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Job Description:
Job Summary:
- Independently performs sales work and training under general supervision for assigned territory or account subset by mail, telephone, or the Internet at a fixed site, whether home or office, rather than at the customer’s place of business.
- Initiates actions towards unresolved issues.
- When necessary, the supervisor is consulted for assistance in problem areas.
- Understands product lines, customer segments and their needs, divisional/market functions, and competitive products, prices and policies.
- Utilizes active listening and communication skills to learn and build customer relationships and understand opportunity and priority to sell.
- Responsible for performing work as an individual contributor within a forecast target or as a sales team member cultivating a working relationship with field sales reps in all assigned territories to promote a healthy team selling approach. Achieves specific sales objectives by providing sales coverage of assigned accounts or within assigned territory.
Account Management:
- Establishes and maintains customer relationships (including cold calling).
- Understands the customer’s business/sales model to influence key players. Advances the sales process, service and value proposition. Begins to demonstrate a broad level of internal influence to support the sales cycle.
- Introduces new products, sells and upgrades regular product orders and informs customer of product promotions.
- Applies knowledge of customer contracts, national buying agreements, local contracts and other pricing documents to administer product pricing and make pricing deviations where appropriate. May be required to input orders directly from customer, over the phone, by fax or email.
- Works with assigned field reps to establish, maintain and update a working Sales Plan with strategies and tactics to achieve annual sales forecast.
- Begins to identify customer’s business needs and objectives. Accounts may begin to include distributors, national accounts, and/or accounts outside assigned territory(s).
- Begins to learn and participate in consumer/end user research and data to establish insights. Begins to contribute to the positioning of products/plans.
Product Knowledge:
- Demonstrates knowledge and use of social selling tools to create connections with industry and customers.
- Demonstrates a proficient level of procedural and technical product knowledge to identify products that meet customer needs.
- Demonstrates understanding of individual product value propositions and knowledge of basic applications for their assigned product portfolios.
- Demonstrates knowledge of competition, including competitor strengths and weaknesses and how to position against competitive offerings.
- Demonstrates product applications and provides training to external customers or partners such as distributors, end users, manufacture rep alliances, etc.
- Independently provides appropriate sales support services to customers.
- Leverages appropriate resources to solve complex problems.
- Proactively utilizes business systems, tools and data driven account analytics to manage assigned account/territory.
- Begins to develop and communicate territory sales plans.
- Reports new or unusual pertinent market conditions, competitor activities, and product performance information to key stakeholders.
- Inputs all applicable data into the system in a truthful, measurable format.
- Shares best practices with the team to promote a positive team environment. Independently initiates positive change towards the achievement of goals.
- Consistent contributor to team activities, decisions, and direction. Serves as a coaching resource, providing guidance and training to others on the team.
- Affects change and clearly articulates 3M’s value proposition.
- Identifies market trends and account needs in order to react to market activity and reach favorable sales goals.
- Understands and interprets the sales forecast to meet sales goals. Comprehends where the customer is in the buying process, and facilitates them towards a favorable outcome.
- Independently follows a prescribed selling process, communicating product information and values concisely. Demonstrates listening skills, recognizing and articulating customer needs relevant to sales goals.
- Achieves annual sales targets and objectives.
Education:
- A Bachelor level university/college degree is generally required. In some countries, a 2-3 years technical/vocational/trade school degree in a specific field may be considered equivalent.
- In addition, a minimum of 2-4 years relevant working experience is normally required.
Skills:
- Demonstrates proficient selling skills.
- Independently plans and manages time and resources for effective coverage of territory, communications, and other responsibilities.
- Works within budget guidelines.
- Demonstrates ability to diagnose key problem areas for customers and apply 3M solutions. Uses knowledge of customer and business models to apply and accelerate sales proficiency in alignment with business goals.
- Demonstrates the ability to coordinate internal and external resources in order to navigate through the sales cycle.
- Investigates methods to identify cost saving opportunities or process improvements.
- Demonstrates capacity to manage through more complex customers and/or geographies.
- Requires influencing, written and verbal communication, and active listening skills, planning, administrative and coordinating skills, and analytical skills.
- This statement is intended to be a brief descriptor that can be used as a starting point during discussions with the employee about career guidance, performance, promotion, etc. Requirements for moving to Job Grade S3N include:
- Demonstrates ability to handle concurrent complex selling situations.
- Manages more complex customer relationships/models by understanding the customer’s business needs, working with key influencers in the organization, enhancing the sale and managing growth. Examples include: identifying and persuading key buyers; selling to multiple customers, i.e. distributors, consumers; expanding customer base; identifying new, larger customers.
- Begins to lead teams, initiating actions, participating in decision making, engaging with other organizations.
- Consistently delivers results that often exceed S2N expectations.
Learn more about 3M’s creative solutions to the world’s problems at www.3M.com or on Instagram, Facebook, and LinkedIn @3M.
Safety is a core value at 3M. All employees are expected to contribute to a strong Environmental Health and Safety (EHS) culture by following safety policies, identifying hazards, and engaging in continuous improvement.
Please note: your application may not be considered if you do not provide your education and work history, either by: 1) uploading a resume, or 2) entering the information into the application fields directly.
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