Small Business Account Representative

Summary Description of Position

This position will work in collaboration with other sales representatives, sales management, customer service and inside sales support personnel to generate new and repeat sales. The small business account representative (SBAR) will generate business by calling on customers using all means, personally, as well as via phone, email, or other means. The small business account representative will also answer incoming sales calls and gather market intelligence. A primary objective of this position will be to focus on and expand Vulcan's penetration into the broad-based segment of the market comprised of smaller and less visible businesses/ contractors that are not routinely touched via traditional sales and marketing activities and efforts.

Education, Experience, Skills Required

Education:

* Bachelor's degree or equivalent work experience required

Experience:

* 3 years of relevant working experience preferred

* Sales experience including business to business preferred

* Construction materials or manufacturing industry experience preferred

* Experience using sales system and database tools (e.g., customer relationship management or quote-to-cash) preferred

Knowledge, Skills, and Abilities

* Possesses persuasive selling skills, with the ability to influence others

* Demonstrates excellent interpersonal skills, including the ability to quickly understand needs and develop rapport with a diverse group of people

* Highly motivated, energetic, and results-oriented

* Must be able to analyze and present complex information in a clear and concise manner

* Must be an effective communicator in person, via phone, and email

* Flexible and adaptable, with the ability to work successfully in a fast-paced environment as an individual and as part of a team

* Must be capable of exercising effective independent judgment and decision making * Strong organizational and time management skills; perform tasks accurately, consistently, and thoroughly

* Knowledge and understanding of sales and marketing best practices * Knowledge of and ability to use computer applications and systems * General understanding of aggregates production, plant operations, aggregates product

end-uses, needs, and specifications, and construction or manufacturing industry * Must possess innate curiosity

* Persistent, sees efforts to completion

Essential Functions

1. Identify and prospect new and ongoing business to expand customer sales to a broader base of customers

2. Maintain, develop, and grow relationships with prospective and existing customers, building repeat business with new buyers, and expanding business with existing customers

3. Manage and maintain a pipeline of prospects, primarily via phone customer contact

4. Engage in consistent contact, project specific-quote, follow-up, booking, and account management activities

5. Exercise independent judgment and decision making in providing quotes and pricing to customers within the scope of defined authority

6. Assess, understand, and meet customer needs

7. Communicate with other departments to ensure smooth delivery of product, and address customer issues or problems

8. Respond to new buyer inquiries, quote pricing, and secure business 9. Work collaboratively with other sales representatives to close sales

10.Regularly visit customers in the field and at job sites and association meetings to enhance relationships and understand the market, product applications and to maintain effective market intelligence

11.Gather market intelligence via customer interactions and provide useful feedback to other sales representatives, managers and other support personnel

12.Pursue non-traditional market segments (e.g., landscapers, bagged product, etc.)

13.Advocate for smaller customers during execution activities (such as scheduling and trucking)

14.Use sales systems/tools (including MOBILESales, APEX quote-to-cash, and Sales Analytics) to understand, measure, and capitalize on sales opportunities; communicate information to other sales teams

15.Where appropriate and available, bundle and sell services customers are willing to pay for

16.Exercise independent judgment and reasonable discretion in quoting prices for jobs within the scope of provided authority.

17.Other duties as assigned.

Other Requirements

* Sit for long periods

* Use telephones, computers, cell phones and other electronic devices * Work in a deadline-oriented environment that requires complex, technical information and decision making

* Present complex information in a clear and concise manner

* Multi-task under tight deadlines and other pressures

* Strong analytical orientation with the ability to apply analytical concepts to complex business problems

Behavioral Expectations

Integrity: A respected professional with unquestionable professional and personal integrity who can effectively represent the department and the company internally and externally

Relationship Management: A highly energetic and charismatic sales representative who can quickly establish trust and credibility internally within the sales team and other internal partners, and externally with customers and other stakeholders

Communication Skills: A skilled communicator with the ability to listen to customer needs, clearly articulate ideas and concepts to multiple audiences, and effectively negotiate and influence others

Strategic Thinking: Ability to think conceptually and critically to relate day-to-day activities to the overall objectives of the sales team, division, or area

Problem Solving and Decision Making: Demonstrates a high level of independence and the ability to create value for the organization. Is able to diagnose, gather facts, and solve sales problems and customer service, and understands when to ask for help and use resources when needed

Planning, Prioritizing, and Coordinating - A well-organized, results-oriented individual who proactively sets challenging goals and is able to balance multiple priorities to meet deadlines and achieve sales results

Critical Competencies

Customer Focus: Takes responsibility for customer relationships, keeping promises and commitments.

Results Oriented: Sets challenging goals (individual and organizational) and tracks performance, and ensures that all projects/tasks are completed on schedule and within budget.

Communication Skills: Communicates clearly and listens carefully in an open, candid and consistent manner.

Conflict Resolution: Actively confronts barriers to communication and effectiveness in a firm, but approachable manner.

Interpersonal Interaction: Quickly establishes rapport with internal and external customers to develop trust that their concerns are heard and responded to promptly.

Negotiating Skill: Has the ability to manage the information given to customers/government with diplomacy and political acumen. Persuades others to accept a point of view by appealing to their logic or feelings.

The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change. The Company may at any time, in its sole discretion, modify or vary from anything stated in this job description, with or without notice.