Sales Representative

The responsibility of a DON Sales Representative is to direct a total effort toward the achievement of his or her Territory / District sales goals and objectives and to sell DON products. This is accomplished by interacting with established customers and developing new prospects. This position requires an in-depth knowledge of DON’s products, services, and marketing techniques. While representing Edward Don & Company, Sales Representatives must follow the course of highest integrity and always adhere to the company’s Standards of Conduct Policy.

ESSENTIAL DUTIES

• Independently travels throughout assigned territory to call on regular and prospective customers and solicit orders.
• Displays or demonstrates products using samples and catalogs to emphasize features and benefits on each call.
• Quotes selling price and credit terms for orders obtained.
• Stays informed on new products, pricing, and other general information about the company and to sales.
• Responsible for collections (accounts receivable) on all accounts.
• Ensures proper service and follows-up on all customer accounts.
• Actively participates in pre-pack check-ins as required, lifting to 50 lbs. as needed, and bending, stooping, and / or standing for extended periods.
• Maintains daily contact with internal departments, managers, customers, factory reps, and other outside sources as required.
• Analyzes current marketing data and maintains a working knowledge of that data.
• Checks on competitive sales and pricing activity.
• Acts as a consultant to provide advice and guidance to customers about their requirements.
• Develops specific sales and pricing objectives for each account.
• Possesses a thorough working knowledge and understanding of the customer and company order cycles.
• Possesses a thorough knowledge of standards and goals needed to achieve / maintain territory objectives.
• Ensures that presentations and selling ideas are made to all persons who influence the purchase of products at each current and prospective account.
• Ensures that all customers have an assigned frequency of sales contact and that assigned frequencies are maintained in the weekly call plan.
• Contacts customers on a regularly scheduled basis to achieve maximum vertical penetration.
• Communicates account activity to maintain a high level of follow-through on credit, collections, and adjustments.
• Prepares sales estimates and forecasts when required and on a timely basis.
• Develops and maintains an active prospect list; new account prospect calls must be incorporated into all weekly call plans.
• Attends and participates in District / Regional sales meetings as required.
• Maintains daily communication with the District Sales Manager to review sales targets and discuss initiatives / progress in assigned territory.
• Reviews and analyzes the operating philosophy of accounts to determine potential products, credit requirements, collections procedures, and potential vertical penetration.
• Reviews and analyzes the selling price structure and strategy for each customer with the assigned District Sales Manager.
• Consistently prospects for new business.
• Performs other duties as assigned.

External Qualifications

KNOWLEDGE, SKILLS, AND ABILITIES

Required

Preferred