1. GENERAL SUMMARY: Primary purpose of the position.

Ensures order and revenue growth of Company products and services to assigned customer and prospect accounts by analyzing and meeting customer needs; developing and implementing sales plans; selling products and providing customer support in the automotive industry. It is important to show and calculate the value for the existing customer. Manage the team on site by coaching and supporting in their development requirements and ensuring this team functions effectively.

2. PRINCIPAL ACCOUNTABILITIES: Essential functions for this position listing the most important first.

1. Achieves annual sales targets by working with the District Manager, Strategic Account Manager, and Key Account Manager to establish selling strategy and tactics. Obtains orders and establishes new accounts; plans and organizes daily work; calls on existing and potential sales customers. Analyzes customer needs, requirements, and strategic plans recommending solutions with Company programs. Keeps management informed through regular activity reports and communications.
2. Focuses on customer retention and improving customer satisfaction through excellence in the application of the Six Service Standards and customer feedback surveys.
3. Manages the sales order process from order acceptance to delivery in a timely and professional manner; coordinates with marketing pricing. Manages customer contracts by verifying supplied products and contractual service levels. Provides technical support to customers; identifying and resolving customer complaints, escalating as required.
4. Adds customer value by acting as business consultant to customers’ key management; developing a thorough understanding of customer’s business, mission, strategy, operational issues; advising customers on best product mixes to accomplish their objectives; recommending customer discounts, custom solutions, and/or special considerations. Documents value offered and delivered to the customer in clear, customer accepted financial terms.
5. In co-ordination with the District Manager, Strategic Account Manager, and Key Account Manager, achieves penetration of targeted new business opportunities through application of professional selling skills and sales planning techniques
6. Develop sales plans and strategy for active and potential pursuits. Coach sales personnel in proposal development by identifying proposal themes and “selling points” and preparing various components such as executive summaries.
7. Recommends changes in products, service, and policy by evaluating product results and competitive developments; communicating customer requirements not currently offered by Company to Marketing.
8. Builds effective customer relationships through effective business calls and customer entertainment at all levels of the plant organization.
9. Assists Industry Technical Marketers by providing ongoing information regarding customer trends, issues, and requests related to products/applications/systems.
10. Contributes to team efforts by accomplishing related results in a cooperative and supportive manner; participating in team sales calls, proposal development, pricing presentations, consultative selling techniques, and order closing strategies; representing region at trade shows and customer postal counsels.
11. Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks, participating in professional societies.
12. Supports and is committed to Nalco's Quality Improvement Process and the guiding principles of Responsible Care®, and its six Codes of Management Practice.

3.
4. JOB REQUIREMENTS

The MINIMUM amount of experience needed for an individual to be effective in the job.

• 5+ years successful direct sales experience, or equivalent combination of education and experience.
• Possesses knowledge and skill level of District Representative I position and demonstrates mature sales account management skills.

Formal Training: The lowest level of formal education required for an individual to be effective in this job, e.g., high school, two years of college, bachelors degree in mathematics, etc.

• BA / BS in a science or technical specialty or diploma