Sales Consultant

Overview

The Sales Consultant represents Southern Glazer s in the most influential customers in the market as an industry expert member of the Southern Glazer s family.

This individual is passionate, innovative, and self-motivated with a business-oriented and customer-focused mindset. The Sales Consultant Sr primary responsibilities are to visit the customer, have the right consultative sales conversations, and increase sales revenue.

Face-to-face consultative selling built on trusting relationships drives maximum value to our customer and supplier partners as well as to the SGWS organization.

Primary Responsibilities

• Build positive, credible, lasting customer relationships based on trust in the highest volume, most visible accounts
• Discover and identify customer business growth needs
• Develop a customer business growth plan for each account
• Assume responsibility for struggling accounts and make them successful coaching less experienced Sales Consultants
• Analyze data and insights to increase sales, grow customer business, and better achieve objectives
• Build a pipeline of selling opportunities to drive incremental sales above base business
• Regularly and consistently pre-plan account visits with an agenda, service purpose, and selling opportunities
• Prioritize sales activities to achieve objectives based on each customer business growth plan
• Visit accounts regularly, capture visit notes, and build visit plans considering previous visit outcomes
• Maintain expert knowledge of SGWS products and correctly present and position them in each account
• Propose selling solutions to each customer and win the sale using consultative selling skills
• Achieve internal SGWS and supplier objectives as prioritized by management
• Manage customer issue resolution and seek additional opportunities to support the customer s needs
• Adapt a selling approach based on each customer s buying styles and individual business needs
• Be knowledgeable and experienced in all accounts staying current with what competitors are offering and how SGWS products are positioned relative to the competition
• Document and maintain account- and customer-specific information in the Proof CRM application
• Participate in sales meetings, on-site training, and supplier events as required
• Perform other duties as assigned

Additional Primary Responsibilities

Minimum Qualifications

• 21 years or older
• At least 5 years experience as a Sales Consultant
• Expert level industry knowledge in both SGWS products and competitors
• A large number of industry certifications
• Mastery of consultative selling process
• Able to analyze and understand data and information
• Able to leverage SGWS technology to perform duties and responsibilities
• Able to build and structure customer presentations and product proposals
• Proficient in using mobile devices (e.g., iPad , smartphone) and online communication techniques (email, posting, texting, etc.

in a professional manner

• Able to consistently achieve results, even under tough circumstances
• Able to take responsibility for own actions and results; commits to providing a consistently high level of service to customers, suppliers, colleagues, and management
• Able to communicate effectively through various methods and express self clearly and concisely while appropriately tailoring the message to the audience
• Thrive on creating and selling innovative ideas and demonstrate an entrepreneurial spirit
• In-depth understanding of retail pricing, margin, and markup
• Goal-oriented focused, and assertive individual who needs little direction or supervision
• Able to be nimble in ambiguity; be open to change; embrace innovative ideas
• Team player; works collaboratively with others
• Able to work in a fast-paced, results-driven environment
• Must possess a reliable vehicle, a valid driver’s license, and the ability to obtain and maintain auto liability insurance on their vehicle in compliance with SGWS company requirements.
• High School Diploma or GED required
• Able to travel as needed

Physical Demands

Physical demands with activity or condition for a considerable amount of time include sitting and typing / keyboarding using a computer (e.

g., keyboard, mouse, and monitor) or mobile device

• Physical demands with activity or condition may occasionally include walking, bending, reaching, standing, and stooping
• Physical demands with activity or condition for a considerable amount of time include driving throughout the day with segments up to 2 hours
• May require lifting / lowering, pushing, carrying, or pulling up to 45lbs

This position is deemed a safety-sensitive position. As such, any person who is given a conditional offer of employment will be required to pass a drug test.