Junior Sales Representative(with Manufacturing

8 months ago

Etobicoke, Canada Peel Hr Full time

**Position Purpose**:
To gain the knowledge and skills required to operate as an outside sales representative by supporting all aspects of account management for all assigned “House and Sales Manager’s” accounts including research and analysis on trends, competitive research impacting assigned accounts, preparing pre-call plans, developing case examples for the sales playbook, and selling CCL’s unique value proposition. Grows revenue by developing new business through prospecting and selling house accounts and booking new appointments for the sales team.

**Core Responsibilities**:
Customer

Customer - Communication - External

Co-manages assigned accounts with the Sales manager (House and Sales Manager accounts)

Develops relationship and trust with all buying team members by listening to their concerns and addressing their needs in a timely manner

Proactively pursues opportunities to maintain and build customer loyalty by supporting customers with CCL/BND’s “best yes” philosophy

Attends account reviews with the Sales Manager and takes notes on action commitments, areas where we excel, areas to improve, and potential opportunities for growth to explore

Records outcomes from account review meetings, the customer’s expectations and how they measure a successful relationship to create a “report card”

Seeks input on our performance from the customer as it relates to the report card and documents customer feedback

Cold calls the list of prospects developed with the Sales Manager for house accounts

Liaises with Sales Coordinator to cold call the list of prospects developed for Territory Sales Representatives

Responds to customer concerns in a timely fashion, including follow up with additional data and proposed solutions.

Customer - Communication - Internal

Reviews the business plan strategy for each assigned account and endeavors to support the objectives for the account and each member of the buying team

Prepares a pre-call planner for review and discussion prior to each meeting with client whether a joint call or meeting in person, by phone or by video call

Collaborates with Sales Manager to identify the key objectives (strategy) for each sales call and desired outcomes

Plans with Sales Manager to identify key questions for a meeting to uncover issues or opportunities and effective narrative (customer stories, case examples, etc.)

Communicates time sensitive information on using the appropriate medium to the Sales Manager

Liaises and with all departments (customer, design, processing, etc.) as required to ensure co-managed customer needs are met in a timely manner

Develops a strategy to improve any areas that are not meeting account/customer needs and addresses these with Sales Manager and/or other team members as appropriate

Liaises with appropriate department managers or team members to address issues that are impacting co-managed accounts including CARS

Proactively liaises with processing for outstanding quotes for managed accounts

Collects and synthesizes information on issues impacting managed accounts for the Sales Manager that require escalation

Develops presentations, spreadsheets, and written communications for Sales Manager for house and managed accounts as required

Customer - Prospecting

Builds a pipeline of new opportunities by cold calling list of prospective “house” accounts with Sales Manager and/or for Outside Territory Representatives

Works in conjunction with the Sales Manager to set prospecting appointments and bring new account opportunities to closure.

Builds trust with prospects by meeting commitments in a timely manner

Customer - Territory Sales Account Support

Supports Territory Sales Representatives when directed by Sales Manager with various tasks such as dropping off and picking up samples on their behalf from design or customers

Financial

Supports the Sales Manager achieve customer retention and growth goals for House and Sales Manager’s accounts

Analyzes territory results against sales goals for House and Sales Manager’s accounts and provides concise reports to the Sales Manager

Develops pipeline for House and Sales Manager book of business and new prospect appointments for Territory Sales Representatives

Operations

Operations - Administrative

Submits travel and expense reports in a timely basis

Compiles information on co-managed accounts such as spreadsheets, customer information, competitive and market information, or research

Surveys co-managed accounts for market research purposes and internal improvement

Operations - Client Co-Account Management

Conducts pre-meeting research and develops pre-call plans for all client meetings

Develops and implements a territory management plan to maximize time

Manages account reviews and account analysis

Identifies and documents developments or competitive activity at customer locations and in the marketplace

Maintains a written record of communications with each account to e

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