JBT Corporation

  • Sales Rep - Upper East Coast, Virginia to Boston

    Job Locations US-AR-Russellville
    Posted Date 6 days ago(6 days ago)
    Requisition ID
    2018-3188
    # of Openings
    1
    Category
    Sales
  • Overview

     

     

    JBT CAT

     

    POSITION DESCRIPTION

     

    Position Title:

    Sales Representative – Upper East Coast – Virginia to Boston

    Pos. No:          

     

    Reports To:

    Sales Manager

    Grade:

     

    Work Location:

    Department:

    Russellville, AR

    Sales

    FLSA:

    Exempt

    Prepared By:

    Tina Hohensee

    Date:

    May 2018

    Approvals:

    Mark Moody

    Date:

     

     

    Purpose:

    Manage JBT CAT product portfolio to assigned Processed and Protein Foods customers and be accountable for increasing market share and overall sales to those customers. Develop strategies and implement plans to maximize the profitability of JBT CAT customers.  Be accountable for customer satisfaction as it relates to both new equipment and aftermarket purchases as well as productivity solutions. Fully employ JBT CAT technical resources (personnel and facilities) to provide productivity solutions to assigned customers.

     

     

    Essential Duties and Percent of Time Spent:

    Manage JBT CAT’s product portfolio with assigned customers and be accountable for increasing market share and overall sales to those customers.

    -          Travel to assigned customers and throughout assigned territory to call on prospects.  Willingness to travel 60-70% of time including some weekends.

    -          Effectively use telephone, email, and mail to communicate with customers and management.

    -       Demonstrate product using marketing materials to emphasize the saleable features of JBT CAT and its product portfolio.

           -      Manage the customer’s perception of JBT CAT as the premier food processing solutions provider in

                the industry.

     

    50

    Develop strategies and implement plans to maximize the profitability of JBT CAT customers.

    -Meticulously enter orders to eliminate change-orders or warranty related costs.

    -Effectively negotiate and minimize order discounting to key customers.

    20

    Be accountable for JBT CAT customer satisfaction as it relates to new equipment and aftermarket purchases as well as productivity solutions.

    -          Stay aware and influence the effects of the JBT CAT aftermarket sales group as they relate to assigned customer’s experience.

    -          Continuously communicate with field service to understand operational issues that may affect new equipment sales.  Work with field service to resolve those issues in a timely fashion.

    -          Work with parts and service to increase aftermarket revenues with assigned customers.

    10

    Fully employ JBT CAT technical resources (personnel and facilities) to provide productivity solutions to assigned customers.

    -       Accompany assigned customers to JBT CAT and or other sites for testing and reference visits.

           -       Identify revenue generating opportunities to deploy training, field service and application services to         

                   improve customer’s operational efficiencies.

    10

    Continue personal skills development.

    Cntinuously assess personal skills and abilities in a constructive way. Determine what areas of training will facilitate accomplishment of essential duties and responsibilities.

    10

    Occasional Responsibilities:

    Performs other duties as assigned

     

    Requirements:

    Knowledge and Skills/Experience:

     

    Minimum 4-year University degree preferred or 8 to 10-years’ experience in field with JBT food processing equipment.

     

    Must indicate demonstrated effectiveness in:

    • Influencing others through facilitation and leadership techniques.
    • Managing multiple and shifting priorities under critical time constraints across a diverse group of people.
    • Strong oral and written communication skills with all levels of employees. Scope of Responsibility/Accountability:
    •  
    • Collecting and analyzing appropriate data to determine strength of opportunities and best use of resources

    Explain the degree of supervision/guidance, procedures/ processes used, judgement, creativity, planning & resourcefulness needed to do the job.

     

    RELATIONSHIP RESPONSIBILITIES:

    Indicate positions that report directly to this position.   Number of direct / indirect reports.

    None

     

    Indicate internal/external contacts and purpose of contacts.

    Primary external contact is the customer, to develop new sales contacts and check on existing accounts.

    Internal contacts: Develop relationships with marketing, applications, third party suppliers, field service,

     

     

    SCOPE OF RESPONSIBILITIES / ACCOUNTABILITY:

    Explain the degree of supervision/guidance, procedures/ processes used, judgement, creativity, planning & resourcefulness needed to do the job.

    Position will require successful candidate to have a high degree of creativity, problem solving, judgment, and communications skills. Significant autonomy and initiative required to investigate customer needs and our opportunity to meet them, then collaborate with other functions for necessary resources to meet the commitments to customers.  

    How are errors detected and what is possible impact of those errors?

    Tracking of customer sales and satisfaction. Errors could result in lost sales and adverse customer relationships.

     

     

    Work Environment and Physical Demands: The work environment and physical demands described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

     

    Work Environment: Office and customer site environment. Customer sites typically present conditions which are potentially hazardous and therefore require familiarity with and adherence to applicable safety procedures and policies. 60% to 70% travel.

     

    Physical Demands: Low physical demands; conditions at customer sites may encounter slippery or obstructed walking surfaces and loud noises.

     

     

    This job description is a summary of essential job functions. It is not intended as an employment contract, nor is it intended to describe all duties someone in this position may perform. All employees are expected to perform tasks as assigned by supervisor, regardless of job title or routine job duties.

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