Enterprise Sales Representative

Role Overview

• Prospecting: Identify potential customers and leads via phone calls, email, social media
• Follow Up: Create, develop, and manage relationships between DCI and local customers
• Salesforce: Log all customer interactions and sales activities
• Administrative: Prepare quotes / proposals, respond to customer inquiries, schedule upcoming meetings. Execute customer volume growth agreements. Coordinate the internal account support team to best serve the customer, give direction and facilitate meetings as needed.
• Customer Meetings: Either in person (preferred) or site visits to discuss potential new business and identify customer requirements
• Champion Customer Experience: Ensure customer needs are met, issues resolved, and expectations exceeded
• Pipeline Management: Review and prioritize opportunities based on customer status and deal stage
• Pipeline Review Meeting (w/ Manager): Review top opportunities, deal parameters, and next step to close an opportunity
• Pipeline Review Meeting (+ Ops): Review top opportunities by region, deal parameters, and any assistance needed from Operations
• Opportunity Review (w/ Account Owners): Coordinate local / national sales efforts to ensure and cohesive approach and avoid conflicting messaging
• Sales Reporting: Review prior month performance and activity level against key KPIs
• Marketing: Consistently and on-going collect customer and market data and add to the account plans/marketing strategy to inform our market position. Review upcoming marketing plans regarding specific campaigns related to a DCI capability, DCI operating market, or industry segment.
• Marketing Feedback: Review effectiveness of current or prior marketing campaigns and measure success of lead conversion
• Territory Sales Planning: Review territory coverage, gaps and support needed from operations or account teams assigned to top customers
• Customer Reporting: Develop regular operational performance reporting to customers in the region including metrics and trends
• Service Implementation: Coordinate implementation of service changes, volume expansions, or new site launches
• Quarterly Service Reviews: Conduct Quarterly Service Reviews (QBR) with each assigned account (minimum of two per year / two in person)
• Performance Monitoring: Review sales performance in the region and against quota, identify trends and improvement areas
• Forecasting: Provide an updated forecast based on customer activity and industry feedback
• Market Analysis: Continuously analyze market trends, customer feedback, and competitor activity to inform go-to-market strategy
• Networking Online: Review any changes in leadership at customers and competitors, review online profile as needed (e.g. LinkedIn)
• Networking Events: Participate in industry events including detailed advanced planning related to marketing message, customer meetings, and social events
• Internal Networking: Participate in internal meetings and planning sessions to develop relationships and supplement market plans
• Contract Management: Manage contract renewals including price increase negotiations and service SLA requirements
• Annual Review: Performance evaluation on prior year including goal setting and quotas for the upcoming year
• Annual Meeting: Participate in the annual company meeting to review territory performance including short falls and future opportunities

Requirements

• Bachelors Degree or at least 3 years of relevant industry or sales experience for a large, distributed service-focused sales organization
• A producer with a verifiable track record of identifying, creating, and closing deals, and ultimately building a business.
• Expertise in building and managing a pipeline from lead generation through deal closure (Preferred)
• Industry experience in transportation, logistics, chemical services, bulk containers, environmental services, or industrial maintenance (Preferred)
• Experience in distributed service-based organizations with field sales teams

Benefits

• Medical, Dental, and Vision Insurance
• partially employer paid
• 401k with generous employer match
• PTO
• 10 Paid Holidays
• Tuition Reimbursement
• Parental Leave