Job Title: Contracted Sales Representative
Department: International Export
Reports to: District Sales Manager, EMEA
Major Purpose
Serves as a Contracted Sales Representative, in a designated country or defined market, to identify, target and develop new customers for Grainger International Export. To expand our existing customer relationships through assessing, analyzing and addressing customer business needs and to grow profitable sales. This position is expected to meet a pre-established annual sales plan primarily via face-to-face selling.
Major Responsibilities
Identify, target, and develop new customers in the assigned territory.
Research, analyze and assess the business needs of each assigned accounts to determine how Grainger can best align itself as a product and service partner for all current and future purchasing needs.
Present the Grainger Value Package to each account and review how Grainger can add value by providing solutions in meeting product and service needs for each account.
Regularly exercise independent judgment and discretion when interacting with all accounts and determining product and services.
Regularly exercise independent discretion and judgment to determine if potential customers qualify to do business with Grainger as well as negotiating transaction terms, conditions and pricing for each existing and new account.
Promote and instruct customers in the proper use of the Grainger catalog, Grainger.com and any other sales tools.
Gather information on procurement methods for the different customer segments and communicate information to colleagues.
Communicate daily with key customers in the territory.
Assist District Sales Manager and sales team in the development and maintenance of customers throughout the territory...
Assist in other sales/marketing related activities such as tradeshows, vendor days, special marketing services and emergency situations.
Requirements
Bachelors degree in Business or the equivalent experience is required. Other degrees acceptable if combined with practical work experience.
Minimum of 2 to 5 years international selling experience is required. Strong emphasis on industrial sales is desired.
Bi-lingual language capabilities required. Should be fluent in English and the predominant language of the region served.
International business experiences a plus.
Personal attributes include assertiveness, high energy level and resiliency.
Understands buying decisions, buying processes and cash flow dynamics of small to medium accounts. Must be able to weigh opportunities and future growth potential of the accounts.
Excellent verbal and written skills. Able to up-sell consistently. Understands and uses basic selling techniques: open, probe, presentation and over-coming objections. Must have a written weekly/monthly sales plan. Completes written correspondence with customer using correct spelling and grammar
Strong customer service focus and quality orientation.
Analytical skills - ability to understand process and apply complex date regarding customers and account packages.
Technical proficiency has working knowledge of voice mail, e-mail, SAP, Excel, Word and the Internet.
Results driven with documented success in exceeding sales goals and objectives. (Results Driven)
Demonstrates proficiency in working across the business. (Teamwork)
Self-starter.
Ability to work independently with little direct supervision. Strong work ethic.
Superior organizational skills.
Ability to effectively work across physical distances. (Communication Skills)
Achieves results without compromising Company Values.
Minimal overnight travel (maximum is 10%)
Impact on the Organization
Position has a direct impact on the sales growth of $1-2 million International territory in the fastest growing segment of the business. Position is a key information link for colleagues to understand the procurement processes for customers in assigned countries/territory.
Work Relationships
Reports directly to District Sales Manager - EMEA
Externally
Customers has direct relationships with customers as part of the selling process
Suppliers interacts with suppliers, as directed, as to specific business opportunities
Internally
International Operations works collaboratively to support the matching of our value proposition with our demand fulfillment processes
Export Customer Service Manager and Coordinators works collaboratively to ensure superior customer service.
International Marketing works collaboratively to ensure the development of proper materials in support of market plan for specific markets and customers as well as marketing activities
International Product Management works collaboratively to ensure supplier support as it pertains to specific sales opportunities
Credit actively participates in providing information in order to set the appropriate account credit limits
GIS / Corporate Accounts interacts to further existing U.S. customer relationships internationally
Grainger Sourcing interfaces regularly on specific sales opportunities
