1. Responsible for increasing revenue by achieving sales objectives in existing and new accounts
2. Create and manage territory and account strategies to deliver on price and product mix objectives
3. Provide product recommendations, samples, technical support, pricing and service information on demand
4. Provide product quotes and actively utilize value-selling tools and skills
5. Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value)
6. Demonstrate products and/or services and provide assistance in the best application of product and/or services
7. Proactively identify new accounts using screening techniques, referrals, and prospecting to potential customers within territory
8. Develop a thorough understanding of market conditions (e.g., current customers, potential customers, competitors) in assigned territory, and develop a strategy to achieve revenue goals
9. Conduct territory analysis and planning to enable appropriate allocation of time to accounts and customers
10. Responsible for securing and maintaining distribution of products and/or services and maintaining effective agreements
11. Use account management skills to plan and execute customer marketing/growth programs for customers
12. Creatively develop new applications for product lines
13. Channel or Key Accounts Specific: Responsible for selling to a designated channel
14. May identify new opportunities within the channel for potential business and also responsible for need analysis, development, negotiation, sale, delivery, and post sale services to a group of clients
15. Participate in territory planning, customer planning and territory reviews.
16. Develop and present SWOT analysis and make recommendations on products and growth opportunities.
17. Maintain customer profiles and supply agreements
18. Establish pricing programs and strategies.
19. Secure optimum product positioning within target accounts
20. Provide exceptional customer experience for business partners and prospects to develop long-term business opportunities.
21. Navigate complex problems and structures to determine the best solutions for customer needs.
22. Collaborate with other business units to evaluate volume, identify trends, ensure quality, and monitor budgets.