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Sales Growth Specialist
2 months ago
Job Summary:
The Business Development Representative will be responsible for developing new business opportunities and providing solutions to customers in the material handling industry. This role requires a strong understanding of sales principles, methods, and techniques, as well as excellent communication and relationship-building skills.
Key Responsibilities:
- Identify and pursue new business opportunities through research, networking, and cold calling.
- Develop and maintain relationships with customers to create a continuous flow of pipeline.
- Stay up-to-date on product knowledge and industry standards to provide enhanced solutions to customers.
- Collaborate with the sales team to meet business objectives and participate in ongoing efforts to drive sales growth.
- Present product information to customers, highlighting features, benefits, and new product/service offerings.
Market Penetration:
- Investigate and target competitive users and non-users in the territory.
- Create action plans to convert competitive users and non-users to Johnston Equipment customers.
- Develop and maintain contact with potential customers through meetings, phone calls, and email.
- Coordinate between Johnston departments to address prospective customer needs.
- Communicate new product/service developments with prospects.
Proposal and Order Preparation:
- Research application requirements and prepare pricing for products/services based on specifications.
- Acquire management approval and signature for discounts.
- Maintain Johnston requirements for gross profit on various products/services.
- Prepare formal quotations for products and services to be presented to customer management.
- Prepare in-house order forms and factory order paperwork.
Networking:
- Network for the promotion of Johnston Equipment, the Raymond core product line, and all products/services carried by Johnston Equipment.
- Network with all GNJ product groups.
- Attend inter-departmental meetings as required.
Forecasting and Reporting:
- Prepare forecasted units/dollars per month and per year.
- Prepare detailed customer profiles, competitor profiles, pro team, and lost order reports.
- Prepare annual business plans, market plans, and identify target accounts.
Requirements:
- B2B sales experience.
- Growth and solution mindset.
- High level of integrity and work ethic.
- Minimum of 5 years sales experience required.
- Demonstrated ability to convert prospects and close deals while maintaining established sales quotas.
- Solid experience in opportunity qualification, pre-visit planning, call control, and account development.
- Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques.
- Strong problem identification and objection resolution skills.
- Able to build and maintain lasting relationships with customers.
- Self-motivated, with high energy and an engaging level of enthusiasm.
- Must possess a valid driver's license.
