Jr. Sales Representative

Etobicoke, ON

Junior Sales Representative Position Description  $60,000/year plus benefits (no commission) 

Position Purpose:

This role is designed to cultivate the necessary knowledge and skills for an individual to transition into an outside sales representative. The core objective is to support all facets of account management for assigned accounts. This includes conducting research and analysis on market trends and competitive activities impacting these accounts. The representative will also be responsible for preparing pre-call plans, developing illustrative case examples for the sales playbook, and effectively articulating our unique value proposition. A key function is to drive revenue growth by actively developing new business through prospecting and selling to potential accounts, as well as scheduling new appointments for the sales team.

Core Responsibilities:

The responsibilities are broadly categorized to ensure comprehensive account and customer management, both externally and internally.

• Customer Communication (External): The representative will co-manage assigned accounts in collaboration with the Sales Manager or a designated associate. Building strong relationships and fostering trust with all members of the customer's buying team is paramount. This is achieved by actively listening to their concerns and addressing their needs promptly. The representative will proactively seek opportunities to maintain and enhance customer loyalty by supporting customers with our "best yes" philosophy. Attending account reviews with the Sales Manager or designate is crucial for taking notes on action commitments, identifying areas of strength and improvement, and exploring potential growth opportunities. Detailed records of account review outcomes, customer expectations, and their metrics for a successful relationship will be maintained to create a "report card." Input on performance will be sought from customers, and their feedback will be documented. The role involves cold calling lists of prospects developed with the Sales Manager or designate for accounts, and also liaising with the Sales Coordinator to cold call prospects for Territory Sales Representatives. Promptly responding to customer concerns, including providing follow-up data and proposed solutions, is essential.
• Customer Communication (Internal): Internally, the Junior Sales Representative will review the business plan strategy for each assigned account and work to support the objectives for the account and each member of the buying team. Preparing pre-call planners for review and discussion before each client meeting, whether joint or individual, in person, by phone, or video call, is a key task. Collaboration with the Sales Manager or designate is necessary to identify key objectives and desired outcomes for each sales call. Planning meetings will involve identifying key questions to uncover issues or opportunities and developing effective narratives (customer stories, case examples, etc.). Time-sensitive information will be communicated using appropriate mediums to the Sales Manager or designate. The representative will liaise with all relevant departments (customer, design, processing, etc.) as required to ensure co-managed customer needs are met in a timely manner. Developing strategies to improve areas not meeting account/customer needs and addressing these with the Sales Manager and/or other team members is also a responsibility. Liaising with appropriate department managers or team members to address issues impacting co-managed accounts, including CARS, is required. Proactively liaising with processing for outstanding quotes for managed accounts and collecting and synthesizing information on issues impacting managed accounts that require escalation are also part of the role. The representative will develop presentations, spreadsheets, and written communications for the Sales Manager or designate for managed accounts as required.
• Customer Prospecting: Building a robust pipeline of new opportunities is achieved through cold calling lists of prospective accounts with the Sales Manager and/or for Outside Territory Representatives. The representative will work in conjunction with the Sales Manager to set prospecting appointments and facilitate the closure of new account opportunities. Building trust with prospects by consistently meeting commitments in a timely manner is vital for successful prospecting.
• Customer Territory Sales Account Support: The representative will support Territory Sales Representatives when directed by the Sales Manager or designate with various tasks, such as dropping off and picking up samples on their behalf from design or customers.
• Financial: Supporting the Sales Manager or designate in achieving customer retention and growth goals for accounts is a key financial responsibility. The representative will analyze territory results against sales goals for accounts and provide concise reports to the Sales Manager or designate. Developing a pipeline for the book of business and new prospect appointments for Territory Sales Representatives is also part of the financial focus.
• Operations (Administrative): Administrative operations include submitting travel and expense reports in a timely manner. The representative will compile information on co-managed accounts, such as spreadsheets, customer information, competitive and market information, or research. Surveying co-managed accounts for market research purposes and internal improvement is also a task.
• Operations (Client Co-Account Management): This area involves conducting pre-meeting research and developing pre-call plans for all client meetings. The representative will develop and implement a territory management plan to maximize time, manage account reviews and analysis, and identify and document developments or competitive activity at customer locations and in the marketplace. Maintaining a written record of communications with each account is essential for ongoing effective account management. Developing sales presentations and collateral as required for meetings with co-managed accounts and preparing quarterly and annual reviews for all co-managed accounts for the Sales Manager or designate are also key responsibilities.
• Operations (Internal Account Management): Internal account management tasks include completing new credit applications and submitting them to the credit department, submitting all required paperwork for quote requests, and reviewing Workflow for any holds, alerts or pending requests. The representative will also be responsible for submitting orders, picking up samples, and liaising with design for samples or special design requests.
• Operations (Systems and Processes): Ensuring that Workflow standard procedures and minimum field requirements are executed correctly is crucial for efficient operations. The representative will update the CRM daily and after each prospect or customer interaction.
• Learning and Growth: A significant aspect of this position is continuous learning and growth. The representative will develop a broad knowledge of the products and services offered at our client and to each account. Researching and developing six case examples (product solutions) for the playbook is a specific learning task. The role requires learning all functions related to sales, design, processing, customer service, inventory, and plant operation. Understanding machine limitations and capabilities and how they relate to meeting customer needs is essential. The representative will also learn about various substrates, design, and corrugated allowances. When appropriate, learning how to process orders and releases through the Encore computer system is part of the development. Proactively seeking ways to improve, share, and implement processes and procedures to increase efficiency and effectiveness to positively impact the bottom line is a continuous goal.