Standard Products Inc. is a privately held, family owned business supplying a full range of lighting solutions to the North American commercial, industrial and residential markets via wholesaler and retailer channels. We are currently looking for:
Outside Sales Representative (2 positions: Greater Toronto Area-East and Niagara Region)
Reporting to the Regional Sales Manager, the sales representative is responsible for driving sales and profit growth by creating the push through the management of their customer base, while simultaneously creating the pull at the end user/specifier level.
Competencies
Sales skills set
Strong drive, leadership and communication skills
Teamwork
Customer service
Business sense
Ethics and values
Qualifications
Minimum 5 years of sales experience
Education: Degree (Commerce, Marketing, Business Administration or other related field)
Lighting, electrical and or lighting control system industry experience
Bilingual (French and English - Montreal and Ottawa only)
Highly proficient in MS Office - Outlook
Responsibilities
Increase sales for the territory
Achieve Territory Sales & GP target in all segments through competitive Selling and tracking activities. Meet /exceed quarterly Sales objectives
Develop business plan for customers (AD/IED, core etc.) including sales objectives, forecasting by product etc.
Execute Business plan for territory
Seeking out market business opportunities in conjunction with our partnering customers
Ensure proper demonstration of product and features to the “push” & “pull” customer base
Establish end user demand for standard products and leveraging that success with a distributor’s shelf space for existing competitor product and new Standard up sell product
Develop client account relationship
Analyze Strataview reports for discrepancies (and be proactive with customers to discuss areas where we are losing business etc. and find solutions process
Track monthly sales performance and provide explanation for discrepancies with corrective action to Supervisor
Proceed with purchase review with the customer and follow process
Build and maintain excellent business relations with existing and potential customers
Ensure strong relations with Territory and regional distributors
Coach and mentor Customer service/ Inside sales, and members of the sales team as required
Provide expert training to customers
Provide product training to customers in order to better sell our products (electrical distributor branches)
Increase knowledge of products/industry/field in order to better service customers
Participation in all sales activities
Fully participate in all training activities, trade shows etc.
Be actively involved in quarterly sales meetings, National Sales Meeting etc.
Business Plan Execution
Reports notes for targeted accounts in Business Plan on a regular basis (at least monthly)
Actively performs activities in order to meet targets for each customer. (Counter Days, Lunch & Learns, training sessions with contractors)
Track and adjust the business plan for each key customer on a monthly basis
Provide market information & pricing trends to Regional Sales Manager
Provide lighting expertise and technical support to our partnering customers (joint calls lunch and learns etc.)
Direct development business
Joint development business with distributor reps
Tracking activities, Cold calls
