Territory Sales Representative

Ace Industries, Inc.

Phoenix, AZ, USA

Published: 6/14/2022

Full Time

Job Description

Division: SVC-PHX: (Phoenix, AZ)

Position: Territory Sales Representative

Reports To: Western Director of Sales

Employee Type: Full-time

The Territory Sales Representative grows the existing customer base, creates new opportunities, and exceeds monthly business objectives while adhering to company policies. The role owns the Fort Worth territory end to end, from prospecting and quoting through booking, inspection contract growth, and renewals, and works closely with the branch team and the Western Director of Sales.

ESSENTIAL DUTIES

Sell the full range of ACE Industries services and product offerings.
Network with existing customers to increase sales, retain business, and build strong relationships.
Solicit and develop new business opportunities across the territory.
Proactively engage existing customers who transact through self-serve and web channels, and convert that spend into rep-managed, recurring relationships.
Grow inspection contract business, both new contracts and renewals, and pull through the repair, parts, and modification work those inspections uncover.
Meet and exceed monthly quota based on company growth objectives.
Conduct daily sales meetings and presentations to achieve monthly goals.
Maintain a strong working knowledge of ACE industry-specific services and product offerings.
Maintain professionalism, diplomacy, sensitivity, and tact to represent the company positively at all times.
Coordinate sales efforts and joint sales calls with vendors and the ACE Strategic Accounts team.
Use NetSuite as the system of record for sales planning, territory management, and quoting. Log all sales activity in real time, build Quote Builders, and attach supporting documents to the Quote Builder Files tab.
Leverage available technology, including AI tools and iPad, to work the territory efficiently.
Provide accurate product quotes and proposals to customers as needed.
Attend all required safety meetings and adhere to all Safety and PPE requirements and policies.
Adhere to all company policies, procedures, and business ethics codes.

WEEKLY KPI TARGETS

This role is measured against the standard ACE Territory Sales Representative scorecard. Targets are set annually and may be adjusted by the CRO. At full ramp the weekly targets are:

WEEKLY METRIC - TARGET

Total quotes created - 14 to 15 per week (at least 8 built by the rep)
New inspection quotes - 2 to 3 per week
Total bookings - 18 per week
New inspection contracts - About 1 per week (4 to 5 per month at full ramp)
New inspection units - About 5 units per week
Service sales and recognized revenue - $58,000 to $62,000 per week
Total CRM activity - 70 per week (roughly 8 visits, 25 calls, 12 completed tasks)
Active-customer coverage - 70 to 80 percent of buying customers engaged over trailing 12 months

New reps ramp toward these numbers over the first 90 to 120 days the first few months will be spent

on training and learning the systems and customer base.

EXPECTATIONS

Each Monday and Friday is an in-branch or in-office day: working with branch team members, planning, making outbound sales calls by phone and email, and handling admin work (quoting, time entry, expenses, and logging activity in NetSuite). Friday can be an exception (not mandatory) when appointments with prospects or customers are scheduled. Communicate weekly activity and planning to the Western Director of Sales.
Hold 7 to 10 scheduled appointments per week with prospects and existing customers.
Make appropriate on-site cold calls and cloverleafing while in the field (volume varies by territory).
Complete a minimum of 30 to 40 outbound sales engagements per week by phone and email.
Use Maps and NetSuite to identify and engage 10 or more targets per week, generating 2 to 5 new inspection contract quote opportunities covering 25 or more units.
After the 90 to 120 day ramp, generate 4 to 5 new inspection contracts per month.
Drive existing inspection renewals by contacting the customer, creating the quote, and obtaining the purchase order to renew the contract.
Exceed $60,000 in service sales per week.

REQUIRED EDUCATION AND EXPERIENCE

4 to 7 years of experience in outside sales.
Working knowledge of technology, CRM systems, AI tools, Microsoft Outlook, Excel, and Word.
Mechanically inclined.
Able to preserve confidential or sensitive information.
Effective time management, organization, and multitasking skills.
Persuasive communication skills.
Team player who works well under pressure and partners with the branch manager to grow existing business.
Strong closing skills and a proven ability to achieve sales objectives.
Comfortable in a professional office environment using standard equipment such as laptops and

smartphones.

PHYSICAL DEMANDS

The physical demands described here represent those that must be met to perform the essential

functions of this job. The employee must occasionally lift or move up to 20 pounds and will be

frequently exposed to fumes, airborne particles, and moving mechanical parts. Noise levels on job

sites can be loud.

POSITION TYPE AND EXPECTED HOURS OF WORK

Full-time, Monday through Friday, 7:00 a.m. to 5:00 p.m., with additional hours as needed to exceed

sales quotas.

TRAVEL

Travel is expected for those territories that are assigned to you that are 2-hour-plus drives. Although for Dallas-Fort Worth we expect 90% + of your time spent in the metro area. Longview TX , maybe an occasional trip

\nCompany Description

Ace Industries, Inc., founded in 1932, is one of the largest and most diversified overhead crane and hoist distribution, manufacturing, and service companies in the United States. Ace has fully stocked warehouses, service centers, and sales offices in 25 different locations nationwide. Ace’s e-commerce site provides thousands of material handling products to a nationwide customer base. These include technical resources that allow users to source repair parts and accessories for critical infrastructure equipment that keep the backbone of our country running.