Outside Sales

JOB TITLE: OUTSIDE SALES

Exempt Position

REPORTS TO: Regional Sales Manager

DEPARTMENT: Sales

BASIC FUNCTION:

Sell and promote company products and services by calling on prospective and established distributors and end users. Maintain sales programs by keeping customers informed about existing and new products and pricing programs. Responsible for creating and meeting agreed upon forecast.

GENERAL JOB RESPONSIBILITIES:

• Making sales calls to distributors and end users and to potential distributors and end users.

• Develop territory strategies, direction and growth plans.

• Responsible for the development, support and achievement of territory forecast.

• Develop strong working relationships with distributors and potential distributors in the territory.

• Support the company directives ad programs.

• Develop distribution channels for territory growth and meeting company objectives.

• Ability to learn and understand the region dynamics and growth potential.

• Ability to learn and understand the distribution make-up of the industry and the relationship between various channels of distributors.

• Ability to learn and understand the various distribution and crane builders and develop the sales strategies to enhance each of these channels of distribution.

• Manage the pricing programs within the territory and participate in the development of program distributors.

• Present special pricing requirements and competitive situations to the Region of Division Sales Manager.

• Establish a working relationship with the Region and Division Sales Managers and other Harrington personnel to meet the needs of the distributors in the territory.

• Create a sales territory plan to monitor and maintain a competitive distribution strategy. Develop each type of distribution channel to effectively grow Harrington market share in each type of product.

• Coordinate demo van efforts in your territory.

JOB QUALIFICATIONS:

• Additional education beyond high school, college preferred.

• Ability to travel 50% of the time.

• Must have a valid driver’s license.

• Excellent written and oral communication skills.

• Ability to successfully complete the sales training program, learning all Harrington products, features and benefits.

• Ability to generate field sales forecasts.

• Ability to successfully develop selling techniques to successfully generate sales.

PHYSICAL REQUIREMENTS:

• Must be able to sit or stand up for 7+ hours per day.

OTHER REQUIREMENTS:

• Conduct all interactions with customers (internal and external), vendors, field sales representatives, co-workers, and supervisors in a focused, positive, courteous and respectful manner.

• Regular attendance is an essential element of the job. Unplanned absences have the potential to impair the operation of the department and diminish the effectiveness of the company.

NOTE: This job description is not intended to be all-inclusive. It represents typical duties and criteria necessary to successfully fulfill the responsibilities of the position. Other duties may berequired at the discretion of supervision or management.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.