Description
Bay Cities has an exciting opportunity for a Sales Executive specializing in POP displays located at our Cincinnati facility in the Midwest. The Sales Executive for the Midwest area establishes and maintains business relationships with existing and potential customers to determine product needs and to coordinate and present design concepts and work proposals. The Sales Executive advises clients as to scheduling, costing and availability of products; and investigates problems and services accounts.
JOB FUNCTION/PURPOSE
- Uses knowledge of market, suppliers, customers and competitors to gain profitable new business and to increase profitability of existing ones.
- Goes after and follows up on all leads.
- Forecasts and manages pipeline for timely progression of prospects to customers.
- Ensures that agreed-upon alternatives for the client have the support of all parties involved internally and externally. Considers design, applications, costing, scheduling and availability in recommending various options.
- Maintains contact to build relationship for future business when immediate opportunity is not present.
- Accurately allocates sales probabilities for every prospect and achieves target conversion ratios for each step in the sales process.
- Promotes ideas persuasively and shapes the opinions of others. Effectively persuades and influences individuals and can overcome the resistance of others.
- Effectively manages own time and resources to ensure that work is completed efficiently.
- Effectively closes contracts in a timely manner.
- Knows what to accomplish on his/her own and when to involve and delegate to others.
- Spends largest percentage of time in the field, prospecting new customers and cultivating existing customers. Networks inside and outside the company to broaden business knowledge and increase personal effectiveness.
- Gathers, synthesizes, shares and acts on knowledge of markets and customers to grow profitable volume and build brand equity.
- Communicates all Client project requirements through CRM system.
- Ensures ongoing satisfaction through responding promptly, resolving issues and following up to determine satisfaction.
- Initiates and closes new Client contacts, enhances existing business relationships and services accounts as needed to exceed Customer satisfaction. Meets or exceeds agreed upon sales goals.
- Identifies, attend, and establish networking opportunities through associations, tradeshows, charities & events to support retailers initiative and targeted industries that position Bay Cities as a thought leader.
- Develops and delivers sales presentations.
- Other duties as assigned.
Requirements
EDUCATION, EXPERIENCE & COMPETENCIES
- BS degree in Business or related field.
- Minimum of 5 years in business-to-business sales in related industries: Printing, permanent/semi-permanent displays, corrugated, paper board, digital and marketing agencies.
- $3-5M + book of business, a plus.
- Thorough knowledge of CRM software, MS Word, Excel, Power Point, and other applicable tools
- Self-starting; seizes opportunities as they arise. Completes assignments independently without constant supervision.
- Has a thorough understanding of manufacturing, design, and 3PL capabilities.
- Has a thorough understanding of the competition; stays familiar with their strategy, products, and services.
- Understands the meaning and interrelationship of key financial indicators including profit, costs and margins.
- Valid Driver's License with DMV evidence of good driving record.
Core Competencies
- High ethical standards. Models and supports organization’s goals and values; adapts to changing conditions; demonstrates persistence and overcomes obstacles. Consistently conducts themselves in an honest and trustworthy manner. Does not pursue their own individual objectives to the detriment of company goals. Sets an example for others to follow. Does the right thing.
- Demonstrates energy and passion about what they do and knows how to balance work and fun. Is generally optimistic and upbeat; fun to be around. Has a strong belief and zeal for the industry, the job, and the company. Conveys energy and intensity at work with a capacity for keeping others enthusiastic and involved.
- Operates with a customer service orientation internally and externally. Works to positively build the Bay Cities brand in everything he/she does. Builds strong, positive relationships with all stakeholders.
- Acts as an owner of the business and instills that same attitude and level of action in others. Is proactive in taking responsibility for all outcomes/results and avoids ‘pointing fingers’. Helps to create and maintain a strong feeling of belonging in the immediate and overall team.
- Regularly involves others in decisions that affect their job or work environment. Demonstrates co-operation and trust with colleagues and teams across organizational boundaries. Participates as a team player and establishes strong working relationships to deliver positive results.
- Strong project management skills, including the ability to prioritize, balance, and manage multiple efforts with strong results/goal orientation. Uses time effectively, prioritizes and organizes work flow; can orchestrate multiple activities at once. Agility and personal adaptability with the ability to successfully manage multiple priorities with a high sense of urgency in a rapidly changing environment.
- Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work. Learns quickly when facing new problems; a relentless and versatile learner; open to change; strives for continuous improvement of self and processes.
- Excellent communication (oral and written) and interpersonal skills with the ability to convey information and ideas in a variety of media, tactful, confident, at all levels, internal and external. Must have strong interpersonal skills and ability to manage multiple projects in a rapidly changing environment.
OTHER
- US Persons Only (US citizens, lawful permanent residents, refugee or asylee – all require proper identification and documentation).
- Approximately 35% travel required.
- Physical and Environmental Requirements: While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to stand and sit. The employee is occasionally required to walk and reach with hands and arms. The employee must occasionally lift and/or move up to 35 pounds. Specific vision abilities required by this job include close vision and color vision.
- Work environment includes front-office and manufacturing. The noise level in the work environment is usually moderate.
- Pre-Employment Verifications: Must pass background and reference checks, drug screen, and physical examination prior to employment.
