Crimson Trace

August 17, 2015 |
Kroll International Seeking Regional Account Specialists

Job Description: Regional Account Specialist
Department: Sales
Reports to: Director of Sales & Business Development
Location: Shelby Township, Michigan

Kroll International, a leading wholesaler of law enforcement, military tactical, public safety, and shooting sports equipment seeks an experienced Director of Sales and New Business Development to add to their dynamic team in Southeast Michigan. PLEASE NOTE: THIS JOB IS LOCATED ON-SITE IN SHELBY TOWNSHIP, MICHIGAN – TELECOMMUTING IS NOT AN OPTION. THANK YOU.

Job Objective:
To increase sales revenue and meet sales goals, convert prospects into customers, service existing customers, and grow and develop assigned territory in order to meet Kroll International's organizational objectives. Maintain high levels of professionalism with a key central focus on the customer.

General Responsibilities:

Sales
· Conduct regular, proactive sales calls with follow up communications to existing customers to increase product awareness and sales, build customer relationships, and further develop customer performance
· Manage inbound sales requests via phone and/or email to maximize revenue and provide optimal customer service
· Manage and negotiate large-volume quotes/bids/orders
· Accurately enter and maintain data in ERP system
· Seek out opportunities for cross-selling/up-selling
· Service customers outside of territory as needed in a team based atmosphere
· Qualify new leads within 24 hours; facilitate new leads through the pre-determined prospecting process; seek out opportunities to generate new leads
· Participate in trade-shows as needed to cultivate new prospects
· Educate new and existing customers on special sales/marketing promotions
· Embrace a team based sales environment while maintaining a healthy competitive spirit
· Maintain high levels of professionalism under all situations and escalate issues when they arise and work towards a solution

Customer Service
· Provide timely follow-up to all customer inquiries

· Be a one stop solution; answer all questions, concerns, issues until customer is satisfied

· Manage customer problems/concerns effectively to ensure an equitable and timely resolution to maintain industry leading customer service reputation

· Diffuse conflict situations with customers; maintain professional conduct with customers via verbal and written communications

· Escalate problems quickly and actively seek support from Team or Manager

Territory Development
· Manage a "soft" territory:
o Develop a TDP (territory development plan) and liaise with various internal business to accomplish team and personal goals
o Field and elicit customer contact regardless of physical location
o Some field travel may be required to visit customers
· Develop and maintain accurate database of customer information in ERP system, including use of prospecting and Customer Relationship Management (CRM) functionalities

· Educate territory on new line launches/new product launches

· Participate in new product/new line training as needed

· Monitor competitive landscape in territory; identify any potential territory-specific opportunities or threats, including but not limited to new customers or vendors

· Quarterly Reviews

o Top performing, under performing

o P&L analysis by vendor and by customer

o Competitive/Opportunity analysis

Analysis & Metrics
· Comfortable creating/analyzing KPIs (Key Performance Indicator) to achieve personal and company goals and metrics
· Create territory and customer-specific forecasts, annually and/or as needed
· Identify sales trends in territory through continuous monitoring
· Create analytical reports of customer performance with discussion of reports with customer
· Monitor individual account performance and drill down into vendor specifics to find or create opportunities
· Contribute feedback to new line or new product launches

Skills/Qualifications:

The ideal candidate for this position will have the following skills/qualifications:

· Understanding of sales cycle process and consultative selling approach
· Industry experience preferred; passionate about products
· Ability to manage a variety of situations with a positive encouraging outlook
· B2B sales and account management experience, preferably in a related industry
· Understanding of wholesale sales model; retailer experience preferred
· Strong analytical skills, including ability to analyze sales trends, margin, and inventory
· Strategic planning and strong negotiation skills
· Familiarity with e-commerce purchasing behavior; experience with e-tailers ideal
· Strong communication skills; both written and verbal
· Basic financial concepts as it relates to sales, margin, revenue, and accounts receivables
· Moderate technology skills, including intermediate excel skills
· Solid interpersonal skills required
· Aspire for continued personal growth & development

Resumes to: humanresources@krollcorp.com