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Small Business Account Representative

Summary Description of Position #ZR
This position will work in collaboration with other sales representatives, sales management, customer service and inside sales support personnel to generate new and repeat sales. The Small Business Account Representative will generate business by calling on customers using all means, personally, as well as via phone, email, or other means. The Small Business Account Representative will also answer incoming sales calls and gather market intelligence. The incumbent will exercise independent judgment and reasonable discretion in quoting prices for jobs within the scope of provided authority. A primary objective of this position will be to focus on and expand Vulcan's penetration into the broad-based segment of the market comprised of smaller and less visible businesses/contractors that are not routinely touched via traditional sales and marketing activities and efforts.
Essential Functions
Strong telemarketing skills
Identify and prospect new and ongoing business to expand customer sales to a broader base of customers
Maintain, develop, and grow relationships with prospective and existing customers, building repeat business with new buyers, and expanding business with existing customers
Manage and maintain a pipeline of prospects, primarily via phone customer contact
Engage in consistent contact, project specific-quote, follow-up, booking, and account management activities
Exercise independent judgment and decision making in providing quotes and pricing to customers within the scope of defined authority
Assess, understand, and meet customer needs
Communicate with other departments to ensure smooth delivery of product, and address customer issues or problems
Respond to new buyer inquiries, quote pricing, and secure business
Work collaboratively with other sales representatives to close sales
Gather market intelligence via customer interactions and provide useful feedback to other sales representatives, managers and other support personnel
Pursue non-traditional market segments (e.g., landscapers, bagged product, etc.)
Advocate for smaller customers during execution activities (such as trucking)
Use sales systems/tools (including Catavolt, APEX quote to cash, and Sales Analytics) to understand, measure, and capitalize on sales opportunities; communicate information to other sales teams
Where appropriate and available, bundle and sell services customers are willing to pay for
Education, Experience, Skills
Education:
High School Diploma or GED preferred
Experience:
3 years of relevant working experience preferred
Inside sales/telemarketing experience is required.
Sales experience including business to business preferred
Construction materials or manufacturing industry experience preferred
Experience using sales system and database tools (e.g., customer relationship management or quote-to-cash) preferred
Bilingual in Spanish is a plus, but not required.
Knowledge, Skills, and Abilities:
Possesses persuasive selling skills, with the ability to influence others
Demonstrates excellent interpersonal skills, including the ability to quickly understand needs and develop rapport with a diverse group of people
Highly motivated, energetic, and results-oriented
Must be able to analyze and present complex information in a clear and concise manner
Must be an effective communicator via phone and email
Flexible and adaptable, with the ability to work successfully in a fast-paced environment as an individual and as part of a team
Must be capable of exercising effective independent judgment and decision making
Strong organizational and time management skills; perform tasks accurately, consistently, and thoroughly
Knowledge and understanding of sales and marketing best practices
Knowledge of and ability to use computer applications and systems
Must possess innate curiosity
Persistent, sees efforts to completion
Vulcan is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or genetics, protected veteran status, or any other characteristic protected by law from discrimination.



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