Commercial Sales Representative
Economy Exterminators, Charlotte, North Carolina, United States, 28245
Description
General Summary
Sells pest management services to businesses to achieve required performance outcomes.
Develops and maintains a list of prospective customers utilizing various methods (e.g., cold calls, phone books, mailing lists, networking, etc.).
Sets appointments and conducts inspections.
Designs and proposes treatment strategies.
Maintains organized and thorough records of sales activities.
Prepares and submits sales reports.
To qualify for employment individuals must meet the basic qualifications and be able to perform the required competencies. Reasonable accommodations may be made to help people with disabilities perform in this position.
Required Competencies PROSPECTING (person with identified need, budget, authority to purchase)
Uses creative efforts to generate sales opportunities.
Stays abreast of activities in the market.
Develops command of assigned sales territory.
Maintains good balance and volume of prospects.
Maintains 100 qualified prospects in sales funnel at all times.
Effectively uses telephone to achieve agreed upon sales objectives
Works with technicians to achieve self-generated leads
PROPOSAL WRITING
Conducts professional inspections.
Prepares estimates and submits professional quality proposals in timely manner.
Writes and presents compelling reasons to use our services.
CONTACT MANAGEMENT SYSTEM
Uses system to maintain high quality information on daily/weekly/monthly activities.
FACE-TO-FACE SELLING
Is punctual and follows-up in a timely and professional manner.
Understands different personality types and flexes to maximize favorable attention.
Has clear call objectives for all face-to-face meetings.
Always has professional appearance and demeanor.
Maintains integrity of pricing plans; avoids discounting without pre approval.
Dresses in a professional manner (see Dress Code)
SERVICE AND CUSTOMER RELATIONS
Represents company in service situations, key customers, etc.
Advocates internally and externally, for both company and customer.
Supports account management; works with Technicians and Service Managers as needed.
Implements price increases.
TECHNICAL
Maintains service "product" knowledge to the extent needed to sell quality service and represents the company with accuracy and integrity.
Effectively utilizes IT, hardware, and software programs used in the Company, and coaches others when needed or requested.
SALES PLANNING
Creates strong personal selling plan.
Demonstrates high quality territory management.
Implements the company's sales and marketing Plan daily.
TEAMWORK
Covers for other sales reps when needed.
Helps train new sales representatives.
OTHER
Performs other duties as required.
Spends necessary time to obtain agreed upon goals.
Required Performance Outcomes
Achieves goals according to signed sales goals
Adds 12 new opportunities to sales funnel each week
Conducts 20 new proposals per month ($150.00 per month avg.)
Prices initial services at 1.5 times regular service
Closes 50% of submitted proposals
Sales opportunities and activities documented in PestPac daily (8:00am)
90% of pest sales recurring service agreements
Obtain referrals from all existing customers
Zero at-fault vehicle accidents
Paperwork completed and submitted as required
Requirements Basic Qualifications- Required
Valid motor vehicle operator's license & safe operation
Read, write, speak, and comprehend English
At least 18 years of age
Legal to work in the U.S.
Possess high school diploma or G.E.D.
Reliable transportation to and from work
Available to work required days and times
Free of any illegal drug use, Zero tolerance drug policy
Basic Qualifications- Preferred
4-year college degree
2-years successful outside sales experience
AIB certified
Required Credentials/Certification(s)
Within 75 days attend NC state registered tech school
Obtain and maintain NC certified Applicators certification within 6 months
Required Knowledge
Reading, writing, and speaking English, and basic mathematics
Communication technologies such as iPhone, Excel Spreadsheets, PestPac, e-mail and web
Organizing and prioritizing tasks and time
Predominant pest pressures and treatment alternatives
Treatment regulations and safety procedures IPM and Schools
Prospecting and the business-to-business sales process
Common business software (word processing, spreadsheets, e-mail, web), iPhone, iPad
General business practices and politics
Required Skills
Reading, writing, and arithmetic
Organizing and managing time
Inspecting and diagnosing pest problems
Creatively generating sales opportunities
Proposing, presenting, persuading, and closing
Required Physical Abilities
Sit, stand, walk, hear, touch, talk, write, type, smell, drive, crouch, crawl, see close up and far away, use iPhone and iPad, use computer monitor and keyboard, ascend/descend a ladder, use small hand/power tools, lift and carry up to 20 pounds, and tolerate heights, confined working spaces, and variable weather conditions.
