Sales Specialist

3 weeks ago

Barrie, Canada Canadian Crane & Hoist Mfg. Ltd. Full time

Canadian Crane’s goal is to sell high quality overhead cranes and crane support structures while achieving a high level of customer satisfaction and maintaining profitability.

The Sales Specialist position is an important position in our organization as it involves bringing together the buyer (customer) and all of the company’s internal and external resources, and facilitates the realization of our goal.

The person filling this position must be a university graduate, a strong team player with the ability to focus not only on the position’s specific tasks and responsibilities as outlined below, but with the ability to observe the activities of other team members and our customers as a whole, to help the company meet its goal.

Some of the important requirements and characteristics of this position are (but are not limited to):
 High level of organization and the ability to multi‐task on a regular basis
 Positive and highly self‐motivated attitude
 Excellent memory
 High level of efficiency
 The ability to focus on individual tasks and responsibilities, while working with others within our organization to meet our goal of providing high quality products
 The ability to clearly and concisely express any idea, thought, concept etc. verbally or in writing with customers, colleagues etc.
 The ability to adapt to changes and continually make self‐improvements that will result in
strengthening our company’s position in the marketplace
 The ability to take‐on and positively overcome new challenges
 The ability to maintain the necessary flexibility that a specific job or task may require, while at the same time maintaining a consistent approach to fulfilling the company’s overall objectives
 The ability to quickly understand any given number of tasks, and work hard and concurrently until each task is successfully completed
 The ability to perform in a demanding industry and environment, and meet sales targets
 The ability to sell a premium product (not on price)
 Facilitate significant sales growth, through development of new territories throughout Canada, the US and Mexico
 Develop human resources and other capacity to develop significant sales growth

The scope of activity covered by this person includes but is not limited to:
Sales & Marketing
Primary Task: Crane Sales ‐ direct
Outside
 Initiating activities - through cold calls in person (a significant amount of time), plus
 Develop a deep understanding of Canadian Crane, its products and services, and determine how best to present Canadian Crane as it relates to each specific customer and his expectations
 Listening to each customer and understand his expectations (price, quality, features, delivery time, after sales support etc.)
 Gather competitive intelligence and other updates at every opportunity with each customer
 Present quotations in a way that they best reflect each specific customer’s needs/expectations
 Regular and systematic follow up after the initial inquiry and presentation, to stay on top of each customer’s needs/expectations as they get different quotes and get closer to placing their order
 Scheduling efficient and productive visits to customers as necessary
 Negotiating to understand, convince and win
other correspondence
 Travel as required to visit and meet with customers. This includes regular day trips in the GTA, and full week‐long trips “out of town” approx. 1 week each month
 Effective geographic planning to reduce driving time and maximize customer visit and cold call times
Inside (internal)
 Organizing Data & Files for future reference, for yourself and the rest of the Canadian Crane team, including:
1. Regular and Immediate Updates to our CRM (database) with all relevant customer
information, updates, notes, reminders for next follow up etc.
2. Electronic filing
3. Paper filing of any and all correspondences and communications with all potential
customers
4. Organization of data, files and all electronic and paper documents for easy future reference
 Keeping regular and up‐to‐date record of quotes for reference when on the road
 Regular meetings and other forms of communication with others within the company for the purpose of:
1. Up‐dating others within the company regarding each specific customer
2. Up‐dating others within the company regarding general market conditions, competitors and competitive situations
3. Summary Reports with Daily and Weekly Activity Reports at the end of each week
4. Planning Reports with Daily and Weekly Activity Reports at the end of the previous week,
for planning purposes
 Encouraging customer visits and factory tours, enabling us to show our capabilities as a
competent and quality manufacturer of overhead bridge crane systems
 As Canadian Crane’s sales grows, to develop, train, mentor, guide and monitor a sales team
Secondary Task:
 Targeting of specific geographic areas

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