Field Sales Rep

2 weeks ago

Greensboro, United States Columbia Forest Products Full time

The Field Sales Rep (FSR) is specifically responsible for developing new business and servicing existing accounts within the distribution and OEM channels. The primary objective is to know the end-user customer market, potential customers, and seek new business. Under the direct supervision of the Director of Sales for US/Canada this position develops a territory budget in cooperation with the inside sales partner, tracks down leads, makes regular customer visits, manages margins & volume, seeks to innovate in the market, and remedies any quality or transportation issues. This person works with each customer to develop individual business plans and assist them in meeting those goals. This position constantly monitors the territory profit and loss statement and is responsible for modifying the business plan based on data.

The Field Sales Rep must first work as a team with the inside salesperson in prospecting potential customers, determining current customer needs, servicing the customers, and exceeding customer expectations.

The Field Sales Representative must communicate in person, by phone, TEAMs, and email with customers. This individual must be able to answer questions regarding panel specifications including hardwood grades, interior panel specifications for 3 ply, line by line, MPX, and combi-core constructions. In addition he/she must know how to quote pricing, explore alternative options to secure the sale, and refer the order entry process to inside sales personnel.

The Field Sales Rep must initiate communications with potential customers. He/she will conduct a deep dive into the market and provide the customer with information regarding specials, market information that may affect the customer, and follow-up based on the customer's order cycle.

The outside sales representative is a customer advocate, constantly seeking to meet and exceed customer needs, and resolving customer problems. This individual has broad authority to accomplish these goals.

Primary Duties
  • Responds to appropriate sales inquiries from both distribution and OEM customers directly and from his/her inside sales partner. Sets up travel, itinerary, and communication with customers to address current needs/issues and/or to address potential new products, channels, and quotes. (40% travel expected).
  • Quotes price, availability, and anticipated lead times of product to the customer. Stays current on all price changes, and manufacturing changes.
  • Maintains a detailed call report and actively communicates within the organization. Reports out each week on progress and/or issues. Uses resources from the plants or other sales team members to Remedy customer needs. Seeks out new customer business in accordance with the business plan and deep dive market analysis.

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