General Summary
The Sr. Sales Representative is responsible for penetrating new accounts and supporting Account Managers to saturate existing accounts with the full-range of the company's services (MS and IHT) by expanding current service offerings to include new service lines that are not currently utilized by those clients
Essential Job Functions
Maintains a safe, secure and healthy environment by adhering to Company/Customer safety and quality standards and practices and to legal regulations, alerting others regarding potential hazards or concern
Adheres to and is a champion of TEAM's Core Values
Spends 80%+ time in front of our clients developing new opportunities
Manages all activity and customer opportunities in the Company's CRM system
Sells value and understands opportunity costs to maximize profitability of the company's service offerings
Delivers presentations of the company's value proposition and service capabilities in a professional and technically articulate manner
Researches and develops new customers and new customer opportunities
Responsible and accountable for assigned monthly, quarterly and annual budget targets including revenue and profit dollars
Collaborates with all parts of the Team organization to maximize revenue and profitability, including:
Coordinates with the operations organization (the Branch) on deal pipeline to ensure operational readiness for new business opportunities
Coordinates with operations (the Branch) to agree the right pricing to maximize total profit dollars
Brings in service line organizations as well as BDMs as needed, to close every opportunity at the right price and profit margin
Expects to remain in periodic contact with existing clients and be seen as a focal point of new accounts. However he/she is not a project manager and will not be involved with project execution or dispatching of local personnel for local work
Is constantly on the lookout for new service lines, products or capabilities that the company should offer to improve our competitive position within his/her assigned territory or industry vertical and elevates these opportunities to management
Responsible for understanding geographical, industry and competitive trends (market intelligence) in his/her assigned territory
Is an integral part of the strategic sales planning process, development of growth plans for specific geographies, industries and service lines
Works with Division Sales Manager and Corporate Marketing Function to identify key marketing opportunities, publications and trade shows within their network for increased market awareness and penetration
Focuses on teamwork and passes on any and all new customer/project opportunities that he/she is made aware of, outside of his/her assigned territory or industry vertical to the appropriate person/party
Job Qualifications
High school diploma or equivalent required
Bachelor's degree in Business or related industry preferred
Four (4) to six (6) years' experience in a related role
Proficient with Microsoft Office products suite, and ability to learn new software applications and computer programs.
Ability to become proficient with customer relationship management (CRM) software; Sales Force experience preferred
Work Conditions
Position is located in the District office
Work is conducted in a semi-private office/cubicle setting
Days and hours of work are Monday through Friday 8:00 am to 5:00 pm. Some flexibility in hours is allowed, but the employee must be available during the core work hours of 9:30 am to 3:30 pm
Physical and Mental Requirements
Ability to lift and carry 25 pounds
Sufficient clarity of speech and hearing or other communication capabilities, with or without reasonable accommodation, which permits employee to communicate effectively
Ability to sit for prolonged periods of time with or without reasonable accommodation
Sufficient manual dexterity with or without reasonable accommodation, which permit the employee to perform routine office duties
Sufficient personal mobility and physical reflexes, with or without reasonable accommodations to perform office duties and travel when necessary to off-site locations