Sales Representative

The responsibility of a DON Sales Representative is to direct a total effort toward the achievement of his or her Territory/District sales goals and objectives and to sell DON products. This is accomplished by interacting with established customers and developing new prospects. This position requires an in-depth knowledge of DON’s products, services, and marketing techniques. While representing Edward Don & Company, Sales Representatives must follow the course of highest integrity and always adhere to the company’s Standards of Conduct Policy.  ESSENTIAL DUTIES   Independently travels throughout assigned territory to call on regular and prospective customers and solicit orders. Displays or demonstrates products using samples and catalogs to emphasize features and benefits on each call. Quotes selling price and credit terms for orders obtained. Stays informed on new products, pricing, and other general information about the company and to sales. Responsible for collections (accounts receivable) on all accounts. Ensures proper service and follows-up on all customer accounts. Actively participates in pre-pack check-ins as required, lifting to 50 lbs. as needed, and bending, stooping, and/or standing for extended periods. Maintains daily contact with internal departments, managers, customers, factory reps, and other outside sources as required. Analyzes current marketing data and maintains a working knowledge of that data. Checks on competitive sales and pricing activity.  Acts as a consultant to provide advice and guidance to customers about their requirements. Develops specific sales and pricing objectives for each account. Possesses a thorough working knowledge and understanding of the customer and company order cycles.  Possesses a thorough knowledge of standards and goals needed to achieve/maintain territory objectives.  Ensures that presentations and selling ideas are made to all persons who influence the purchase of products at each current and prospective account. Ensures that all customers have an assigned frequency of sales contact and that assigned frequencies are maintained in the weekly call plan. Contacts customers on a regularly scheduled basis to achieve maximum vertical penetration. Communicates account activity to maintain a high level of follow-through on credit, collections, and adjustments.  Prepares sales estimates and forecasts when required and on a timely basis.  Develops and maintains an active prospect list; new account prospect calls must be incorporated into all weekly call plans.  Attends and participates in District/Regional sales meetings as required.  Maintains daily communication with the District Sales Manager to review sales targets and discuss initiatives/progress in assigned territory.  Reviews and analyzes the operating philosophy of accounts to determine potential products, credit requirements, collections procedures, and potential vertical penetration. Reviews and analyzes the selling price structure and strategy for each customer with the assigned District Sales Manager. Consistently prospects for new business. Performs other duties as assigned. External Qualifications KNOWLEDGE, SKILLS, AND ABILITIES Required  High School diploma or GED equivalent and a minimum of five years experience in a similar sales environment (Distribution, B2B foodservice).  Must have reliable transportation and be prepared to provide proof of insurance by DON’s minimum requirements for coverage.  Must be able to operate a PC to utilize e-mail and Microsoft Office products (specifically MS Word and MS Excel). Ability to learn broad and specific knowledge of the organization's products, services, and marketing techniques.  Must possess excellent customer service skills. Must have excellent oral and written communication skills. Ability to lift up to 50 lbs as needed and actively participate in pre-pack order check-ins for customers. Ability to adhere to Edward Don & Company’s Standards of Conduct Policy. Preferred Bachelor's Degree from an accredited institution preferred with a minimum of 2 years experience in a similar sales environment (Distribution, B2B food service).  Previous experience working with SAP is a plus.