Territory Sales Representative

Each Territory Sales Rep markets the entire line card of industrial supplies and value service offerings to customers at existing accounts. Forty-percent effort will be focused on developing new customer prospects to expand the scope and volume of Stanley Supply & Services' share of the business with the assigned territory. TSR's are tasked with building relationships with key decision makers in the procurement process and launching new products in their territory.

Prerequisites

Experience selling electronics or other related industry products and value service offerings with a track record of success
Strong interpersonal and communications skills (oral and written)
Computer skills (Power Point, Excel and MS Outlook preferred)
Self-motivated to meet specific sales goals
Excellent time management skills
Valid Drivers License and current DMV report
High school diploma or GED (AS or BA in Marketing or other management major preferred)

Valued Skills

Highly motivated self-starter
Able to manage territory as "mini-business"
Embrace technology as an enabler
Desire to acquire new skills and open to positive change
Understanding of margin, profitability and other relevant business principles
Able to communicate effectively with customers and senior management
Outstanding pitch skills
Relevant experience (both in an inside sales and an outside sales role) working industrial products through distribution
Experience selling to government customers and large Fortune 1000 clients

Job Duties

Make face-to-face sales calls on existing and prospective customers
Develop relationships with relevant personnel (end-users, procurement and managers) at assigned accounts to develop their preference for Stanley Supply & Services as their supplier of all applicable products and services
Develop relationships with vendors and their representatives in order to maximize product knowledge and ensure cooperation on technical issues when required
Work with Product Managers and vendors to provide product training and demonstrations to customers
Probe to determine areas to expand sales, suggesting new product groups and value services not currently being supplied by Stanley Supply & Services
Ability to determine, within each assigned account, the DTAM (Distributor Total Available Market) for measurable sales growth of Stanley Supply & Services product and service offerings
Schedule daily work to maximize the number of sales calls made each day while arranging contingency plans in the event of cancelled appointments
Submit reports regarding activities and results such as daily call and sales activity reports
Review and analyze various sales reports utilizing MS Excel to identify sales potential at accounts and potential new customers within their territory
Meet and/or converse regularly with Inside Sales Manager to share information about accounts and plan action steps to gain account control and maximize penetration
Utilize any and all marketing tools such as catalogs, brochures and vendor collateral to broaden reach in territory
Help to develop and then market different sales agreements to customers when appropriate
Be prepared to participate and discuss sales opportunities and other related customer information during conference calls
Pursue new or discontinued business with information gathered from sales analyses, Inside Sales and market/competition information
Advise Regional Sales Manager of sales situations such as upcoming bids, competitors' pricing/products, lost orders, and customer personnel changes and price quotations exceeding $5,000

Stanley Supply & Services offers competitive compensation and benefits including medical, dental, life insurance, 401(k), and an employee stock purchase plan.

Send Resume and Cover Letter with Salary Requirements to:

Stanley Supply & Services
Human Resources Department
335 Willow Street
North Andover, MA 01845-5995
Fax: (866) 239-8248
E-mail: Human Resources

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