3-5 years of outside sales experience, preferably in the medical or pharmaceutical field
Strong interpersonal and communication skills for effective face-to-face customer engagement
Proven ability to identify and develop new customer relationships and business opportunities
Familiarity with CRM systems and sales tracking tools
Ability to conduct gap analysis and project reviews with clients
Responsibilities
Develop and maintain relationships with top 100 customers through regular face-to-face meetings
Explore new project opportunities by coordinating with inside sales and conducting customer visits
Conduct detailed follow-ups on sourcing requests and sample investigations
Identify and target potential customers through research and outreach efforts
Plan and execute business development activities from the home office including administrative tasks
Benefits
Flexible work schedule allowing for a mix of field and office time
Support from Inside Sales Representatives to optimize customer contact
Opportunity to work in a family-owned, employee-oriented environment
Access to a diverse and growing client base across multiple industries
Career development potential in a global industry leader
Full Job Description
Outside Sales Representative (CA)
Job Description
The Outside Sales Representative will have primary revenue responsibility for the territory, and they will be responsible for all direct, face-to-face interaction with customers. The Outside representative will provide direction to their Inside Sales Representative, ensuring that activity is aligned with the primary goal to grow revenue share.
Time Management
50% of the Outside Sales Representatives time will be in the field, away from their home offices, conducting face-to-face meetings. These meetings will focus on:
Top 100 customers - Outside representatives are responsible for all aspects of Top 100 customers:
Face-to-face meetings
Uncovering new projects
Reviewing gap analysis
New Business - customer visits (new or existing)
Exploration of new project opportunities as passed along from Inside Representatives and from own exploration
General project review - engineering and sourcing reviews
Sample request - follow-up - conversion to Quote
Sourcing request follow-up
Information requests - follow-up to review information
Quote presentation
General Follow-up
30% of the Outside Sales Representatives time will be dedicated to home office activity identifying new project sales opportunities with new or existing customers:
Uncover new sales opportunities by coordinating with your inside sales representative , calling on customers not yet addressed by the inside rep. Use the following path:
Identify no less than 10 customers per day to target for new business activity. Use the internet to research and review existing customer businesses, divisions and clinical market segments.
Identify the target customer clinical/market areas Qosina products are not currently purchased
Contact existing customer "contacts" at the target customer and ask for new contacts, or;
Make cold calls to identify engineers, product managers or purchasing/sourcing staff members
Establish appointments for future visits
Follow-up on existing sample, information or sourcing requests
20% of the Outside Sales Representatives time will be dedicated to home office - Administrative activities including:
General follow-up on open sales activity
Completing 90 day call planning and reporting
Establishing/executing sales campaigns, which could include marketing support
CRM updating and cleanup - general customer/contact detail and maintenance
CRM Responsibility for Inside and Outside Representatives:
Both Outside and Inside Representatives will be required to maintain detailed notes about their own customer interaction.
Because the Outside Representative will take primary responsibility for their respective territory, the Outside Representative will also take primary responsibility for managing:
Opportunities
Sourcing requests
Quotes
Lost opportunities or opportunities with no defined project which are older than 60 days must be removed or redefined.
