Commercial Sales Representative

Company Name:
Western
JOB PURPOSE AND RESPONSIBILITIES:
The primary purpose of this role is to sell our Pest Management Services and Products to NEW Commercial Prospects professionally, profitably and ethically. Sales production will come from the opening of new accounts by executing the company's designed sales process (Cornerstone). The role of the Sales Representative for Rentokil North America Pest Control is to exceed Baseline Sales Targets while maintaining a customer focused service.
I. JOB REQUIREMENTS:
Sales Goals: Achieve Baseline Sales Targets and other objectives.
Sales Activity- Meets or exceeds minimum sales activity requirements. Contacts prospects over the telephone or in person and sets appointments.
Sales Approach-Uses Rentokil Sales Process, Cornerstone, with presentations targeted to prospect buying motives.
Tools- Makes effective use of sales tools and product samples.
Profitability- Understands the components of profitability in our business and views it as unethical to sell any account which cannot realize a reasonable profit.
B. Positive Impact: Makes a positive impact on all prospects, customers and
colleagues.
Enthusiasm- Displays enthusiasm and treats all prospects with respect.
Appearance- Displays professionalism in appearance and mannerisms at all times.
Impact- Sales Literature, sales aids, marketing material and personal grooming are always current, neat, clean and fresh looking.
Automobile- Automobile is kept neat, clean and in good repair.
C. Sales Knowledge: Maintains proficiency in sales knowledge and translates that
knowledge into meaningful prospect benefits as appropriate including core
competencies
Products (all Lines of Business)
Services
Operational Excellence
Competitive activities, intelligence, service and sales techniques. Monitors and anticipates this competitive activity and provides prompt feedback to Manager.
D. Planning: Manage time and territory effectively.
1. Keeps prospect system (Maximize) for the territory current and accurate
on a daily basis.
Prospect Identification- Identifies all prospects in the assigned territory utilizing personal prospecting.
Sales Activity Reports- Prepares sales activity reports accurately and meets deadlines as appropriate.
Leads- Generates leads and referrals to the level outlined by Manager.
Participate in industry/segment Trade Shows and Trade Associations to position our brand.
E. Accounts Sold: Communicates necessary details of accounts sold to
Operations and office staff to ensure successful installations and relationships.
Ensures thoroughness and accuracy of new customer information paperwork
by:
Ensuring business instructions regarding Health and Safety of our
Colleagues, customers, other site contractors, the public and environment are followed.
Supporting our Technicians by completing detailed surveys, carrying out physical inspections and completing a detailed report of work that is required to ensure customer expectations and requirements.
Attending all new account installations to ensure proper hand-off of customer requirements to operations. Activities include introducing main contacts to Technician or operations leadership, detailing placement of devices and communicating all conditions of sale to Technician and Operations Management.
Completing map for Program Manual during installation.
Organization: Organizes sales activities to maximize the time spent with viable sales prospects and current customers.
Expenses: Incurs only necessary expenses and keeps accurate expense reports.
Self-Improvement: Constantly works on self-improvement and learning.
1. Performance- Analyzes personal performance and learns from mistakes.
2. Development- Reacts positively and professionally to performance
evaluations, appraisals, and feedback and works to improve
development objectives.
Techniques- Stays current on sales techniques used by professional salespeople. Reads and studies available literature about professional selling.
II. PERSONAL REQUIREMENTS:
A. Deliver Results-Ensure that we achieve our Baseline Sales Targets, goals
and objectives and ensure customer satisfaction.
B. Act Commercially-Have the ability to gather and make sense of large
amounts of information and apply it to make business and customer
focused decisions. Analyze problems thoroughly and make good and
timely decisions.
C. Manage Yourself-Manage emotions to remain calm, focused and
optimistic while dealing with a constant stream of demands.
D. Work with Others-Build relationships with Technicians, Sales Directors, Regional
Sales Managers, District Managers, Regional Manager and Marketing
Colleagues to achieve our mission.

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