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Sr Territory Representative
4 months ago
FUNCTIONAL PURPOSE:
Manages, grows, and retains revenue among assigned portfolio of mid-sized Field Sales accounts within set geographic territory. Executes comprehensive end-to-end account management and sales process for assigned accounts and new customers within target revenue segment to achieve sales goals, including conducting in-person visits to close sales with new and existing customers.
DUTIES AND RESPONSIBILITIES:
1. Manages portfolio of accounts within assigned territory and target revenue segment.
2. Executes end-to-end sales process for accounts in target revenue segment, focusing on mid-market sales opportunities within geographic area; provides feedback to management to improve processes and identify new or emerging business trends.
3. Utilizes customer intelligence and market/industry research to assess revenue potential and develop a pipeline of potential new customers, focused on high-value opportunities within target revenue segment and assigned geographic territory. Generates and prequalifies sales leads and prospects through activities such as cold calling, networking, research, referrals, distributing product information, writing proposals, and visiting current and potential customers. Receives and follows up on sales leads from various USPS lead sources.
4. Collaborates cross-functionally with key stakeholders accountable for customer contracts and pricing, customer onboarding and integration, customer care and support, and operational execution to address customer needs involving onboarding/integration, transportation, equipment or unique processing requirements.
5. Participates in the execution of pricing agreement development plans as needed; provides assistance to develop solutions customized to specific business needs.
6. Conducts formal and informal in-person customer visits, phone calls, emails, and other communications with new prospects and existing customers to sell USPS products and services within the assigned geographic territory to achieve sales and revenue retention goals. Conducts negotiations and executes agreements at the customer's place of business.
7. Develops effective working relationships with multiple existing and potential business customers by learning the needs of the business and meeting those needs. Facilitates conversations with all prospective decision makers that are authorized to order or commit the company to utilizing postal shipping and mailing services products.
8. Maintains, tracks, and reports on customer information, account management/sales activities, and projected revenue using a customer relationship management system to enhance USPS visibility to the end customer's needs and to promote accurate revenue and sales reporting.
REQUIREMENTS:
Possession of or ability to obtain a valid state driver's license to operate a motor vehicle.
Ability to execute end-to-end sales process and perform account management duties within a defined geographic territory to meet customer business requirements.
Ability to translate market feedback from customers into actionable insight and provide recommendations for new product offerings or solutions.
Ability to convene and collaborate with appropriate cross-functional teams to develop solutions based on documented customer needs.
Ability to communicate orally and in writing at a level sufficient to develop effective working relationships with existing and potential business customers and satisfactorily interact with sales management and other related stakeholders including third-party vendors.
SPECIAL CONDITION: Willingness to travel frequently within assigned territory as necessary to close sales.
