Job Overview: The DSR will promote, demonstrate and carry out Martin Bros. Legendary Customer Service to primarily our customers and the communities in which we serve. This will be done with a team approach to sales. All effort and activities should be directed toward fulfilling the goals and objectives of Martin Bros. The DSR will market Martin Bros products and services to new and existing customer base.Expectations:Territory Sales & Profit Performance to Support Company Growth GoalsAchieve individual sales and profit goals (territory) Develop new business growth, seek and qualify prospects in accordance with Company goals. Account penetration performance Sales Growth vs New Business Customer retention to achieve 98% retention. Business Reviews Support Top Vendor lines to support company growth goalsWilson Learning Counselor Selling Opportunities & ActivitiesDemonstrates mastery of Counselor Selling Skills - Wilson Learning in the area of consultative selling, marketing principles, prospecting, networking and negotiation Ability to manager Martin Bros. O/A tool for planning and forecasting of sales growth Update O/A information Weekly No later than end of day each Friday Where are we at in the sales process Status (Relating, Discovery, Advocating & Committed) Activities PPP Are we following the sales process (Purpose, Process and Payoff) Expected close date of prospect Weekly follow up Weekly conversation with TSM DSR dashboard Is their pipeline exceeding the Budget Goals? By how much? (Scoreboard)Proactive Analysis/Problem Solving/KPIUtilize exception reporting and artificial intelligence for proactive approach to potential challenges Decisions in line with company procedure and philosophy Achieve KPI expectations (for example, off day deliveries, special runs, under sized orders and returns) through proactive organization and problem solving Advocate for change and support the implementation of new technologies Manage deliveries to the routing schedule published by the transportation department; troubleshoot any problems that occur during the order process (for example, out of stock items, special order items, low inventory, etc.). Review and analyze daily and weekly reports such as special-order requests, customer bid files, and sales/gross profit margin data.Legendary Customer ServiceBe informed of market conditions, product innovations, and competitors' products, prices, and sales; share information with customers as part of value-added services provided. Answer customers' questions about products, prices, availability, and product uses. Provide product information and practical training to customer personnel. Communicate and collect accounts receivable as necessary, working with the credit department and client; collect all balances due based on approved credit terms. Participate in company functions, promotions, customer visits, and customer events. Attend and participate in general sales and district meetings.
