Sales Agent

3 months ago

Laval, Canada Hammond Manufacturing Full time

Hammond Manufacturing - Electrical

**Sales Representative - Electrical**

**_Job Summary _**
- To help achieve the sales expectations of Hammond Electrical product SBU for a defined territory.
- As a member of the Sales team, provide support to other members of that group as needed.
- Reporting to Regional Manager.

**_Overall Responsibilities and Accountability _**
- Meet and exceed sales budget expectations.
- Prospect and develop new customers.
- Nurture and grow existing customers.
- Develop and maintain technical expertise for products offered by the Electrical product SBU.
- Contribute to the product development activities for the Electrical SBU.
- Submission of various sales related reports.
- Maintenance of CRM database.
- Job requires minimum 40-hour work week, average 16-20 sales calls.

**_Job Duties _**

New Customers & Specifiers
- Continually identify potential new end customers and specifiers as “suspects”.
- Qualify suspects by reviewing their needs for available Hammond products and services and filtering to “prospect” list.
- Manage prospect list into new customers & active specifiers by following an effective sales process:
1. Initial approach to establish interest

2. Problems, needs and requirements defined with customer/specifier

3. Outline and present an effective Hammond solution and handle any objections

4. Follow up proposal and address outstanding issues

5. Close the deal and create an “active” customer/specifier by getting an order and/or establishing a path for future orders (e.g. term quotes, ship and debit programs)

Existing Customers & Specifiers
- Establish an effective regular call routine for customers buying through distribution (with guidance from manager) - for example, Electrical Ship & Debit customers need at least quarterly attention by

Hammond sales rep. The distributor does not need to attend all end user visits and should not hinder our regular contact requirements.
- Establish an effective regular call routine for specifiers (with guidance from manager).
- Establish an effective regular call routine for customers buying directly (with guidance from manager).
- Service and maintain business relationships while continually look for opportunities to increase the

Hammond share at the customer/specifier.
- Ensure that new Hammond products and services are presented in a timely manner.

Distribution
- Per the SBU requirements, identify and develop new distributor outlets/channels as needed.
- Establish an effective regular call routine for key distributors (with guidance from manager).
- Provide field support at end users as needed to assist our channel partners.
- Ensure that new Hammond products and services are presented in a timely manner.

Hammond Manufacturing - Electrical

Enclosure Expertise
- Develop and maintain an expert knowledge level of Hammond’s standard and modified product features and benefits.
- Continually update your understanding of evolving design and manufacturing capabilities Hammond offers by visiting factories on a regularly scheduled basis.
- Understand the pricing environment for served markets.
- Have a base knowledge of competitor offerings.

Product Development
- Contribute recommendations for product changes and new products.
- Inputs should include competitive intelligence, key features, pricing levels and stocking requirements.

Sales Reporting
- Document call reports weekly. Customer/distributor visits should detail reason for visit, key information learned, upcoming opportunities and follow up requirements. Office time should include a basic outline of key activities.
- Provide Opportunity Report weekly - outlining target account and project activities.
- Submit expense reports monthly.

CRM Database
- GoldMine is the database to be used to track activity at suspects, prospects and customers.
- To ensure our multiple sales channels minimize crossover, check Goldmine for activity at accounts by others before initial approach.

**_Critical Skills and Traits_**
- Minimum 5-10 years sales experience in the Electrical market
- Bilingualism (French and English), both written and oral
- Post-secondary degree or diploma
- Able to follow a sales process that delivers results
- Expert understanding of Hammond products
- Personable attitude with excellent presentations skills
- Excellent organizational/time management skills
- Attention to detail and an ability to meet deadlines
- Self-starter that can execute a defined plan
- Experience and intermediate knowledge of GoldMine, Excel, Word, and PowerPoint
- Represents the company with a professional and courteous attitude
- Works well with peers and others inside the organization
- Accepts training and coaching

**Salary**: $80,000.00-$90,000.00 per year

**Benefits**:

- Company car
- Company events
- Company pension
- Dental care
- Disability insurance
- Employee assistance program
- Extended health care
- Life insurance
- Paid time off
- Vision care
- Work from home

Sch

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