Sales Representative

Summary:

The Sales Representatives at Crystal Flash (CF) are valued team members who are responsible for the profitable sales of company products and services to customers within their assigned market area. He/she will work in cooperation with operation and support departments to best obtain CF overall sales, growth, productivity, and profitability goals. Team members support the organization’s mission, vision, and core values by demonstrating the following: integrity, safety and environmental protection, customer service, open communication, diversity, teamwork and financial responsibility.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Identify prospects within the assigned market area. Particular attention should be given to fleets, contractors, farms, dealers, industrial facilities and other large users of petroleum products, generators of waste oil or water, or users of environmental or other company services.

• Qualify those prospects as to the established potential purchases of CF products and services, focusing on sales of heating oil, propane, commercial fuels, and environmental services. Accurately collect information about prospects and customers and transmit that information to the commercial sales group using the appropriate system.

• Visit prospective customers. Present and promote the full range of CF products and services by explaining what is available, detailing features, and benefits, and meeting customer requirements to contribute to increased sales and profit margins.

• Meet or exceed assigned sales goals for the territory as agreed upon with management. Provide accurate and timely reports of progress to management. Complete all required forms and reports.

• Secure the sale by explaining programs to customers, quoting prices, coordinating credit/financial arrangements, preparing sales contracts for orders, and establishing delivery schedules to ensure an efficient process is maintained in closing the sale.

• Sell CF products and services by travelling throughout the assigned territory to call on regular and prospective customers to solicit orders.

• Acquire new customers and build the business with existing customers. Notify management of potential acquisition opportunities.

• Pursue leads and regularly explore opportunities to expand sales/services to new territories and markets.

• Provide referrals through the commercial sales department. Work closely and in harmony with all CF account executives, sales support staff, operations, marketing, and management to provide service, expand sales opportunities, and promote and maintain

customer satisfaction.

• Represent CF by participating in various trade associations and organizations.

(The above statements are intended to describe the general nature and level of work being performed by team members assigned this classification. They are not to be construed as an exhaustive list of all job duties performed as team members so classified.)

Reports to: This position reports to the Sales & Business Development Manager

Supervisory Requirements: None

Travel: Extensive travel during daily routes and site visits and occasional overnight travel required.

Qualification Requirements:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Education and/or experience:

• High school or equivalent and a minimum of 5 years related sales and marketing experience.
• Some College preferred in sales, marketing, business, or related field.
• Knowledge of the gas, oil and propane or distribution business is preferred.
• Intermediate to advanced knowledge of personal computers and web-based applications and reporting including Microsoft Office Suite and CRM software required.
• Experience operating standard office and communication equipment such as adding machines, calculators, fax machine, copy machine, cell/smart phone, and business phone is necessary.
• Strong communication, human relations, and organization skills required.
• Valid driver’s license with good MVR.

Preferred Attributes and Skills:

• Skilled in principles and practices of sales, negotiation, and general business.
• Skilled in office administrative principles and practices, including the operation of standard office equipment, and knowledge of various computer applications related to the work.
• Skilled in collecting, analyzing, interpreting, and evaluating varied information and data.
• Knowledge of basic budgeting and financial management principles and practices.
• Knowledge of liquid, hazardous, or technical products or services in distribution environment.
• Ability to plan, organize, and follow up on multiple tasks and requirements to meet customer needs.
• Ability to analyze complex administrative and operational problems, evaluating alternatives and implementing sound recommendations.
• Ability to set priorities, coordinate multiple projects and deadlines.
• Ability to read, comprehend, and interpret documents such as: technical aspects of services, safety considerations, environmental regulations, or other customer site or regulatory considerations.
• Ability to write correspondence, develop and present sales presentations to varied audiences.
• Ability to communicate effectively with customers and team members of the organization.
• Ability to apply commonsense understanding to carry out instructions furnished in written, oral, or diagram form.
• Ability to work outdoors and occasionally in inclement weather and in industrial or agricultural environments.

