JOB PURPOSE or JOB SUMMARY:

The Field Sales Representative is responsible for prospecting, developing, and closing new business within the assigned territory through extensive fieldwork and direct customer engagement. This role focuses on industrial distribution sales to drive revenue growth and profitability for Hydrotech, Inc. and its authorized principals while achieving individual sales quotas.

Key responsibilities include building and maintaining strong customer relationships, providing comprehensive product information, resolving customer issues, and delivering exceptional service. Success is achieved through collaboration with internal support teams, active participation in marketing programs, and consistent demonstration of superior customer service to both internal and external clients.

The successful candidate will contribute to a positive working culture and exemplify the company's core values of integrity, collaboration, and accountability in all business interactions.

ESSENTIAL DUTIES and RESPONSIBILITIES:

• Pursuing and obtaining appointments with current and prospective customers/clients for the purpose of:
• Seeking to understand a customer or prospective customer’s needs and to create or discover opportunities where our fluid power products and services can provide benefit.
• Presenting current product information and correlating benefits to the customer
• Utilizing internal resources to solve customer problems.
• Communicating with external suppliers and internal departments regarding new opportunities or issues.
• Making persuasive presentations of our products and services to both new and current customers.
• Adapting sales approach or solution which accommodates the customer versus force fitting the customer into an existing model.
• Overcoming competitive sales objections or better positioning our products versus the competition.
• Achieving a working knowledge of Hydrotech, Inc., products and services, continually updating and enhancing product knowledge.
• Increasing sales by proactively upselling with a special focus on cross-selling, value-add, and profit-add opportunities to ensure the best value for customers and maximized return to our company.
• Recommending alternate products when applicable based on availability and cost.
• Achieving monthly, quarterly, and annual sales and margin goals.

Process Quotes as requested.

• Possess a working knowledge of vendor products, pricing, ERP systems, and personal computer skills.
• Develop accurate product quotations or communicate with other departments to develop proper quotes
• Quote new business at the optimum profit possible, while meeting customer needs.
• Understand the economics of the quote process both internally and within the customer’s business.

Create and Maintain Positive Customer Relationships

• Building a trust-based, confidence-inspiring relationship with customers.
• Create and implement account plans with Sales Management to solidify customer loyalty.
• Regularly visiting, calling, and communicating with customers as appropriate.
• Provide exceptional customer service, both internally and externally.

Coordinate and communicate with Internal departments and external principals.

• Communicate market intelligence to the appropriate external and internal associates or departments.
• Coordinate opportunities and strategies for new business with internal associates.
• Work with sales and other internal departments as needed to develop or expand business opportunities.
• Develop detailed solutions, determine resource utilization, and identify other tools needed to increase sales and expand the company’s influence within assigned accounts and throughout our Primary Marketing Area.

Utilize strong time management and organizational skills.

• Prioritize and follow through on issues.
• Create reports for management on a timely basis.
• Maintain and update internal systems daily.
• Present updated reports as assigned or required by Management.
• Clerical/General Administrative
• Respond to routine emails, phone calls, texts or direct communication in a prompt, timely manner.
• Make copies, print documents, and maintain accurate and traceable files of activities in accordance with company protocols.

An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this position.

COMPETENCIES:

Written communication skills - Writing must be concise, organized, and clear.

• Verbal Communication skills - Convey ideas persuasively; either speaking spontaneously or in a prepared presentation.
• Data skills: Correcting, Analyzing, Comparing, Evaluating, Computing, Reporting and Coordinating
• Highly skilled with people: Negotiating, Instructing, Communicating, Serving, and Helping.
• Team player that relates and works well with clients and employees.
• Readily adjusts to rapid changes in technology, products, and the marketplace.
• Demonstrates business acumen, consultative selling skills, and understands value-based selling.
• Basic skills in computer operations and mathematical calculations.

Measurements

• Sales metrics include but not limited to growth, margin goals, customer feedback, and assessments offered by key associates with our top principals and suppliers.
• Successful and proficient at achieving new business.
• Customer satisfaction surveys
• Number of new quote opportunities and the number of quotes converted to orders.
• Accuracy of quotes
• Customer retention rates
• CRM entries and maintenance

PHYSICAL AND MENTAL DEMANDS:

• Ability to work independently from office, home, customer location, or while traveling.
• Proficient computer abilities
• Ability to speak to and hear employees/clients via phone or in person.
• Body motor skills sufficient to enable travel to and from customer accounts, and ability to traverse within a customer’s office and/or manufacturing facility.
• Ability to analyze unique situations and develop appropriate response.
• Additional Mental Requirements: compare, decide, direct, problem solve, analyze, instruct, interpret.
• The mental and physical requirements described here are representative of those that must be met by an individual to successfully perform the essential functions of this position.

WORKING ENVIRONMENT:

An average of 40 hours per week but recognizing that Field Sales often requires additional time or unconventional hours to successfully attain one’s personal sense of accomplishment.

Work typically performed within the office or while visiting the customer/client at their place of business or manufacturing operation.

Tools and Equipment Used or Required

• Personal Automobile for travelling to and from customers and making sales calls.
• A valid operators’ license with a clean insurable driving record.
• Company supplied computer, phone, safety glasses, hard hat, and steel-toed shoes in some situations.

Travel

Travel may be infrequently required for supplier training seminars or to visit a remote location of an assigned account.

The work environment characteristics described here are representative of those individual encounters while performing the essential functions of this position.

• High School diploma or equivalent two, or four-year business degree preferred.
• Three plus years of Inside and/or Outside sales experience
• Proficiency with CRM systems and sales tools
• Technical or mechanical aptitude