Position Level: Exempt grade 1

Scope of the position: The Sales/Estimating Representative has responsibility to achieve sales and revenue targets as set for him by the General Sales Manager. He/she then has the shared responsibility, with production, to produce Gross Profits according to the planned percentages given in the Yearly Business Plan

The Sales/Estimating Representative is to develop a motivated, focused work attitude that will help to accomplish sales targets. As he goes about his work, the SER ensures that customer service is the most important part of his routine. Customer service is as important to the SER as anything else he does. The SER understands that Customer Service wins as many new projects as bidding does.

The Sales/Estimating Representative is accountable to ensure that all sales activity is carried out in accordance with the stated objectives and direction of Mathusek Incorporated.

Specific Duties, Requirements, and Responsibilities

1. Must have a detailed knowledge about all products and services the corporation offers to its customers.
2. Is to ensure that all bidding is done using accurate labor standards and material pricing.
3. Must have an in-depth understanding of product and service costs.
4. Has the ability to manage and discipline his/her work and exhibits advanced skills of time management.
5. Has demonstrated and continues to show loyalty to the company.
6. Is able to evaluate his sales performance. Uses performance reviews to obtain feedback, motivate, and evaluation of his/her work.
7. Has strong written communications skills.
8. Is a good telephone conversationalist.
9. Keeps records of all sales activity. Tracks, graphically posts, and reports the following to the GSM:
   1. YTD Bids
   2. Weekly Bids
   3. Contracts on Hand
   4. YTD Billings
   5. Weekly Billings
   6. Total Gross Profit Produced
10. Understands the actual installation processes so that errors will not be made in estimates, time commitments, guarantees, etc.
11. Makes himself available for discussions with prospective customers.
12. Uses the following customer service techniques in his/her work:
    1. Stay close to each project in process.
    2. Visit job sites often. Be a visible representative of the corporation.
    3. Communicate with customers during installations.
    4. Always give customers the feeling that he is personally interested. In other words, reassures customers with his personal involvement.
    5. Understands that a project is not complete and closed until payment is received in full.
    6. In other words, provide great customer service.
13. Knows where to find prospective customers for installations and maintenance.
14. Has the ability to cold canvas and sell persuasively.
15. Knows how to properly utilize firm’s marketing literature.
16. Follows-up on all sales. Make inquiries as to the customers’ satisfaction or complaints.
17. Must have the ability to learn enough about a prospect’s problems to discuss the solution and show how Mathusek can accomplish this.
18. Knows how to report to the General Sales Manager.
19. Is personally presentable at all times in presence of prospects or customers.
    

Meeting Responsibilities

• Schedule a monthly One on One’s with the General Sales Manager.
• Attend weekly Sales Staff meeting.

Expected Measurement and Monitoring of Performance

1. An annual Performance Review is to be submitted to the General Sales Manager prior to the first week of February.
2. Statistical performance indicators are to be graphed and posted.
3. Use Job Profitability Reports as guide to monitor performance.

Back to Top Of Page

© Copyright & Site Design by Internet Imaging