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Careers> Sales Representative – Electrical (Montreal South Shore)
Sales Representative – Electrical (Montreal South Shore)
Hammond Manufacturing Company Ltd.
Guelph, Ontario
Last Day to Apply:
July 10, 2019
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:
Initial approach to establish interest
Problems, needs and requirements defined with customer/specifier
Outline and present an effective Hammond solution and handle any objections
Follow up proposal and address outstanding issues
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.