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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