Outside Waterworks Sales

Position:

Location:

Reports to:

Date:

 Salary:

 

Outside WW Sales

Spokane, WA

Region 4/6 Sales Manager July 13, 2006 

(based on skills, experience and knowledge)

 



 

 

 

 

 

 

 

 

I. POSITION SUMMARY: 

 

An outside salesperson is entrusted with the management of a segment of UP&S? most valuable assets ? its customers. The measures of success of that activity are the annual revenues and profits produced from that portfolio of customers, as well as the overall level of customer satisfaction, demonstrated in customer longevity and retention.

 

To achieve those objectives, a UP&S outside sales person is expected to use the process disciplines and tools of the UP&S Sales Process. The salesperson will be expected to work as a key team member in an integrated system of Market Strategy, Business Development, Sales and Market Intelligence gathering. 

 

The Salesperson must be able to understand customer needs, formulate product and service solutions from the suite of UP&S offerings, create competitive account penetration strategies and provide timely market intelligence feedback to Division Management.

 

The successful salesperson will analyze, plan, focus and target company resources, formulate account strategy, create and execute action plans and report field market intelligence. His/her efforts will be aimed at the primary objective of bringing real business value to the UP&S customer base - in return for industry-leading economic value to UP&S.

 

II. PRIMARY RESPONSIBILITIES:

 

Formulate an Account Portfolio Plan

 

? Prepare and review with your Regional Manager (quarterly) an individual account portfolio sales plan, goals, forecast and action plan for assigned and new target accounts

? Develop specific individual account strategies to win new accounts, increase share-of-business at current accounts, protect high-value current accounts and increase margins by providing additional customer value and introducing new products and services in accordance with Division Initiatives

? Engage customers at a business and strategic level; identify and target  decision makers with competitively advantaged approaches to building and growing their business

? Retain high-value customers

? Build business relationships based on business value (rather than price), and integrated solutions (rather than products)

? Utilize listening skills to uncover true needs and objectives of prospects/customers

 

 

Optimize Time and Priorities

 

? Maintain an active, growing account portfolio of accounts.  These accounts should be selected by Growth (actual or potential), Revenue / Margin Contribution and UP&S business Share. 

? Optimize asset-and-time utilization by analyzing historical performance of accounts, reinforcing lucrative engagements and thinning out weak accounts,

? Monitor time utilization to assure focus on the best returning accounts and activities.

? Minimize time spent on administrative tasks, delivery and low producing accounts

? Provide seamless hand-off of low-return accounts to ?House Account? status

 

Support Division Initiatives

 Be trained and implement Division Initiatives quickly and energeticallyProvide timely field feedback on Division Initiatives to permit rapid adjustments and optimization of initiatives

 

Gather and Communicate Market Intelligence

 

o  Seek out and communicate general market intelligence regarding economic conditions, competition and customer accounts

o  Strategically participate in industry activities to understand and leverage the market network and be at the forefront of trends in the industry

 

 

III. POSITION ATTRIBUTES (required):

 

  KNOWLEDGE 

 

?  Demonstrated desire to learn and grow professionally:

?  General knowledge of, or ability to learn:

- Specific target industry knowledge

- The value chain that UP&S operates within:  suppliers, products, pricing, trends, competition, regulations, governing organizations, customers and their challenges/needs,

- General business concepts of P&L, profitability, return on assets, ROI payback models, marketing and sales

- Networks and meeting venues within the industry,

- How new products and services are adopted into the market

- Financial, sales, and marketing reports

 

SKILL SET

 

?  The ability to set targets and achieve sales and margin goals

?  Plan and facilitate customer meetings, sales calls, discovery sessions; creation of meeting agendas in advance, and follow-up letters of discovery, outlining discussion points, areas of interest or need uncovered, action plan and follow-on actions/dates by individual,

?  Uncover issues to clarify and quantify the compelling need in a customer?s decision process,

?  Formulate creative and competitively advantaged solutions to customer challenges and needs

?  Discern customer personality and decision styles; Altering style, content and delivery to the various constituents of a targeted audience,

?  Ability to write, speak and present well, both up and down the customer?s and UP&S organizational structure,

?  Ability to learn and navigate within the Mincron operating system (training provided),

 

?  Proficiency in fundamental computer applications skills, including but not limited to MS Excel, Word, PowerPoint, Outlook, and additional programs as they come into use by the company,

?  Listening

?  Being organized and good time management,

?  Documenting decisions, customer agreements, discussions and account information

?  Dealing with challenges, roadblocks and issues stalling progress in a constructive, direct manner and with a sense of urgency

 

? Teamwork

 

- Participate as a working member of the ?customer delivery team?, while helping others to optimize an operations excellence model of sales and service.

- Provide Branch Managers information necessary to enhance smooth operations on behalf of the customer, and the UP&S franchise model,

- Assume role as first point-of-contact in resolving customer issues. Quickly get issue to the proper UP&S resource for assumption of ownership and follow-through.  Keep Sales Manager apprised, and involved.

 

? Communication

 

- Clarity of verbal and written communications, up and down the organization and with clients

- Quarterly Portfolio Updates

- Maintain regular and clear communications with Region, Regional Sales and Division Managers on issues relating to sales effectiveness, product performance, vendors, division markets, branch operations/cooperation and market intelligence pertaining to segmentation, targeting and major initiatives,

- Communicate, coordinate & collaborate on a regular basis with Branch Managers, primarily in respective Branches.

 

? General

 

- The ability to lift up to 50 lbs. one or more times daily. The ability to stand, stoop, climb ladders, walk on concrete, asphalt and gravel surfaces for up to 10 hours a day.

- A valid drivers license from state of residence, and vehicle insurability