Job Description

Inside Sales Mission:

To provide exceptional service to new and existing customers in the US market, who depend on us to be knowledgeable in science, by providing and offering innovative solutions that help them achieve their goals in quality. We are committed to excellence and this is accomplished by partnering and building relationships with our customers through honesty, integrity, and diligence, while remembering that we exist to serve our customers.

Outcomes:

  1. $250,000.00 of generated sales per year
  2. 150 outbound calls per week
  3. 30 Touchpoints per day (email introductions, chat and outbound connections)
  4. Average order value of $350
  5. 35% of repeat customers

Competencies:

  1. Persuasive communication: Ability to effectively articulate messages through clear and concise communication
  2. Customer orientated: Ensures delivery to meet and exceed customer expectations
  3. Interpersonal skills: Works across teams with a shared purpose; Builds trust to create solid relationships
  4. Problem solving: identifies problems, develops and evaluates options, and implements solutions
  5. Self-motivated: takes personal responsibility to achieve goals. Takes initiative and enthusiastic
  6. Honesty and Integrity
  7. Technical: Applies and improves extensive or in-depth specialized knowledge, skills and judgement. understand, responsibly selects, and uses appropriate technology to achieve work and business objectives.
  8. Critical thinking: disciplines, clear, rational, and open-minded thinking based in fact; uses logic to solve problems
  9. Hunter: Be self-motivated and be able to effectively handle rejection while being able to qualify quickly.

Soft Skills Required:

  1. Rapport building on the call
  2. Objection handling
  3. Demo skills
  4. Post-sale relationship management
  5. Time Management
  6. Active listening
  7. Conflict management/ resolution
  8. Lead qualification
  9. Contract negotiation
  10. Referral selling
  11. Closing skills
  12. Goal-orientated
  13. Passionate
  14. Prospecting

Ideal Sales Developer

  1. Qualifications/ experience
    1. Bachelor’s degree in Chemistry or Business
    2. 1-2 years of customer service and sales experience
    3. The ability to read and understand technical articles related to applications for our products
    4. Excellent communication and negotiation skills
    5. Excellent customer service skills including phone and professional email correspondence
    6. Ability to work as part of a team and in a fast and efficient manner
    7. Must be willing to travel up to 10%.
    8. Proven work experience as an Inside Sales Representative
    9. Hands-on experience with multiple sales techniques (including cold calls)
    10. Experience with CRM software a plus
    11. Experience in food, beverage, industrial, education, lab, water and waste water treatment industries a plus
  1. Jobs to be done in the field- weekly/ monthly/quarterly activity expectations
    1. Self-generate $500,000.00 into the sales funnel per year by executing a prospect plan.
    2. Be technically competent in order to understand the application and solution needed for customers for all Tier 2 & 3 product lines.
    3. 150-200 outbound calls per week.
    4. 30 Touchpoints per day (email introductions, chat and outbound connections)
    5. Respond to all marketing generated sales leads in one business day at a rate of 25%
    6. Perform a web demo using Hanna’s value proposition on all Tier 2 & 3 product lines.
    7. Attend an install with Applications
    8. Participate in a tradeshow by networking, sharing knowledge and performing demonstrations
  1. Jobs to be done internally
  1. Forecasting
  2. Prospecting
  3. Accurate and regular CRM usage
  4. Review focused customer account lists- account review sheet
  5. Follow internal processes
  6. Partner with marketing on a monthly promo to be used for the sales team
  1. Coaching and training needs
  1. Sales training
  2. CRM training
  3. 1 mentored install with Applications
  4. Electrochemistry training
  5. Market based training
  6. Potentiometric & Karl Fisher Titrator training
  7. Monthly one to ones to discuss accountability plans
  8. Weekly role play activities to include objection handling and value proposition training
  1. Key focus areas- prospecting plan
  1. Lead generation
  2. Hunting for new tier 1, 2 & 3 customers
  3. Farm and nurture tier 2 & 3 customers
  4. Post sales selling
  5. Getting referrals from existing customers
  6. Prince strategy
  7. Target customer lists
  8. Develop prospect list of tier 3 customers
  9. Research and develop leads for new accounts
  1. Sales goals
    1. $250,000.00 of sales per year with $1million in the sales funnel
    2. Average order value of $350.00
    3. 150-200 outbound calls per week
    4. 30 touchpoints per day
    5. 35% of repeat customers

Application Instructions

Please click on the link below to apply for this position. A new window will open and direct you to apply at our corporate careers page. We look forward to hearing from you!

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