Refrigeration Sales Representative

Job Summary

The Commercial Refrigeration Division (CRD) Sales Representative is responsible for managing refrigeration contractor sales for Baker Distributing. Position will maintain a high focus on refrigeration contractors and refrigeration line of business products. Additionally, this position would also have the ability to sell HVAC and foodservice products from this established HVACR wholesaler. The CRD sales representative position would report directly to the VP of Commercial Refrigeration. The main objectives for this role include helping Baker Distributing acquire and develop client relationships with existing and new refrigeration contractors, provide product and inventory recommendations, and fostering, developing, and growing refrigeration and other line of business sales for the region and division.

Essential Duties and Responsibilities

• Professionally represent Baker Distributing as a leader in the HVACR wholesale industry to ensure maximum territory sales and profitability.

• Establish a list of approximately 60 accounts be assigned to the sales representative that should include appropriate new and existing refrigeration contractors.

• Maintain direct personal contact with all assigned accounts. Perform approximately 25 sales calls per week, 20 phone and in store customer touches per week, and document quote and customer activity on weekly activity log that will be submitted to your manager.

• Secure maximum market share and sales revenue by developing strong customer relationships, maintaining a technical and intimate knowledge of refrigeration product offering, and by utilizing established sales and marketing programs currently offered to customers.

• Enter bids and orders for customers into AS400. Release bids to sales orders.

• Review with divisional, regional, and sales center managers growth opportunities with existing and new refrigeration contractors. Opportunities to include (but not limited to) new installation refrigeration job quotes, walk in boxes, refrigerant, Copeland compressors, refrigeration equipment, refrigeration service parts, etc.

• Solicit, foster, and develop new refrigeration accounts and develop market strategies to achieve sales success with these newly developed target accounts.

• Coordinate, follow up, and track orders for timely job site delivery.

• Requests quotes from vendors for refrigeration jobs, equipment, etc. Process vendor quotes to customer bids.

• Act as one point of contact for designated and appropriate accounts.

• Create customer quotes and required documents as required for refrigeration jobs.

• Assist in the creation of any refrigeration marketing or promotional initiatives as required.

• Distribute pricing updates and company specials applicable to the area to the appropriate customers on a regular basis.

• Resolve customer problems and issues within a timely manner.

• Take proactive approach to sales development and problem solving.

• Participate as requested in trade shows, vendor sponsored events, training classes, industry associations meetings, etc.

• Attend company, vendor, and industry functions to maintain the skills required to meet our customers needs and expectations on technical developments, product introductions and changes, etc..

• Conduct him / herself in a professional and courteous manner in all aspects of interaction with contractors, customers, vendors, and colleagues.

• Perform other duties as assigned.

Qualifications

• High School diploma. Bachelor’s Degree in business preferred.

• Proficient with Microsoft Office Suite. Experience with Mincron AS400 is a plus.

• Knowledge of refrigeration system operation, troubleshooting, product selections, load sizing programs, and system selection desired.

• 5-10 years outside sales experience within the HVACR industry preferred.

• Ability to work cooperatively with sales center management, vendors, and co-workers.

• Strong customer service skills, with the ability to problem solve and proactively address customer issues and concerns.

• Valid driver’s license. Ability to travel within the designated sales territory as well as other locations in the U.S. as required for company and vendor related initiatives.

• Proven success in creating and achieving sales and marketing goals preferred.

• Ability to work independently, but meet assigned goals and objectives in designated time frames.

• A positive attitude with the ability to learn, teach, and lead.

• Ability to create and perform quality sales presentations.

• Ability to analyze sales and marketing data.

• Must be proficient in speaking, reading, and understanding English to ensure full compliance with safety standards, training, policies, and procedures.

• Must be able to utilize heavy machinery.

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

• Required to move parts and equipment weighing up to 50 pounds.

• Required to position self to access equipment by standing, sitting, or walking, climbing, kneeling, crouching, or crawling.

• Operates computer and telephone equipment for extended periods of time.

• Visual acuity is required to perform essential job functions such as reading labels, inspecting equipment, monitoring inventory, and operating machinery. Tasks may involve close vision, distance vision, color differentiation, peripheral awareness, depth perception, and visual focus.

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