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PLAN PERFORMANCE AND SALES SKILLS • Apply working knowledge of Professional, Consultative, and Strategic Selling skills to maintain existing business, develop incremental business in existing accounts, and conduct cold calls to develop new accounts. • Demonstrate use of selling skills in the field, such as making good opening statements, connecting with the customer, asking high gain questions, creating the value proposition and closing. • Participate in sales training programs as presented by the company to develop appropriate selling skills consistent with the Company philosophy, policies and procedures.
ACCOUNT MANAGEMENT • Call on all organizational levels and functional areas within assigned account which influence purchasing decisions. • Develop, write, and execute a strategic business plan for managing assigned territory annually, updated quarterly. • Develop presentations and customer proposals for such things as supply agreements, supply contracts and preferred vendor agreements with assistance from manager, Marketing and/or Technical Sales Specialist • Host and assist product shows either at assigned accounts or locally on a routine basis such as semi annually. • Set up and coordinate technical seminars by internal customers such as Research & Development, Marketing and / or Technical Sales Specialist either on customers site or locally annually or more frequently. • Maintain and increase current customer database through Company customer relations management software. Use system completely to fulfill management expectations recording and utilizing customer and sales information. • Utilize data sources to analyze and capitalize on territory opportunities with the greatest ROI. Communicate key competitive activities, trends, and changing customer development plans and priorities, which includes emerging customers. • Attain or exceed assigned sales goals, profit goals, and market share goals consistently within expense guidelines.
COMMUNICATION, WRITTEN AND ORAL • Provide regularly oral and written communication of successes, failures, best practices etc to improve the overall operating efficiency of the team, region and sales organization. • Contact and return calls to research scientists at all accounts for sales presentations, information through telephone, e-mail or personal visits daily • Learn and / or demonstrate required computer skills within the requirements of the job description, daily e-mail synchronizing is required. • Maintain assigned equipment and tools provided by the Company in clean and working condition. • Communicate account objectives and action plans to management via monthly Field Reports and other communication vehicles • Prepare and deliver monthly reports by the due date. • Complete, submit, and deliver expense reports to within 30 days from time the expense has occurred.
TIME MANAGEMENT • Field travel as necessary (approx. 3 - 4 days per week) • Complete assigned tasks and reports in a timely and complete manner. • Utilize proven organizational skills to successfully manage territory sales activities. • Generally industrial accounts require approximately 10 consultative calls per day with 3 - 4 field days per week.
CORPORATE POLICY AND PROCEDURES COMPLIANCE • Manage contracts/quotations within BREL guidelines by extending competitive pricing as needed to maintain and increase margin / revenues with guidance from manager and/or marketing. • Become and maintain familiarity with Company policies and procedures and strive to present a professional image as a Company ambassador.
TECHNICAL COMPREHENSION • Provide product and other relevant information to customers via daily phone contact and personal visits for all aspects of BREL business to generate sales. • Utilize excellent level of product knowledge and applications to successfully conduct effective consultative selling presentations. • Utilize knowledge of existing and potential customer status regarding Company and competitors’ products in selling presentations. • Support marketing programs and programs in other territories as assigned by the Sales Manager.
SUPERVISORY RESPONSIBILITIES: Nature and Scope: Capacity to manage expenses and execute sales and marketing plans. Strong analytical and business planning skills. Possess excellent written and verbal communication skills to many diverse customer audiences such as Economic Decision Makers and other influencers. Strong capabilities to interface effectively with all customer types. Ability to function effectively in a high performance team. Demonstrates a positive attitude and desire to succeed. Is a team player. Has Professional Selling Skills, Consultative Selling Skills, and Strategic Selling Skills training. Exhibits a high degree of flexibility in adapting to a rapidly changing environment. Strong organizational and prioritization skills.
EDUCATION: Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience.
EXPERIENCE: Requires a minimum 3 years of related work experience (lab experience preferred) and at least 3 years of related sales experience is required. In-depth knowledge of Toxicology is highly desired. Knowledge of accounts in territory preferred. Experience with customer contact, teaching or public speaking helpful. Demonstrated proficiency with computer applications, including MS Word, Excel, Outlook, PowerPoint, or like programs helpful.
CONTACTS: Has contact with external customers, internal customers as well as all levels of company employees.
WORKING CONDITIONS: Extensive travel is required. The employee must occasionally lift objects up to 40 lb such as catalog cases
