The interview is the interaction between the decision maker and the candidate that attempts to find out if the candidate has the necessary skills. When there is a match between these two, there is a job offer.
The hiring process is only successful when the hiring decision is based on this match between required job skills and demonstrated candidate skills and experience.
A job description should provide an accurate reflection of what is expected of the employee. It should mention the required knowledge, skills, abilities, and reporting structure for the position. To meet the requirements of the Americans with Disabilities Act, job descriptions must also list primary and secondary job functions as well as any physical requirements.
POSITION TITLE: Sales Representation
The Sales Representative is responsible for increasing the sales of products and services to customers through the use of personal on-site field calls.
A minimum of a high school diploma is required; however, a four-year degree is preferred.
Two years of experience in a B2B sales position. Industrial sales experience with a similar structure/methodology is required.
Negotiation skills; strong interpersonal skills; results oriented. A proactive, self-starter with a high degree of tenacity. Must also possess good time management skills along with strong planning skills. Must possess the ability to work independently and as part of a team. Literacy on computer keyboard is necessary.
The sales representative will spend 4 – 4 1/2 days per week visiting customers at their work areas, which is often in a plant location in a manufacturing environment. They will be responsible for carrying company catalogs, literature, product samples to customers for demonstration purposes. Time spent on the computer (analyzing and producing reports, email correspondence) and driving to customer locations will require sustained visual scrutiny.
Extensive daily travel by an automobile will be required. Must possess a valid driver’s license, maintain a safe driving record and carry auto liability insurance per company guidelines. The incumbent must have reliable and well-maintained transportation that projects a professional business image.
Summary of Position
Ability to Learn
Approximately six months would normally be required to effectively learn to perform this job.
Supervision is required to insure the salesperson is utilizing proper selling skills and the approved company methodology. Supervision is required to oversee and coordinate the account planning process between the salesperson and other branch personnel. The supervisor will spend at least one day per month calling on customers with the salesperson. One to two days per week will be required during the initial start-up training.
Incorrect information passed on by the sales representative could result in the company losing bids/quotes. An account’s total business could be at risk if situations are not handled satisfactorily.
Internal: The sales representative will have regular contact with the Sales Manager, Regional Manager, and various support department managers. External: The sales representative will be calling on customers at all different levels; maintenance and repair personnel, engineers, purchasing agents, Directors of Material Management, and Vice Presidents of Purchasing.
The sales representative will have access to confidential customer sales history and account selling strategies. If this information were to be made available to our competitors, it could negatively impact future sales growth.
Duties and Responsibilities