Job Description

Job Profile - Outside Sales representative
Key Accountabilities
Key Accountability: New Business Growth - Wt. 30
• Prospecting and Lead Generation: Identifying potential customers through market
research, networking, cold calling, and leveraging existing relationships.
• Solution Presentations and Demonstrations: Delivering compelling presentations and
product demonstrations tailored to the specific needs and pain points of potential
clients.
• Sales Pipeline Management: Managing and nurturing the sales pipeline by tracking
leads, opportunities, and interactions through Salesforce.
• Negotiation and Closing Deals: Engaging in negotiations with potential clients to
address concerns, overcome objections, and reach mutually beneficial agreements.
• Market Feedback and Continuous Improvement: Gathering feedback from customers
and prospects to identify market trends, competitive insights, and areas for product or
service improvement.
Key Results:
• Lead Conversion Rate: Achieving a high conversion rate of qualified leads to sales
opportunities.
• Sales Revenue Growth: Demonstrating consistent growth in sales revenue by closing
deals with new customers.
• Customer Satisfaction and Retention: Maintaining high levels of customer satisfaction
and retention by delivering value-added solutions and superior service.
Key Accountability: Maintain/Grow Established Customers – Wt. 30
• Account Relationship Management: Building and maintaining strong relationships with
existing clients by understanding their business needs, challenges, and goals.
• Upselling and Cross-selling: Identifying opportunities to upsell or cross-sell additional
products, services, or upgrades to existing clients.
• Renewal Management: Managing the renewal process for existing contracts and
agreements to ensure retention and continued revenue generation.
• Technical Support and Problem Resolution: Serving as a primary point of contact for
technical support and issue resolution for existing clients. This includes troubleshooting
technical problems, coordinating with internal technical teams, and ensuring timely
resolution of issues to maintain customer satisfaction.
• Account Growth Strategy Development: Developing and executing strategic account
growth plans to maximize revenue and profitability from existing accounts.
Key Results:
• Retention Rate: Measure the percentage of existing clients who renew their contracts
or continue purchasing products/services over a specified period.
• Revenue Expansion: Track the increase in revenue generated from upselling, cross
selling, and additional services provided to existing accounts.
• Customer Satisfaction Score (CSAT): Assess the satisfaction levels of existing clients
through surveys, feedback, or direct communication.
Key Accountability: Communication – Wt. 10
• Technical Consultation and Support: Providing expert technical guidance and support to
clients regarding hydraulic systems, components, and applications.
• Client Relationship Management: Cultivating strong relationships with clients through
regular communication, including phone calls, emails, and in-person meetings.
• Internal Collaboration and Knowledge Sharing: Collaborating effectively with internal
teams, including sales, engineering, and customer support, to ensure alignment on
customer needs and deliverables.
Key Results:
• Customer Satisfaction Index: Measure the satisfaction levels of clients based on their
interactions with the technical sales representative. This key result can be assessed
through surveys, feedback forms, or direct communication with clients.
• Internal Knowledge Sharing Effectiveness: Evaluate the effectiveness of internal
communication and knowledge sharing processes within the company. This can be
measured by assessing the frequency and quality of communication between sales
representatives and other internal teams, such as engineering and customer support.
Key Accountability: Current Product Growth – Wt. 5
• Product Adoption and Utilization: Encouraging and facilitating the adoption and
increased utilization of existing hydraulic products among clients. This involves
educating clients on the benefits and features of the products, providing training and
support to ensure proper installation and operation, and identifying opportunities for
product upgrades or expansions to meet evolving customer needs.
Key Results:
• Increase in Product Usage Metrics: Measure the growth in key metrics related to
product adoption and utilization, such as the number of units sold, usage frequency, or
total revenue generated from existing products.
Key Accountability: New Product Development – Wt. 5
• Market Analysis and Opportunity Identification: Conducting thorough market analysis
to identify emerging trends, customer needs, and competitive landscape related to new
hydraulic products.
Key Results:
• Introduction of Successful New Products: Measure the successful introduction and
adoption of new hydraulic products into the market based on predefined criteria such as
sales volume, market share, or customer feedback. T
Key Accountability: Service Growth (Repairs) - Wt. 10
• Business Development and Lead Generation: Proactively identifying and pursuing
opportunities to secure hydraulic repair projects from potential clients.
Key Results:
• Increase in Repair Work: Measure the number of repair work opportunities secured
with new clients due to the sales representative's business development and lead
generation efforts.
Key Accountability: Manufacturing - Wt. 10
• Client Needs Assessment and Solution Proposal: Conducting thorough assessments of
client requirements for hydraulic manufacturing projects and proposing tailored
solutions to meet their needs. This involves understanding the client's specifications,
budget constraints, and timeline requirements for manufacturing hydraulic components
or systems.
Key Results:
• Increase in Hydraulic Manufacturing Opportunities Awarded: Measure the number and
value of hydraulic manufacturing contracts secured with clients because of the sales
representative's needs assessment and solution proposal efforts. T

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