This position has primary responsibility for visiting our customers alone or with other Colony sales representatives to increase the sale of safety products. Products will include, among others, signage, personal protective equipment, fall protection, traffic, and respiratory protection. The Product Sales Specialist is expected to broaden our product offering at target accounts by leveraging existing successes and making the customer aware of our unmatched customer service and delivery capabilities. Is also expected to develop new customers for our safety products while continuing to grow these products in our existing customer base. Demonstrates to customers our latest safety products, which are often the same as our competitors, and is involved in the technical details that show why our products are a better solution than that which are competitors are offering for the same application. Educates the customer on how Colony’s stock, delivery and problem solving capabilities make Colony a better choice for the same products. Builds relationships with key opinion leaders and decision makers with target accounts and understands the company’s buying criteria. Partners with the inside sales team to produce quotes and orders. Must call on customers, both on site and by phone, at corporate offices and on construction sites.
Will work with territory sales representatives to leverage their current accounts and penetrate them further with safety products.
Will work independently to find and develop new accounts and target existing accounts for growth.
Organizes and plans daily/weekly customer meetings to maximize sale productivity. (8 – 10 valuable customer touches per day)
Manages target accounts and/or a defined territory by selling more to existing accounts and opening a minimum of 5 new accounts per month
Must be able to direct sell and/or coach, train and ride along with other Colony sales reps to help them sell these products.
Provides assistance in the development and implementation of sales plans for the territory
Will be required to make on site visits to commercial job sites 50% of the selling time or more.
Use Phocas daily to identify customer needs and potential future opportunity. Enters all daily customer activity in Phocas
Review territories and jobsites with manager on a monthly basis.
Uncovers more opportunities in accounts and is a major contributor to the growth of the business
Show and demonstrate products to add value with regard to specific customer applications
Follow up immediately on all quotations generated by the inside sales staff
Partner with the Inside Sales staff in the execution of customer orders. Helps Inside Sales partner to close business by looking at the quote, the product, the customer and the pricing to know where we stand and what should be done.
Develop relationships with key suppliers and supplier representatives to bring value to customers within this customer segment
Establish strong relationships with customers based on trust and service capabilities.
Participate in sales training and product training and adopt and implement established Colony selling principles. Participate in Evergreen Marketing online and off site training modules
Utilize Colony resources such as internal Marketing tools, vendor resources, and internal colleagues.
Consult with Sales Management on large quote opportunities.
Share competitive information with the Inside Sales team to facilitate strong quoting activity.
Attend periodic sales meetings with the Regional Manager to review forecasts and territory activities
Must have a proven track record of turning customers with basic price and delivery requests into profitable customers by using product and application knowledge and sales skills.
Other duties as assigned.
High school diploma or equivalent. College degree in Business disciplines preferred.
Minimum of 2 to 3 years of successful outside sales experience preferably selling products mentioned in Job Summary
Must have a valid driver’s license. Driver background check must show a record of sustained safe driving
Excellent communication skills including speaking, reading and writing in the English language.