Global Industrial

Key Responsibilities
• Global Equipment has a customer focused sales approach which includes the following core competencies:
o Planning and Organizing.
o Develop and manage a tactical account/territory sales plan.
o Thorough client analysis to assess customer needs, values, purchasing behavior, and motivation.
o This includes extensive researching, competitor and market analysis.
o Execute a sales strategy for penetrating accounts and maximize sales, e.g. prospecting, cold calling, identifying key decision makers and determining buying criteria.
o Effectively develop and manage your sales plan by setting daily/weekly/monthly goals and objectives, prioritizing tasks, utilizing your time effectively and efficiently, and taking full advantage of available resources.
o Utilize sales planning tools and the pipeline management process to obtain business objectives and goals.
o Relationship Building.
o Build trust and credibility with clients.
o Learning and engaging the customer to understand the process of what they value, e.g. strategic and investigative questioning.
o Assist your customer with finding solutions that will help them achieve their goals and added value.
o Provide support, information, and guidance by researching and recommending new profit and service improvements.
o Position yourself for new opportunities through networking and identify cross selling and up selling opportunities.
o Providing superior customer service which includes learning everything you can about them so you can tailor your service approach to their needs and buying habits.
o Courtesy and timely follow up are key.
o Product Knowledge.
o Understanding of Global Equipment Company industry and products
o Stay abreast of industry trends.
o Utilize internal resources to gather information regarding new product offerings.
o Communication Skills.
o Effective verbal communication skills, e.g. speaking clearly, listening attentively, building rapport.
o Ability to write clearly and succinctly in a variety of communication settings, e.g. business letters and emails
o Ability to effectively persuade by asking intelligent business questions to determine customer needs.

Competencies and skills
• Requires Bachelor degree in business or marketing or at least 2 years of telephone business to business sales experience.
• Knowledge and competence in the major elements of inside sales including cold calling, business development, customer qualification, and customer acquisition.
• Superior sales planning and business development skills.
• Excellent written/verbal communication and presentation skills.
• Strong computer skills to include proficiency in Microsoft Word, Outlook and PowerPoint and CRM Software.
• Self motivated with superior problem solving and negotiation skills.
• Effectively prioritize sales efforts and activities.
• Excellent organization and time management skills are essential.
• Proven Results in:
o YOY Category Growth
o Contact Management and demonstrates consistent use of technology tools such as CRM, Pipeline, Call Pad, Spotlight, ZoomInfo
o Multi location account coverage
o Proven track record of exceeding revenue targets
• 2+ years enterprise account experience
• 2+ years sales experience with Global Industrial
• Willingness to accept new account assignments that are vertically aligned with concentrated number of accounts
• Industry Specific Expertise