Sales Representative - Dearing Compressor & Pump Co.

Are you looking to be part of a legacy that is built on excellence and commitment, where your potential for success is boundless? Imagine a sales career where your goals aren't just aspirations - they're milestones waiting to be surpassed. Every sale you make, every client you impress, propels you further along a trajectory of unprecedented success. If you're ready to take your career to the next level, don't miss out on this amazing opportunity.

This position will work for and be hired by our distribution partner, Dearing Compressor & Pump Co
. For over 75 years, Dearing has built a reputation based on service, reliability, integrity, and innovation and has responsibly served industrial and energy customers with dependable equipment and systems for compressed air, gas, process gas, and hydraulic applications. As a family-owned company, employees are the heart & soul of Dearing's everyday operations.

The Sales Representative at Dearing Compressor & Pump Co. is the #1 customer-facing person for our medium and large industrial clients. We see this as one of the most important services we provide to our clients - an expert who becomes an extension of their team helping to solve real-world problems of moving air and fluids to make, build or keep things running in their operations.

Our Sales Representatives work in the industrial and manufacturing world to help manufacturing engineers, systems engineers, maintenance professionals, corporate buyers and plant managers keep their businesses making products to specification. We focus on working with our clients when they need it by finding solutions to repair, maintain or replace air compressors and pumping solutions for applications in their environment.

RESPONSIBILITIES (MAY BE MODIFIED BASED ON APPLICANT)

• Product Sales
  - The Sales Representative prospects, sources, and maintains quality customers in assigned area. A requirement of this role is to achieve or exceed assigned sales goals by developing action plans and schedules to identify specific sales prospects, targets, and/or markets and to project the number of contacts to be made.
• Product Sales
  - The Sales Representative manages, calls on, and sells products directly to customers in assigned area and will actively engage in planned prospecting activities geared at increasing the customer base.
• Product Sales
  - Follow up on new leads and referrals resulting from field activity and establish rapport through maintaining regular contact with existing and new customers (particularly key accounts). Responding promptly to customer inquiries, introducing new products and upgrades, studying customer needs, and coordinating customer service are abilities the Sales Representative should have.
• Product Sales
  - Consult with clients to find the best-fit solution to meet customer needs. Gather a deep understanding of their needs, both short-term and long-term. Utilize internal company, external consultants, and vendor resource to create the best possible solution. Develop a best-fit engineered solution for quotation.
• Territory management
  - Work within a defined territory to efficiently grow the market.
• Account development and penetration
  - Ensure every account is completely canvassed and deep customer relationships are established across key functions in operations, engineering, maintenance, leadership and purchasing.
• Customer service
  - Ensure customer satisfaction, including through understanding how to best utilize internal company and vendor resources.
• Support Internal Company Operations
  - Maintain customer accounts for reporting, use resources to generate engineered products specification and quotation, maintain required (minimal, but still required) summary activity reporting, attend virtual weekly sales meeting, in-person vendor and company meetings as scheduled.
• Training & Development
  - The Sales Representative is expected to continuously update their job knowledge (for both products and sales/marketing strategies and skills) by participating in educational opportunities; reading professional publications; networking; and participating in professional organizations.

SKILLS

• Time/Calendar Management. Understand how to integrate multiple inputs from internal and external customers to meet sales and company objectives.
• Territory Management. Develop an efficient, systematic approach to successfully managing a territory to maximize production, minimize 'windshield time' to meet sales and company objectives.
• Sales Prospecting & Lead Generation. Exceptional tenacity, system and demonstrated success in finding sales prospects, developing 1:1 and organization-wide relationships with customer prospects to be able to find leads to quote.
• Sales Management. Proven experience working sales lead to closed opportunity to completed project properly utilizing internal company and vendor resources.
• Account Management. Maintain developed relationship with customer 1:1 and organization-wide relationships, expand relationships within accounts over time and maintain a consistent level of customer satisfaction within accounts.
• Presentation Skills. Research, compile, design and deliver compelling presentations to win or maintain customer business as needed.
• Written skills. Proven experience successfully crafting technical, persuasive, informative and clear communications across various platforms (email, text, digital, etc).
• Digital Competency to work within SugarCRM, advanced databases, communication platforms like cloud-based tools, email, texting, etc

QUALIFICATIONS

• Must possess and maintain a personal vehicle to customer accounts, conventions, company meetings, etc.
• Must possess and maintain a valid driver's license and personal vehicle with insurance coverage.
• Ability to work in the United States on a full-time, permanent basis.
• Bachelor of Science degree in Engineering, Communications, Business, Sales, or Marketing with a minimum GPA of 2.75
• 2-5 years of sales of outside B2B sales in a defined market.
• 0 to 3 years of hands-on experience of either the rotating equipment market or an equivalent B2B technical product where an understanding of selling to an engineered or technical specification is required.
• 0 to 3 years of project management or other account management experience.
• Proven experience in project leadership, self-direction, time management and utilization of resources.
• Professional-level interpersonal, written, digital and verbal presentation and communication skills.
• Must be able to travel locally within a defined market as required 50-85% of the work week (positions currently available in Western Pennsylvania and Northeastern Ohio territories)
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