• Chicago, IL, USA
  • Full Time

Position Overview: 

This person will have overall responsibility for achieving the assigned territory sales and profitability goals, in line with Business Unit strategies, revenue, margin and customer service goals. Also, they will develop business plans to expand the customer base and maximize the income for the company. Working with existing and new customers to discuss and fully understand their requirements, creating and providing proposals for solutions and ensuring a smooth sales process are critical components of the position.


Major Areas of Accountability

Account Maintenance Activities

  • Grow and exceed our existing key account customer base
  • Manage complex projects while pulling multiple cross-functional resources together to solve customer applications
  • Understand, negotiate and communicate sales transaction terms and conditions in order to transfer to other internal resources to manage.
  • As an opportunity develops, work closely and openly with Customer Excellence Team to ensure they are aware and fully understand the opportunity, to enable the handover to be as smooth internally as well as for the customer.
  • Other duties/tasks as apparent or assigned


Planning, quoting, administrative & internal communication

  • Utilize market research and expertise to establish a goal oriented territory plan focused on the promotion of the client's products and services with our major markets.
  • Report territory activity through CRM, Funnel, Forecasts, Key account profiles, Sales call reports and other forms requested from time to time.
  • Responsible to develop and present RFQ resource requests that clearly convey business needs, project approaches, relevancy to the client's core competencies, and customer benefits
  • On an annual basis, be fully engaged with the Sales Forecasting planning providing as accurate information and reasons for increase/static/decrease activity. To update Customer Excellence Team with any changes to forecasts throughout the year


Prospecting/Sales call activity

  • Implement your territory plan and meet or exceed sales goals
  • Strategically plan and execute overall sales strategy within your territory to maximize effectiveness and produce sales results. Carefully plan each sales presentation by anticipating customer needs and or objections and your response to best close each opportunity.
  • Utilize strategic selling acumen and listening skills to uncover customer needs and opportunities. Deliver clear, concise, relevant messaging to target audiences and provide solutions to customers and prospects to drive desired outcomes and close the sale.
  • Assist our new product development process through qualifying new opportunities
  • Employ solution-selling techniques to identify business needs, and develop customized solutions to solve client business problems
  • Understand competitors' strengths and weaknesses and effectively articulate and execute sales by highlighting the client's competitive advantage
  • Demonstrate effective negotiation and closing techniques in securing profitable business
  • Prospect and open new key accounts


Minimum Qualifications

  1. College degree, or equivalent education and work experience
  2. Minimum 5 years sales experience in related industry
  3. Must be a self-starter having demonstrated effective time management skills and the ability to work independently.
  4. Must have superior presentation, organization and communication skills
  5. Strong commitment to quality service
  6. Demonstrated ability in the management of national accounts
  7. Ability to travel and work remotely a minimum of 50% of time
  8. Ability to lift and carry demonstration equipment.



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