Sales/Account Representative

Location: Los Angeles, CA

Department: Sales

Type: Full Time

Min. Experience: Mid Level

Position Summary:

Responsible and accountable for executing the development and performance of all sales activities in the local market to meet growth and profit targets. Directly responsible for selling new business and managing existing business which fills the pallet positions in the local cold storage facility. Utilizes plans and strategies to extend the customer base in the local market area and contributes to the development of training and educational programs for clients and prospects.

Primary Tasks & Responsibilities:

  • Utilizes a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
  • Prepares action plans for effective search of sales leads and prospects.
  • Initiates and coordinates development of action plans to penetrate new markets.
  • Assists in the development and implementation of marketing plans as needed.
  • Works closely and in harmony with the Sales Manager to meet profit and growth objectives.
  • Represents Preferred Freezer Services in the market accordingly.
  • Provides timely feedback to Sales Manager regarding performance as well as required reporting.
  • Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
  • Maintains accurate records of all pricings, sales, activity reports, and prospecting activities including sales calls, presentations, closed sales, and follow-up activities in salesforce.com.
  • Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
  • Demonstrates technical selling skills and product knowledge.
  • Demonstrates complete understanding of pricing and proposal models.
  • Demonstrates the ability to carry on a business conversation with business owners and decision makers.
  • Maximizes all opportunities in the process of closing a sale resulting in gaining business from competitors.
  • Sells consultatively and makes recommendations to prospects and clients via various solutions and company offers.
  • Develops a database of qualified leads through referrals, telephone canvassing, face-to-face cold calling on business owners, direct mail, email and networking.
  • Assists in the implementation of company marketing plan as needed.
  • Creates and conducts effective proposal presentations and RFP (rate quote) responses that identify prospects business problems and the effects of the problems with solutions to those problems.
  • Responsible for sourcing and developing client relationships and referrals.
  • Performs other duties and special projects as needed.

Relationships and Roles:

  • Works as a team player with the Sales Manager to help fill their respective facilities via customer and prospect cross selling.
  • Works as a team player with General Manager, Operations, and other staff at the facility as well as Headquarters staff.
  • Ensures that sales effort meets or exceeds all activity standards for prospecting calls, appointments, presentations, proposals, and closes.
  • Delegates authority and responsibility with accountability and follow-up.
  • Sets examples for employees in areas of personal character, commitment, organizational and selling skills, and work habits.
  • Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
  • Demonstrates ability to interact and cooperate with all company employees.

Knowledge & Skill Requirements:

  • Aggressive and results oriented.
  • Ability to persuade and influence others, develop and deliver presentations, and compose and edit written materials.
  • Must be Bilingual - Spanish.
  • Strong interpersonal and communication skills.
  • Knowledge of sales techniques leading to closing new business.
  • Position requires significant local travel to current and potential clients. This requires the possession of a valid state driver’s license.
  • Position requires ability to work a flexible schedule and occasional overnight travel.

Supervisor Responsibility:

  • This position has no direct supervisory responsibilities but does serve as a coach and mentor for other positions in the department.

Education/Experience:

  • Undergraduate degree (BA/BS) preferred and/or 2-3 years of experience in sales/sales management with demonstrated ability to prospect, sell and close new business; or an equivalent combination of education and experience.
  • Experience with sales force CRM tools.
  • Strong understanding of customer and market dynamics and requirements.
  • Proven ability to personally makes sales calls and close business.
  • Proven leadership and ability to drive top line sales profitability and meet targets.

The following education/experience is desirable but not mandatory:

  • Seafood, Meat and poultry business (protein) experience and contacts.
  • Port-based experience.
  • Import/Export experience.
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