Commercial Sales Representative

General Summary:

Sells pest management services to businesses to achieve required performance outcomes.

Develops and maintains a list of prospective customers utilizing various methods (e.g., cold calls, phone books, mailing lists, networking, etc.).

Sets appointments and conducts inspections.

Designs and proposes treatment strategies.

Maintains organized and thorough records of sales activities.

Prepares and submits sales reports.

To qualify for employment individuals must meet the basic qualifications and be able to

perform the required competencies. Reasonable accommodations may be made to help people

with disabilities perform in this position.

Required Competencies:

PROSPECTING (person with identified need, budget, authority to purchase) • Uses creative efforts to generate sales opportunities. • Stays abreast of activities in the market.

• Develops command of assigned sales territory.
• Maintains good balance and volume of prospects.
• Maintains 100 qualified prospects in sales funnel at all times.
• Effectively uses telephone to achieve agreed upon sales objectives
• Works with technicians to achieve self-generated leads

PROPOSAL WRITING

• Conducts professional inspections. • Prepares estimates and submits professional quality proposals in timely manner.
• Writes and presents compelling reasons to use our services.

CONTACT MANAGEMENT SYSTEM

• Uses system to maintain high quality information on daily/weekly/monthly activities.

FACE-TO-FACE SELLING

• Is punctual and follows-up in a timely and professional manner. • Understands different personality types and flexes to maximize favorable attention.

• Has clear call objectives for all face-to-face meetings.
• Always has professional appearance and demeanor.
• Maintains integrity of pricing plans; avoids discounting without pre approval. • Dresses in a professional manner (see Dress Code)

SERVICE AND CUSTOMER RELATIONS

• Represents company in service situations, key customers, etc.

• Advocates internally and externally, for both company and customer. • Supports account management; works with Technicians and Service Managers as needed.
• Implements price increases.

TECHNICAL

• Maintains service "product" knowledge to the extent needed to sell quality service and

represent the company with accuracy and integrity.

• Effectively utilizes IT, hardware, and software programs used in the Company, and

coaches others when needed or requested.

SALES PLANNING

• Creates strong personal selling plan. • Demonstrates high quality territory management.
• Implements the company's sales and marketing Plan daily.

TEAMWORK

• Covers for other sales reps when needed. • Helps train new sales representatives.

OTHER

• Performs other duties as required. • Spends necessary time to obtain agreed upon goals.

Required Performance Outcomes:

• Achieves goals according to signed sales goals

• Adds 12 new opportunities to sales funnel each week

• Conducts 20 new proposals per month ($150.00 per month avg.)

• Prices initial services at 1.5 times regular service

• Closes 50% of submitted proposals

• Sales opportunities and activities documented in PestPac daily (8:00am)

• 90% of pest sales recurring service agreements

• Obtain referrals from all existing customers

• Zero at-fault vehicle accidents

• Paperwork completed and submitted as required

Basic Qualifications- Required:

• Valid motor vehicle operator's license & safe operation

• Read, write, speak, and comprehend English

• At least 18 years of age

• Legal to work in the U.S.

• Possess high school diploma or G.E.D.

• Reliable transportation to and from work

• Available to work required days and times

Free of any illegal drug use, Zero tolerance drug policy

Basic Qualifications- Preferred:

• 4-year college degree
• 2-years successful outside sales experience
• AIB certified

Required Credentials/Certification(s):

• Within 75 days attend NC state registered tech school

• Obtain and maintain NC certified Applicators certification within 6 months

Required Knowledge:

• Reading, writing, and speaking English, and basic mathematics
• Communication technologies such as iPhone, Excel Spreadsheets, PestPac, e-mail and web
• Organizing and prioritizing tasks and time
• Predominant pest pressures and treatment alternatives
• Treatment regulations and safety procedures IPM and Schools
• Prospecting and the business-to-business sales process
• Common business software (word processing, spreadsheets, e-mail, web), iPhone, iPad
• General business practices and politics

Required Skills:

• Reading, writing, and arithmetic
• Organizing and managing time
• Inspecting and diagnosing pest problems
• Creatively generating sales opportunities
• Proposing, presenting, persuading, and closing

Required Physical Abilities:

• Sit, stand, walk, hear, touch, talk, write, type, smell, drive, crouch, crawl, see close up and far away, use iPhone and iPad, use computer monitor and keyboard, ascend/descend a ladder, use small hand/power tools, lift and carry up to 20 pounds, and tolerate heights, confined working spaces, and variable weather conditions.