Inside Territory Representative
Company: Tropical Shipping
Employment Type: Full Time
Job Category: Sales
Publish Date: February 3, 2019
Company Description: Tropical has been rated as "best place to work" in the shipping industry for 10 years in a row. Employees enjoy our team spirit & work ethic and many have been with us for as long as 30 years. From those in the office to the team loading docks and conducting ship work, Tropical employees across the US, Canada, Bahamas and Caribbean reflect both the local communities we serve and the people with whom we do business. We see diversity and inclusiveness as an essential part of our productivity, creativity, and competitive advantage. We hire great people and our teams feel a lot like family. Together we do outstanding work and we enjoy a fun healthy work life balance.
Responsible for servicing and maintaining existing customer base and identifying profitable opportunities for new business. Evaluates customer’s needs and makes recommendations to ensure premium pricing and enhancement of bottom line profit. Demonstrates exceptional selling skills to enhance the customer’s supply chain effectiveness with convenient and reliable transportation solutions and strives to exceed yearly budgetary targets.
To apply for this job please visit www.tropical.com.
Performs on-site sales visits regarding maintenance, focus, targeted accounts and/or newly assigned accounts to exceed yearly revenue and budgetary expectations. Completes and updates account profiles on each customer. Performs follow-up sales visits as required.
Develops preliminary customer needs analyses and qualifies targeted customer prior to conducting sales visits. Prepares and researches each account for history and recently activated accounts to ensure understanding of customer needs, competitive situation and shipping patterns. Determines specific objective to be achieved with sales call and plans in detail the sales call activity.
Makes product presentations and closes on business. Makes appropriate product presentations taking into account features, facts, and benefits. Identifies real customer needs and reaches agreement relative to the product meeting those needs. Gets commitment on business by overcoming customer objections.
Follows up on sales calls by establishing credit, sending out expected correspondence, and completing post-transaction follow-up to assist the customer. Updates Account Profiles to keep current and reviews call notes regarding duties to be completed. Follow up on all outstanding accounts receivable.
Prepares weekly sales report and sales itineraries. Updates account profile system and highlights sales calls in SFA/CRM system.
Actively required to utilize the resources, reporting and data entry functions of the SFA/CRM system.
Actively participates in sales calls/sales efforts in outports and sales blitzes within assigned market area or areas. Communicates with appropriate sales representative or sales management in local market to encourage continued sales growth. (This may include traveling to off shore locations)
Actively participates in required Sales Training Program, comprehending sales and marketing theory, demonstrating the application of sales techniques in the field.
Identifies, reports and establishes strategy to achieve new business from Focus Accounts.
Performs follow-up on sales visits such as rate quotations, sales leads, letters, PAD suggestions, and any other special arrangements.
Attends sales meetings, trade shows or other functions representing the company.
Seeks information regarding competitors and their product offerings. Stays abreast of market and competitive trends by reviewing Journal of Commerce (JOC) statistics, keeping close to the business and reviewing sales variance reports.
Performs research activities including the preparation of the account profile, completion of customer activity reports and review of JOC reports to determine goods shipped within assigned territories. Gathers other competitive and customer research utilizing newspapers, trade magazine sources, and customer information regarding future ports of destination.
Maintains technical & professional proficiency as required by corporate guidelines.
|Bachelor's Degree in Business Administration, Marketing or in a related field|
|Three years direct sales experience. Two years transportation industry experience.|
|Valid Local Driver's License and valid Passport|
|Constant travel to customer base and 20% travel to other Tropical locations|
|Office Environment - Manual dexterity to perform repetitive motion tasks on computer. Ability to bend or stoop to retrieve lower shelf files. Ability to reach overhead to retrieve upper shelf files. ability to sit 1/3 - 2/3 of day. Ability to travel in various modes of transportation (e.g. automobile, airplane, train etc..) Occasionally exposed to outside elements during the course of traveling.|