Sales And Marketing Representative

Summary

The Sales and Marketing Representative (SMR) is responsible for establishing and developing new customers while maintaining and enhancing existing customer relationships and revenue. This individual must possess the business acumen to engage and understand customers, build multiple relationships within assigned accounts, identify business opportunities, and grow account revenue. The role focuses on account development and penetration, with additional responsibilities related to customer service and transactional tasks. The SMR represents PEI to the customer and acts as the voice of the customer internally, ultimately delivering budgeted sales for assigned accounts and/or territory.

Education & Experience

• Degree from a four-year college or university preferred; or minimum of three years sales experience; or an equivalent combination of education and experience
• Successful completion of the PEI-Genesis sales training program is required
• Intermediate skill level in Microsoft Office, specifically Excel, Word, and Outlook
• Experience with an ERP system (such as ASW400) as well as a CRM system, preferably NetSuite

Responsibilities

• Establish and develop new relationships in a defined geographic market or industry utilizing cold calling, sales lead follow-up, and sample follow-up
• Maintain and enhance new and existing customer relationships to increase business volume and product diversity by pursuing opportunities beyond those initiated by the customer
• Understand all pertinent government regulations and customer terms and conditions and how they relate to PEI-Genesis processes and capabilities
• Monitor and maintain, through consistent customer dialogue, all price, delivery, quality, and special handling requirements requested by customers and ensure these are met in a timely and satisfactory manner
• Coordinate large customer bids, quotes, orders, or other opportunities with Branch Manager, Product Management Team, and Territory Development Representative via team-sell calls
• Market and utilize all available resources within PEI to assist customers and expand personal knowledge of product capabilities and solutions, employing outside resources such as Supplier Representatives and Manufacturers' Representatives when necessary
• Participate in annual budgeting process, providing suggested customer or geographical sales dollar budget, GP dollar budget, and GP percent budget
• Utilize NetSuite CRM to assess account performance and percent to sales budget to stay on track for quarterly and annual sales goals; develop and execute action plan with Branch Manager if not on pace to achieve or exceed budget
• Meet with Branch Manager periodically to strategize, understand, and execute action plans for budgeted, prospective, and under-performing customers
• Review quote follow-up for budgeted, prospective, and under-performing customers to understand and act on trends needing improvement
• Identify additional sales opportunities and trends within budgeted, prospective, and under-performing customers
• Review and take appropriate action on Daily Bookings Report, Intraday Performance Report, Static Resale Report, Quote Push, Manual Hold, Credit Hold, Transit Shelf, Lost Business Report, and Bonds; report action summary to Branch Manager
• Develop and execute strategic objectives and tactics to drive sales performance and organic sales growth for Top 10 customers and assigned customer base
• Participate in monthly/quarterly business meetings to review Top 10 customer performance
• Work collaboratively with internal and external resources to generate profitable results
• Stay informed of competitor activities, industry trends, and emerging markets to defend and grow PEI's market share and provide key decision-making information during budget/forecasting processes and reviews
• Escalate critical situations concerning sales and customer activities to the appropriate manager or decision-maker
• Routinely review customer back order reports to address and escalate action on delinquent or potentially delinquent orders, including timely communication with customers
• Provide field sales coverage, when required, for locally assigned strategic customers with no assigned outside sales representative
• Grow and maintain personal relationships with key accounts to create an unfair advantage as a trusted advisor for PEI against the competition