- Work in a dual-capacity role with assigned Sales Principal, on Business Development targeted accounts.
- Understand the food retail industry and be a source for retailers on products and trends in the market.
- Provide knowledge and consultation, in the form of Solution Selling, to uncover customer needs and requirements, while taking into consideration their financial and performance-based hurdles.
- Work with RSM’s to identify targeted accounts and use an Account Management Process to develop specific action plans to grow identified accounts.
- Identify internal Hussmann partners to assess the needs and help coordinate the strategic action plans to facilitate a strong, profitable and successful partnership with new and existing customers.
- Utilize Engineering, Operations, Service and Sales in developing and executing the account specific, business plan for long term, mutual support requirements required.
- When possible, use scalability procedures to push forward multiple accounts concurrently.
- Identifies potential opportunities with existing and new customers.
- Convert leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process.
- Use all Hussmann resources to prepare and coordinate sales presentation, and when appropriate, pricing, engineering and store auditing.
- Evaluate market competitors and conditions, and provide recommendations for appropriate, actionable responses.
- Develops multiple relationships with buying influencers in a Customer’s Organization, including, but not limited to: Purchasing, Construction and Project Managers, Engineering and Energy Managers
Requirement:
- Bachelor's Degree Required
- 5 + years of relevant experience in a Commercial Refrigeration Business Development capacity
- Earned advanced professional certifications in their fields is a plus
- Results oriented.
- Proven track record of relationship & solution selling, and account management
- Ability to effectively present technical information to both technical and non-technical audience members
- Ability to write and provide time-based reports and business correspondence
- Flexibility to work outside normal work hours, as required.
- Up to 60% travel.
- Ability to prioritize and re-prioritize quickly and thrive in a fast-paced environment.
- Must have a sense of urgency.
- Must update and maintain Customer Relationship Management System (CRM) as required
- Proficient in Word, Excel, Outlook, Adobe Acrobat, Internet Explorer.
- Advanced verbal and written communication skills.
- Hussmann or refrigeration product experience a plus.
- Develop and maintain an organized and repeatable sales and ordering process.
