National Account Sales

1 day ago

Toronto ON, Canada The Garland Company, Inc. Full time

GENERAL SUMMARY OF POSITION:

National Account Team:
Account Management & Sales Development Representative will be responsible for leading or assisting in managing selected National Accounts as well as qualifying, identifying and developing additional quality sales opportunities for the Garland organization. This integral teammate will drive market share by creating and delivering leads and sales strategies that build pipeline sales. This position will interact with clients of all levels and across a broad geographic area.

CORE & ESSENTIAL FUNCTIONS:

  • Work with National Accounts Team and Garland Territory Managers to find, develop and manage national account sales opportunities
  • Assume key management role of assigned national accounts, organizing and facilitating the client’s needs for nationwide asset management planning, budgeting, bidding, and installation.
  • Assist in development and implementation of key processes for national account management
  • Outbound prospecting to targeted commercial/industrial target markets
  • Pursue GPO relationships to extend the network of potential customers for Garland
  • Develop leads into prospects by understanding their challenges/needs and effectively communicating the Garland value.
  • Qualify and identify prospect needs by leveraging key contacts within an organization.
  • Identify high potential prospects and collaboratively work with the sales, marketing team and Garland leadership to develop lead generation strategies to generate lead opportunities with prospective customers.
  • Initiates lead generation strategies that include inbound/outbound sales and marketing campaigns and initiatives.
  • Initiates and participates in new business presentations with the sales team and follow-through with the lead prospect.
  • Assists in closing business by overcoming objections;
    providing a solution driven sales plans;
    creating value for the customers;
    finding key decision makers.
  • Grows business by collaborating-supporting the sales representatives by adding new accounts;
    introducing new products to existing accounts;
    growing business for existing accounts;
    introducing products toadditional locations of existing accounts.
  • Develops clear and effective written proposals/quotations for current and prospective customers.
  • Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
  • Provides consistent, concise, accurate internal and external communications.
  • Effectively communicate and present the product solution and value proposition to potential customers.
  • Provides consistent, concise, accurate and timely weekly/monthly sales lead activity reports to management.
  • Develops and maintains strong relationships.
  • Demonstrates a commitment to the industry staying educated on the new regulations, our product solutions change, innovations, and trends.
  • Other duties as assigned.

QUALIFICATIONS:

  • Must possess 5+ years of relevant sales experience in national accounts. Demonstrated aptitude for problem-solving;
    ability to determine solutions for customers (consultative sales approach).
  • Must be results-orientated and able to work both independently and within a team environment.
  • Must possess excellent verbal and written communication skills. Proficiency in using Microsoft Office Suite applications and contact management software. Ability to manage and successfully work under tight time constraints.
  • Must be able communicate orally in a clear, concise, and effective manner with vendors, account representatives, company representatives, management, staff, and the public in face-to-face, one-on-one and group settings, maintaining effective working relationships with others
  • Must possess a valid driver’s vehicle license and maintain an acceptable motor vehicle driving record. Must be able to travel domestically and internationally when necessary to fulfill job responsibilities and growth goals. This role will require significant travel.
  • Must be able to lift product samples and mock-ups up to 50 pounds.

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