Sales Representative – Industrial
Location: Memphis, TN
Aggreko is a global leader in providing temporary power generation, temperature control and oil-free compressed air systems. Founded in 1962, (www.aggreko.com) prides itself in inspiring confidence to its customers through equipment, services, relationships and the knowledge that always gets the job done.
Aggreko industrial sales professionals are responsible for selling temporary utility solutions that utilize Aggreko rental equipment and services technicians to industrial customers. Primary responsibilities include developing current and potential customer relationships in order to obtain or surpass the yearly revenue budgets in line with company procedures and targets. In addition, responsibilities include utilizing all of Aggreko’s available support resources to develop and execute an annual territory sales plan, account management, cold calling, presentation development and delivery, closing deals, working with operations teams to ensure customer needs and collections are met.
Essential Job Functions
Establish a customer base in which to promote and solicit new, diverse, on-going business by calling on regular and prospective industrial customer base via phone or traveling throughout assigned territory to solicit orders and close sales; may also require compilation of lists of prospective customers from various sources to use as sales leads Industrial Sectors are defined as:
PetroChem & Refining
Quarrying & Mining
Food & Beverage
Oil & Gas
Develop and achieve applicable Annual Territory Sales Plan which sets revenue, profitability and market growth targets
Engage high potential targets using Solution Selling skills to uncover customer pain and utilize Aggreko internal resources to design and deliver appropriate value added solutions to the customer
Quote prices, contract terms, estimated delivery date, and credit terms to customers by using established process
Prepare reports of business transactions and expense accounts within specified time frame
Coordinate with appropriate Rental Center functions to prepare sales contracts, other documentation and/or collection for orders and projects
Coordinate customer and project specs with internal operational personnel to insure that the objective of the project is accomplished in accordance with the customers schedule and needs
Maintain accurate reports and database records of customer contacts/activities and transactions
Prepare accurate and current progress reports to management on the status of all pending opportunities and critical customer-related activities
Provide technical sales assistance for power and temperature applications using job related manuals
Achieve ‘step changes’ in business results
Embrace and promote safety culture
Bachelor’s degree or related experience or an equivalent education and experience combination
PC literacy in a Microsoft environment
Proficiency with customer relations systems to track all sales contacts, meetings, opportunities, proposals and orders
3-5 years of previous direct business to business sales experience, preferably in industrial type market
Development and achievement of applicable Annual Territory Sales Plan which sets revenue, profitability and market growth targets
On-target achievement of EEE certification, and thereafter, use of EEE selling skillsIf applicable, targeted development of territory
Safety : Embraces and promotes Safety Culture; Recognizes and acts to correct unsafe operating to reinforce Aggreko’s commitment to safety and enable the organization to conduct dialogue and measure individual contribution to a safety culture
Effectiveness : good decisions Income, Cost, Resource Utilization that have had a strongly positive effect on performance
Quality : Sustained performance through effective use of time and resource. Here the emphasis is on contributions that have a less immediate impact but which over time make a meaningful difference to the performance of the organization. For example excellent planning and preparation that results in a high quality outcome; care taken to avoid mistakes; the delivery of very high levels of technical service in a way that also protects the financial performance of the business; contribution to effective team working. The kind of high quality, reliable and collegiate performance which, over a year, makes a real difference to the company. People who deliver this kind of performance establish a personal reputation for quality and reliability and become the 'go to' members of the team that the organization really relies on.
Impact : Reliable, collegiate, high standards which over a year, makes a real difference to the company. People who deliver this kind of performance establish a personal reputation for quality and reliability and become the ‘go to’ members of the team that the organization really relies on.
Behavior Factors for Individual Contributors:
Drive for Results: Drive for results is a deep-seated inner desire to compete against standards of excellence and achieve ‘step changes’ in business results. It covers the desire to strive for constant improvement and to continuously redefine what can be achieved both in the market place and with the resources that are available to the individual. Outstanding performers focus their energy on achieving objectives, which support the long-term success of the business. They do this in a way that demonstrates maturity and self-control
Task Completion : Reliable, Focused, Committed to Completing Tasks
Resilience: Persistent, positive, self-reliant
Accountability: ; Drives better outcomes by taking personal responsibility
Customer Focus : Understands the importance of customer needs, whether internal or external, focuses on responding to them and develops relationships
Working Together with Others: Relates to people, engages, builds relationships
At Aggreko, we’re leading with confidence, bringing advanced rental energy solutions to the world, and providing you with pathways for success. If you are interested in joining our dynamic team, please submit your resume today.
Aggreko is an equal opportunity employer.