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Develops and maintains a list of prospective customers utilizing various methods (e.g., cold calls, phone books, mailing lists, networking, etc.).
Sets appointments and conducts inspections.
Designs and proposes treatment strategies.
Maintains organized and thorough records of sales activities.
Prepares and submits sales reports.
To qualify for employment individuals must meet the basic qualifications and be able to perform the required competencies. Reasonable accommodations may be made to help people with disabilities perform in this position.
Required Competencies PROSPECTING (person with identified need, budget, authority to purchase)
Uses creative efforts to generate sales opportunities.
Stays abreast of activities in the market.
Develops command of assigned sales territory.
Maintains good balance and volume of prospects.
Maintains 100 qualified prospects in sales funnel at all times.
Effectively uses telephone to achieve agreed upon sales objectives
Works with technicians to achieve self-generated leads
PROPOSAL WRITING
Conducts professional inspections.
Prepares estimates and submits professional quality proposals in timely manner.
Writes and presents compelling reasons to use our services.
CONTACT MANAGEMENT SYSTEM
Uses system to maintain high quality information on daily/weekly/monthly activities.
FACE-TO-FACE SELLING
Is punctual and follows-up in a timely and professional manner.
Understands different personality types and flexes to maximize favorable attention.
Has clear call objectives for all face-to-face meetings.
Always has professional appearance and demeanor.
Maintains integrity of pricing plans; avoids discounting without pre approval.
Dresses in a professional manner (see Dress Code)
SERVICE AND CUSTOMER RELATIONS
Represents company in service situations, key customers, etc.
Advocates internally and externally, for both company and customer.
Supports account management; works with Technicians and Service Managers as needed.
Implements price increases.
TECHNICAL
Maintains service "product" knowledge to the extent needed to sell quality service and represents the company with accuracy and integrity.
Effectively utilizes IT, hardware, and software programs used in the Company, and coaches others when needed or requested.
SALES PLANNING
Creates strong personal selling plan.
Demonstrates high quality territory management.
Implements the company's sales and marketing Plan daily.
TEAMWORK
Covers for other sales reps when needed.
Helps train new sales representatives.
OTHER
Performs other duties as required.
Spends necessary time to obtain agreed upon goals.
Required Performance Outcomes
Achieves goals according to signed sales goals
Adds 12 new opportunities to sales funnel each week
Conducts 20 new proposals per month ($150.00 per month avg.)
Prices initial services at 1.5 times regular service
Closes 50% of submitted proposals
Sales opportunities and activities documented in PestPac daily (8:00am)
90% of pest sales recurring service agreements
Obtain referrals from all existing customers
Zero at-fault vehicle accidents
Paperwork completed and submitted as required
Requirements Basic Qualifications- Required
Valid motor vehicle operator's license & safe operation
Read, write, speak, and comprehend English
At least 18 years of age
Legal to work in the U.S.
Possess high school diploma or G.E.D.
Reliable transportation to and from work
Available to work required days and times
Free of any illegal drug use, Zero tolerance drug policy
Basic Qualifications- Preferred
4-year college degree
2-years successful outside sales experience
AIB certified
Required Credentials/Certification(s)
Within 75 days attend NC state registered tech school
Obtain and maintain NC certified Applicators certification within 6 months
Required Knowledge
Reading, writing, and speaking English, and basic mathematics
Communication technologies such as iPhone, Excel Spreadsheets, PestPac, e-mail and web
Organizing and prioritizing tasks and time
Predominant pest pressures and treatment alternatives
Treatment regulations and safety procedures IPM and Schools
Prospecting and the business-to-business sales process
Common business software (word processing, spreadsheets, e-mail, web), iPhone, iPad
General business practices and politics
Required Skills
Reading, writing, and arithmetic
Organizing and managing time
Inspecting and diagnosing pest problems
Creatively generating sales opportunities
Proposing, presenting, persuading, and closing
Required Physical Abilities
Sit, stand, walk, hear, touch, talk, write, type, smell, drive, crouch, crawl, see close up and far away, use iPhone and iPad, use computer monitor and keyboard, ascend/descend a ladder, use small hand/power tools, lift and carry up to 20 pounds, and tolerate heights, confined working spaces, and variable weather conditions.
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