Divisional Inside Sales Representative

Divisional Inside Sales Representative

November 12, 2020

Overview

Newly created position will work closely with regional Laurel Aggregates sales team to develop new leads, assist sales staff in bidding for new projects and coordinate with “Central Sales Research” group in Philadelphia to disseminate historic and forecasted economic information, customers, and competitor’s information to aid in bidding jobs, and for planning purposes. Goal will be to increase size of sales funnel by identifying and reaching every potential customer in the region. This position will dually report to the Sales Manager and Financial Controller in each respective region.

Job Description

  • Reaching out to potential (both smaller and potentially unknown or uncontacted) customers, in existing and expanded sales territory to increase customer base, to increase size of customer base
  • Tracking upcoming jobs
    • Working with Central Sales Research Group, monitor external sales sources (databases) such as Dodge, Bid Clerk, General Contractor and State Association reports for any new potential leads
    • Initially reviewing any new jobs, to qualify them ensuring that the projects have aggregate requirements
    • Farming all other information sources available for new jobs: including local newspaper, social media, etc. to make sure we are aware of any new jobs
  • Responsible for bidding annual county, and state lettings maintenance bids, under price guidance of Senior Sales Staff
  • Fielding calls coming into scale house/dispatch from potential customers
  • Assisting Senior Sales Team Members (“SST”) to prepare quotations/bids on upcoming jobs by:
    • Entering SST bid information into Viewpoint (“VP”) bid system, including historic information
    • Downloading information or historic bids including win/loss rates, average sales price, haul/transportation/truck rates, (for us and competition) to factor into our bids
    • Reviewing bids for completeness and accuracy before they are submitted

Working with Central Sales Research (“Group”)

  • Provide information on competitors (inventory levels, ASP information)
  • Distribute forecast information provided by CSR to local SSG
  • Review Dodge data provided by CSR, to determine which projects should be bid on (i.e. which contain aggregates needs). Then, funnel appropriate information to SSR
  • Receive Dodge and other relevant data from CSR, and enter into CRM’s sales funnel

A/R

  • The Inside Sales Representative will work to collect payment of sales as needed on severely delinquent accounts, if the AR staff is unable to successfully collect payment.
    • SSG and ISG get involved only at certain points (i.e. when aging passes certain threshold – TBD)

Ideal Candidate Background

  • Ideally previous experience in materials industry
  • High energy, great communication/customer skills
  • Able to work outside normal office hours
  • Positive attitude, cooperative and respectful of coworkers and customers
  • Able to multitask dealing with multiple customers at same time
  • Basic computer skills
  • Basic math and geography skills (est. distances, converting distances to haul rates, store pricing)
  • Safety focus

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