Job Description

Position Summary / Purpose

Sales Representatives will prospect route territories for clients who either today or sometime in the future will have the need for emergency disaster restoration services that Summit provides. Qualifying and creating a territory of consistent referral sources which will come from many different industries and revenue streams. Present Summit’s services, explore and ask questions regarding clients current emergency services process and partners, and close the sale for clients to partner with Summit Cleaning & Restoration for emergency services and facilities services products

Partnerships with specific referral partner types to include Property Management Companies, Property Owners, Insurance Agents and Team Members, Property Maintenance Managers, Emergency Service Plumbers, Assisted Living Facility Managers, Educational Institutions, and Commercial General Contractors to name a few. Also, Hotels, Convention Centers, Commercial Clients for facilities services products.

Sales Representative will also take a proactive role in supporting communication between Summit operations staff, the customer, and Summit’s referral partner throughout the course of projects, as required.

Principle Duties and Responsibilities

Identify potential new customers and referral sources- growing the size of their route/referral partner territory

Consistent focus on securing job referrals from customers and and increasing how many jobs referrals we receive relative to the total number of claims they have

Create and maintain sales route records- consistently adding notes to Hubspot after interactions or known changes to account information.

Checking and updating referral source info in DASH as jobs come in

Perform daily route sales calls, prioritizing frequency (weekly, monthly, quarterly, etc) based on status of the relationship. Weekly face to face sales calls goals at least 50 calls per week.

Regularly schedule and perform coffee/lunches with prospective or current referral partners with the goal of deepening relationships or activating a new partner.

Serve as a brand ambassador within the markets they cover- attending networking events for maximum connection and brand awareness.

Complete 20 day planning tools. Update route tracking tools regularly to add and remove accounts as needed, and identify accounts as target, priority, or regular account by color code.

Attend and actively participate in weekly sales meetings

Maintain phone and in-person contact with existing customers

Review referral data reports weekly and complete actions with clients as appropriate

Additional Duties and Responsibilities

Contribute content, when appropriate, to Summit’s online social networks.

Decision Rights and Authority

Entertainment spending within approved expenditure budget

Working Relationships and Scope

Communicate with managers responsible for all company functions to support planning related to capacity and ability to effectively deliver timely quality services to customers

Participate in select trade and community associations providing access to customer prospects and partnering contractors

Work closely with Operations Management and Project Coordinators to remain current on active job status and progress in order to keep customers and referral sources updated

Performance Competencies

Relationship Development – Effectively builds professional relationships and networks. Brings value to referral sources and prospects and maintains appropriate level of contact.

Oral Communication – the individual speaks clearly and persuasively in positive or negative situations. Effective in one-on-one, small group situations. Adaptable and able to think on his/her feet.

Written Communication – Writes clear, precise, well organized letters, proposals and emails. The individual edits work for spelling and grammar and is able to read and interpret written information. Uses appropriate vocabulary and grammar.

Planning & Organizing – Plans, organizes and schedules their time in an efficient and productive manner. Focuses on key priorities.

Dependability – the individual is consistently at work and on time, follows instructions, responds to management direction and solicits feedback to improve performance.

Technology – the individual uses typical communication devices to effectively speed communication and appropriately utilizes company-approved, customer contact management, and Google Apps to enhance efficiency and accuracy of work performed.

Qualifications - Knowledge, Skills and Abilities

Ability to Build Rapport Easily

Selling Skills

Understands and effectively applies the concepts of differentiation and adding value. Knows customer markets and the issues and challenges they face and can translate that information into useful selling strategies. Builds long term relationships that drive increased revenue and demand for services
Financial Reports and Documents
Understands the concepts and content of financial reports: Profit & Loss, Balance Sheet and Cash Flow.
Mathematical skills
Possesses strong math skills. Able to translate information regarding a prospect’s business into estimated revenue potential. Comfortable comparing actual performance to established plan for selling activity and revenue generation.
Computer skills

Demonstrates proficiency in the use of computers and computer software including enterprise systems (Dash) and Google Apps. (Drive, Docs, Sheets, Gmail, Slides.)

Physical Demands

The physical demands described below are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, use hands to finger, handle or feel, reach with hands and arms, and talk or hear. The employee is frequently required to stand and walk. The employee must regularly lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds

Working Conditions

The work of this position is predominantly carried out in an office environment, the majority of time being spent at customer and prospect’s business locations. Daily travel by car is expected
Noise level in the work environment is usually quiet

Job Types: Full-time, Contract

Pay: $55,000.00 - $65,000.00 per year

Benefits: