Sales Representative – Electrical (Montreal South Shore)


Hammond Manufacturing Company Ltd.
Guelph, Ontario

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:
  1. Initial approach to establish interest
  2. Problems, needs and requirements defined with customer/specifier
  3. Outline and present an effective Hammond solution and handle any objections
  4. Follow up proposal and address outstanding issues
  5. 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.

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