Field Sales Representative

3 weeks ago

Midland, United States Northern Tool + Equipment Full time

Northern Tool + Equipment is seeking a talented Field Sales Representative in the Midland/Odessa markets to leverage key customer contacts to discover, develop and close sales opportunities to increase revenue and market share within an assigned customer territory while representing Northern Tool + Equipment as a preferred supplier for tools and equipment to commercial and governmental entities.


Key Responsibilities:

  1. Manages key customer relationships with the ability to develop comprehensive strategic plans for all assigned accounts, sell and market the full set of Northern Tool and Equipment (NTE) offerings incorporating an in-depth knowledge of key internal and external supplier lines.
  2. Understands and has an in-depth knowledge of NTE’s market share for each assigned account, the top competitors market share in those accounts, and can identify the type of business each competitor is supporting and why. Uses this data to construct clear and concise business plans for sales and market share gains.
  3. Defines critical end markets and new customers within those end markets, plan and develop strategies to drive incremental sales opportunities and market share gains. Leverages data analysis and knowledge to determine best strategies to identify opportunities to grow drive market expansion, develop DNAs or recapture lost business.
  4. Develops and executes comprehensive sales and business plans for all accounts by meeting with customers on a regularly scheduled basis to identify opportunities, devise product segment strategies, and close applicable opportunities.
  5. Prospects customers using market knowledge, sales lead software, and company provided leads to expand customer base of high value commercial customers via in-person, on-site, in store and over the phone for key product categories. Collaborates with Retail Trade Development in the discovery and evaluation of new customers.
  6. Requests for Quotes (RFQ’s) within assigned market. Ensures that all RFQ activities and strategies are well established, communicated, addressed, and agreed upon within Northern Tool and Equipment guidelines.
  7. Develops and sustains sales relationships with key decision makers and influencers on all levels across the organization; and specifically with store personnel and the Regional Sales Manager within their metro market.
  8. Maintains business plans and profiles within Customer Relationship Management (CRM) tool. Manages territory activity and sales pipeline in CRM tool. Prepares for all account calls and meeting objectives. Submits all required forms (expenses, mileage tracker, call itineraries).
  9. Collaborates with Retail Trade Developer and the Field Sales Manager on strategic Requests for Quotes (RFQs) within assigned accounts. Ensures that all RFQ activities and strategies are well established, communicated, addressed and agreed upon within Northern Tool and Equipment guidelines.
  10. Prospects and develops sales leads using market knowledge and sales lead software via in-person, on-site, in store, and over the phone for key product categories as assigned by supervisor within CRM tool.
  11. Provides customer on-site product demonstrations and may assist or attend market trade shows for high value product categories. Works with supervisor and local Regional Sales Manager to develop and implement a customer development program to support new store openings, commercial trade shows, and in-store B2B events as appropriate.
  12. Achieves monthly, quarterly, and annual sales objectives within assigned customer market. Analyzes customer trends through sales reports to identify opportunities to grow or recapture lost business. Visits customers on a regular cycle.


What you will bring to the table:

  1. High school education or equivalent required; college degree or equivalent experience preferred.
  2. 2-3 years of business to business (B2B) sales experience.
  3. Excellent communication and interpersonal skills.
  4. Highly motivated with strong desire to succeed. Must be a self-starter with a strong commitment to achieve company sales goals.
  5. Ability to define problems, collect data, establish facts, and draw valid conclusions to ensure customer satisfaction.
  6. Working knowledge of Microsoft Office (Excel, Word, PowerPoint and CRM).
  7. Ability to travel in all modes of transportation and must be able to work a flexible schedule, which could include some nights and weekends.
  8. Proven history of successfully managing accounts with minimal supervision.
  9. Bi-lingual in English and Spanish is a plus.
  10. Valid driver’s license and insurance required.
  11. Ability to travel by car up to 75% of work week.
  12. Demonstrates Northern Tool + Equipment’s 12 Core Competencies.


About Us

At Northern Tool + Equipment we’ve created a problem-solver’s paradise. A place where both pros who need the perfect tool to expertly finish the job, and do-it-yourselfers, who are looking for the right tool along with a bit of guidance, feel right at home. Our blueprint for success is Made for This. We’re poised to create a world-class customer experience while we strive to enter new markets and drive growth through exceptional customer insight. The plan is well on its way to resounding success, with over 135 retail stores across 24 states, plus a selection of products from the top national brands, and the addition of global manufacturing operations designed to create our own specialized tools and equipment. We’ve always had a way of either seeing what’s next, or defining it, but we need great people to grow along with us. We're looking for people who have the mindset of putting the customer first; team members who are ready to equip every problem solver who walks through our doors with the right tools and advice to tackle the tough jobs well; and individuals who are ready to help us boldly build what’s next.


Recently recognized by Forbes as a Top Midsize Employer in 2023, we proudly offer:

• A comprehensive benefits package to cover healthcare, retirement, and wellness programs to help you be your best self financially and physically.

• Generous Employee Discount on the products we sell.

• Daily Pay: Have the flexibility to be paid daily

• 401K with employer match

• Holidays off NTE recognizes 7 federal holidays.

• Remote work schedule.

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