Job Description

The Field Sales Representative role is critical in how value is delivered to our Industrial customers who rely upon weighing as a critical control point in their businesses and operations. Our customers rely upon this position as their trusted advisor to support their weighing process and production goals. These include focus areas that center around safety, compliance, productivity, and performance. Additionally, the FSR role advises on critical topics such as preventative maintenance services, calibrations, service and repairs, and installations on industrial scales and other weighing equipment to support their operations.

The Field Sales Representative (FSR) role serves as a key leader within the assigned territory and, together with the Operations Manager, is responsible for sales performance, relationship development, and business growth. The FSR will focus considerable time toward sales of the METTLER TOLEDO industrial weighing solutions portfolio and will also leverage all resources and CIS team members to succeed in cross-selling the full CIS portfolio

Essential Job Functions:

Increase market share, total sales, and profitability through disciplined execution of territory business plan and Carlton Sales Operations process
Closely partner with Operations to ensure a fully unified approach to serving our territories and in growing our business
Fully own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a “Weigh Better” customer experience
Actively focus on selling ongoing service agreements with every equipment sale; understand and be able to effectively communicate the range of value-added services we can provide and why different than the competition; leverage service as an entry point with new customers
Enhance and increase the depth and range of territory database information on new and existing customers
Integrated use of all Mettler-Toledo (MT) Sales & Training tools for maximizing engagement; creatively partner with MT teams to support all sales opportunities (as required)
Proactive and detailed time and schedule management
Prompt, professional, and detailed follow up on all customer engagements
Planned, committed, and proactive cold calling
Focused and planned site visits and on-the-fly check-ins
Effectively plan and lead sales presentations to focus on knowledge of application opportunities, monetized pain points, and consultative solution selling
Prompt and detailed follow up on all leads (target within 24 hours)
Maintain professionalism, diplomacy, sensitivity, and tact to portray the Company in a positive manner, regardless of the situation
Stay of abreast of Industry changes, new products or services by attending training sessions, demonstrations, or other training opportunities
Actively lead efforts to understand competition in assigned territory and to create active strategies that drive actionable insights
Support all CIS order fulfillment and workflow process requirements with a “no excuses” attitude and mindset
Schedule and follow up with Operations, Carlton Industrial Automation, Purchasing, and other Third Party partners to ensure customer deadlines are met

Accountability

Fully understand and support all CIS Safety Policies & Procedures; commit to timely and complete support of all Safety initiatives and programs
Fully understand and commit to application of the Hierarchy of Controls model to identify, manage, and remove/mitigate all job hazards for every job, every time.
“Science of Weighing:” Fully understand METTLER TOLEDO “Good Weighing Practices” and leverage Weighing Quality Management to sell our competitive advantage
Meet and exceed all territory Sales performance targets
Responsible for customer retention, penetration, and risk mitigation in territory
Someone who can be trusted and counted on to follow through in service to our customers and CIS
Ensure all administrative and workflow requirements are fully supported on all orders
Stay aware of technology developments, competitive positioning, and industry trends
Time is of the essence, for Customers and CIS
Answer the Bell; meet all deadlines
Demonstrate professional attitude, appearance, and communication at all times
Follow all company procedures, rules and regulations outlined in the Employee Handbook and Policy & Procedure Manual; “Details Matter”
Ensure vehicle service and maintenance requirements are met and notify supervisor of needed repairs as they arise.
Always be aware of the impact of your decisions as seen through the eyes of the customer and as seen through CIS
Always consider the value created by CIS and how that is perceived by the customer

Qualifications

Territory sales experience is required; Account Management experience is a plus
Previous Sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferred
Experience with CRM applications is required
Solid organizational and time management skills required
Excellent verbal, written and listening communication skills
Basic technical understanding of how products and services work in our industry; ability to communicate this information with others

Education
2 or 4-year degree or certification program is required
Professional Sales Training certification highly desirable (Sandler, etc.)

Physical Requirements

Naturally inquisitive, enjoys learning new things and seeks opportunities for growth

General knowledge of Word, Excel, and Outlook including but not limited to other software to generate quotes and requisitions, adaptable and comfortable learning new applications
Must be highly motivated, a self-starter, assertive, and possess exceptional time management skills
Comfortable in a dynamic, fast paced environment
Must maintain a valid driver’s license with acceptable driving record

Job Type: Full-time

Pay: $70,000.00 - $115,000.00 per year

Benefits: