Sales Representative

Sales Representative

Rev 03/07/2025

OCCUPATIONAL SUMMARY

Responsible for driving sales volume and margin by having a strategic understanding of competitive capabilities, pricing, and leverage (destination locations) to ensure we maximize margin. Provides quality service to current customers by selling products, meeting customer needs and exceeding expectations.

JOB DUTIES

• Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors.

• Prepare quotes as requested. Submits quotes by referring to price lists and product literature. Any off list recommendations would be discussed with Sales Manager prior to pricing.
• Cultivates sustained, long-term relationships with the key employees of targeted companies at all appropriate levels.
• Required to travel and be in the field calling on customers 75% of time. Regularly meets with customers to strengthen rapport and to address concerns.

• Prospecting for new customer opportunities and markets not currently supplied by P.W. Gillibrand Co., Inc. or one of its wholly owned subsidiaries.
• Demonstrate proficiency with customer relations management system (CRM) – ensure timely entering of customer requests and enter visit reports.

• Regularly attends the association meetings that are related to the Southern California sand market.
• Conducts live presentations and seminars using PowerPoint, webinars, and other communication tools.
• Follows up on all inquiries related to sales territory by providing quotes, samples, test data.
• Recommends changes in products, service, and policy by evaluating results and competitive developments.
• Resolves customer complaints by investigating problems, developing solutions, preparing reports and making recommendations to management.
• Partner with production and dispatch departments to resolve any customer service issues or problems relating to orders.
• Attends internal sales, production and credit meetings.
• Reports market information with monthly reports -including market dynamic changes, competitive threats, customer forecasting, updates on customer usage, forecasted downtime and impacts on budget.
• Coordinates daily orders and projects with plant operations personnel.
• Provides historical records by maintaining records for area and customer sales.
• Contributes to team effort by accomplishing related results as needed.

QUALIFICATIONS

• Bachelor’s degree with a focus in Business, Sales, Marketing, Engineering, or related field preferred. High School Diploma. Some college coursework. BA or BS preferred. 
• 2+ years of progressive experience in sales successful outside sales experience. Experience in recreational, golf course, equestrian product sales or in related fields is a plus but not required. 
• Proven selling skills specifically related to acquiring new business, with the ability to identify unique customer needs. Must have a verifiable history of meeting or exceeding sales quotas.
• Strong prospecting/cold calling, solution sales, and rapport building skills.
• Valid Class C. driver’s license required and acceptable driving record.
• Excellent communication skills with the ability to communicate effectively with a wide variety of audiences.
• Proficient knowledge to interpret physical and chemical analysis data specifications/quality control requirements.
• Must be motivated, dedicated and a self-starter able to effectively work independently under minimal supervision.
• Must be patient, persistent and tenacious with strong organizational skills. Efficient but does not take short cuts.
• Must pass a background check and drug test.

WORK DEMANDS AND ENVIRONMENT

• While performing the duties of this job, the employee; required to sit for long periods of time; use close vision and hands/fingers to type;
• Local travel and occasional overnight travel is required as well as the ability to respond to issues outside of normal operating hours are essential job functions of this position.
• This position requires the ability to occasionally lift office products and supplies, up to 25 pounds.