Title: Representative, Outside Sales

FLSA: Exempt

Reports To: Jeff Cushner

Rev Date: 10/2/24

Position Summary:

The Outside Sales Representative will have primary revenue responsibility for a defined territory, and they will be responsible for all direct, face-to-face interactions with customers. The Outside representative will coordinate activity with their assigned Inside Sales Representative, ensuring that activity is aligned with the primary goal of growing revenue share.

Time Management

50% of the Outside Sales Representative's time will be in the field, away from their home offices, conducting face-to-face meetings. These meetings will focus on:

1. Top 100 customers - Outside representatives are responsible for all aspects of Top 100 customers:
   1. Face-to-face meetings
   2. Uncovering new projects
   3. Reviewing gap analysis (purchase history)

1. New Business - customer visits (new customer or existing customer)
   1. Exploration of new project opportunities as passed along from inside representatives and from the outside representative's own exploration.
   2. General project review - engineering and sourcing reviews

1. Sample request - follow-up - conversion to Quote
2. Sourcing request follow-up

1. Information requests - follow-up to review information
2. Quote preparation and presentation
3. General Follow-up

30% of the Outside Sales Representative's time will be dedicated to home office activity identifying new project sales opportunities with new or existing customers:

1. Uncover new sales opportunities by coordinating with your inside sales representative, calling on customers who are not yet addressed by the inside rep. Use the following path:

1. Daily telephone call effort to identify new customer opportunities - specific target identified by management.
2. Use the internet to research and review existing customer businesses, divisions, and clinical market segments in the territory. Identify the target customer clinical/market areas Qosina products are not currently purchased.
3. Utilizing existing customer "contacts" to Identify new contacts within the customer organization.
4. Make cold calls to identify engineers, product managers or purchasing/sourcing staff.
5. Establish appointments for future visits.
6. Follow-up on existing sample, information, or sourcing requests.

20% of the Outside Sales Representatives time will be dedicated to home office - Administrative activities including:

• General follow-up on open sales activity
• Completing call plans and reporting as defined by management.
• Establishing/executing sales campaigns, which include coordination with marketing teams.
• Forecasting customer and territory performance
• CRM updating and cleanup - general customer/contact detail and maintenance.

Education/Technical Certifications:

• Bachelor's degree preferred

• Proven history as an outside sales representative demonstrating year-over-year revenue growth.
• Deep understanding of relationship selling.
• Collaborative style and excellent interpersonal and team management skills.
• Strong organizational and presentation skills.
• In-depth understanding of the sales administration process.
• First-hand experience with CRM software and MS office products.

Skillsets:

• Organizational skills
• Administrative skills
• Computer skills
• Communication skills
• Collaboration skills
• Independent skills
• Analytical skills