Core Competencies:

Sales: Have a demonstrated capacity to cultivate and explore interest with potential customers to move from interest to sales close. Uses excellent phone voice, manner, written, and verbal communications.

Interpersonal effectiveness: Relates well to all kinds of people (up, down, and sideways) inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can defuse even high-tension situations comfortably.

Collaboration: Works well with others to complete a task or project and to achieve shared goals. Has ability to partner with others with varying strengths, weaknesses, and personality traits to achieve shared goals. Does not act in self-interest or ambition alone but accomplishes work for greater good. Relies on openness and knowledge sharing, whereby each member is accountable to the group and/or organization.

Customer Engagement: Demonstrates empathy, maintains esteem, confirms satisfaction, and demonstrates ownership of actions and problem resolution. Gathers customer’s viewpoint, makes corrective recommendations, and helps organization search for new opportunities for products and services. Modifies personal style, focusing on the needs of others. Maintains positive relations with both internal and external customers.

Flexibility: Adopts new methods, procedures, and changes in a positive manner. Works effectively in a variety of situations.

Innovative: Is good at bringing the creative ideas of others to market; has good judgment about which creative ideas and suggests will work; has a sense about managing the creative process of others; can facilitate effective brainstorming; can project how potential ideas may play out in the marketplace.

Resilient: Maintains an optimistic and supportive outlook after a difficult experience. Can manage normal course of business rejection and tension. Manages stress. Can accept constructive criticism/coaching.

Organizing: Can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.

Planning: Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals, evaluates results.

Composure: Is cool under pressure, does not become defensive or irritated when times are tough. Mature and can be counted on to hold things together during tough times; can handle stress and is not knocked off balance by the unexpected. Doesn’t show frustration when resisted or blocked and is a settling influence in a crisis.

Self-Management: Uses time and resources effectively. Is organized. Stays on task and focuses on most important items first. Completes assignments accurately, legibly and meets deadlines. Performs work with minimal supervision and/or direction. Makes decisions within scope of authority and appropriate to situation.

Reading, Writing and Math Skills: Advanced reading comprehension of technical manuals, industry terminology, trade journals. Advanced writing skills for composing internal/external memos, email, letters, contracts, presentations, and documents that may be policy or somewhat more technical/industry specific content. Intermediate math skills with technical application in nature such as financial statements, pro-formas, budgets, analytical data, market research, graphs, charts, basic algebra concepts

Reasoning: Ability to apply commonsense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to solve practical problems involving a variety of concrete variables in situations where only limited standardization exists.

Physical Demands and Work Environment

While performing the duties of this job, the team member is regularly required to stand, walk, sit, reach with hands and arms, talk, hear, drive, and operate standard office equipment such as a computer, phone, mouse, etc. requiring manual dexterity and hand-eye coordination. The team member may occasionally be required to stoop, kneel, crouch or crawl, climb or balance. He/she may frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 50 pounds.

Specific vision requirements include close, distance, color, peripheral vision, and depth perception.

The team member may occasionally be required to work outside in weather conditions and occasionally exposed to fumes and airborne particles, toxic or caustic chemicals. He/she may occasionally be required to work near moving mechanical parts.

The noise level in the work environment is usually moderate to quiet.

Knowledge / Skills / Abilities

Knowledge

Skills

• Education – High school diploma or equivalent

• 5 years of Sales and Marketing experience

• Microsoft Office Suite:

  • Outlook
  • Word
  • Excel

• Sales, negotiation, and general business

• Liquid, hazardous, technical products, services

• Ability to communicate with varying audiences in a variety of formats:

  • Verbal
  • Written

• Ability to prioritize tasks

• Collaborate with cross-functional teams

• Ability to arrange information in a concise way

• Work under pressure and stress

  • React quickly in a professional manner

Abilities and Personal Attributes

• Communicative

• Organized

• Multi-tasker

• Problem-solver

• Team-player

• Integrity

• Self-motivated

• Collaborative

• Dependable

• Positive attitude

• Detail-oriented