
• Report competitive conditions, observed customer financial weakness and customer feedback to management
• Work closely with suppliers to secure mutual business through joint sales calls
• Attend sales, product and other branch / company meetings
• Other duties as assigned
• Reports to the Regional Sales Manager

Team Selling Strategy Requirements

• Build and maintain strong relationships with internal and external customers; building rapport and providing quick responses to inquiries.
• Excellent project management skills to coordinate and complete projects within deadlines; communicating with partners updates and obstacles
• Strong attention to detail and highly organized
• Well versed on and has the ability to clearly articulate the DGI Story to customers
• Maintains a calm steady presence and works well under pressure
• Communicates well at all levels within an organization (including executive)
• Highly proficient with technology and leverages technology to stay in constant contact with team
• Strong business acumen (both at customer and DGI Supply level)
• Excellent leadership skills
• Takes a holistic approach to their work
• Strong industry knowledge for business opportunities
• Self-starter and team player
• Demonstrates the core DoALL Values throughout their work

SKILLS AND EXPERIENCE REQUIRED :

• Minimum 5 years’ outside sales experience
• Metalworking / industrial / MRO experience required
• Lean qualified; taking a systematic approach to reduce or eliminate activities that don't add value to the customer
• Proven track record in meeting sales goals, account retention and account penetration (expanding sales within active accounts)
• Excellent and proven experience in territory planning and time management
• Excellent and proven experience in time management skills including the ability to manage multiple tasks, meet aggressive deadlines and execute on agreed upon sales metrics
• Automated Procurement Systems (e.g. industrial vending) experience preferred
• Demonstrated ability to resolve problems and develop action plans
• Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint); previous experience with RubberTree, Phocas and ValueDocs preferred
• Excellent interpersonal, oral and written communication skills to include presenting and negotiating skills
• Valid driver's license and ability to travel often in the assigned territory
• Passionate, Adaptable, Customer Focused and Teamwork oriented
• Strong sense of urgency and accountability
• High school diploma or equivalent is required; 2- or 4-year college degree preferred

PHYSICAL / MENTAL REQUIREMENTS :

• Requires prolonged sitting, standing, bending and walking
• Moderate to heavy use of hands in grasping, repetitive hand movement and finger coordination in keeping records and using a keyboard
• Speech and hearing to communicate effectively in group settings, one-on-one, and by telephone
• High level of concentration, confidentiality and organization
• Must be able to occasionally lift 50 pounds
1 hour ago