OCCUPATIONAL SUMMARY
The Sales Representative is responsible for driving revenue growth, margin optimization, and market expansion within the industrial sand and aggregate markets across Texas and surrounding regions. This role requires a deep understanding of customer applications (construction, filtration, manufacturing, energy, and specialty uses), logistics economics, and competitive positioning.
The ideal candidate is a results-driven, field-oriented sales professional who excels at developing long-term customer relationships, identifying new market opportunities, and executing strategic pricing and volume growth initiatives.
JOB DUTIES
· Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule (territory planning) to call on existing or potential sales outlets and other trade factors and other structured sales activities.
· Develops and executes a territory growth strategy focused on increasing revenue, margin, and market penetration.
- Prepares and submits quotes aligned with pricing strategy; collaborates with Sales Manager on non-standard pricing to protect margins.
- Cultivates sustained, long-term relationships with the key decision makers at all levels of targeted companies.
- Required to travel and be in the field calling on customers 75% of time. Regularly meets with customers to strengthen rapport and to address concerns and identify opportunities.
· Prospecting for new customer opportunities and market segments not currently supplied by P.W. Gillibrand Co., Inc. or one of its wholly owned subsidiaries.
· Demonstrate proficiency with customer relations management system (CRM) – ensure timely entering of customer requests and enter visit reports.
- Regularly attends the association meetings that are related to the Southern California sand market.
- Conducts live presentations and seminars using PowerPoint, webinars, product demonstrations and technical discussions using various communication tools.
- Follows up on all inquiries related to sales territory via quotes, samples, test and technical data.
- Analyzes market conditions and competitive activity and recommends strategic changes to products, pricing and services.
- Resolves customer complaints by investigating problems, developing solutions, preparing reports and making recommendations to management.
- Collaborates with operation, logistics and credit team to ensure seamless order execution.
- Participates in internal sales, production and planning meetings.
- Provides monthly market intelligence reports -including market dynamic changes, competitive threats, customer forecasting, updates on customer usage, forecasted downtime and impacts on budget.
- Coordinates daily orders and projects with plant operations personnel.
- Provides historical records by maintaining records for area and customer sales.
- Contributes to team effort by accomplishing related results as needed.
QUALIFICATIONS
· Bachelor’s degree with a focus in Business, Sales, Marketing, Engineering, or related field preferred. High School Diploma. Some college coursework. BA or BS preferred.
· 5+ years of progressive experience in sales successful outside sales experience. Experience in industrial sand, aggregate, cement or concrete products sales or in sales of commercial materials to the sports turf, water filtration, manufacturing, and/or building materials industries a plus but not required.
· Proven selling skills specifically related to acquiring new business, with the ability to identify unique customer needs. Must have a verifiable history of meeting or exceeding sales quotas.
· Strong prospecting/cold calling, solution sales, and rapport building skills.
· Valid Class C. driver’s license required and acceptable driving record.
· Excellent communication skills with the ability to communicate effectively with a wide variety of audiences.
· Proficient knowledge to interpret physical and chemical analysis data specifications. Quality control requirements.
· Must be motivated, dedicated and a self-starter able to effectively work independently under minimal supervision.
· Must be patient, persistent and tenacious with strong organizational skills. Efficient but does not take short cuts.
· Must pass a background check and drug test.
WORK DEMANDS AND ENVIRONMENT
- While performing the duties of this job, the employee; required to sit for long periods of time; use close vision and hands/fingers to type;
- Local travel and occasional overnight travel is required as well as the ability to respond to issues outside of normal operating hours are essential job functions of this position.
- This position requires the ability to occasionally lift office products and supplies, up to 25 pounds.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Flexible spending account
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Vision insurance
Work Location: On the road
