District Representative - Paper Chemical Sales

Job Description

• Achieves annual sales targets by working with the District Manager and senior district sales personnel to establish selling strategy and tactics.
• Obtains orders and establishes new accounts; plans and organizes daily work; calls on existing and potential sales customers. Analyses customer needs, requirements, and strategic plans recommending solutions with Company programs.
• Keeps management informed through regular activity reports and communications.
• Calls on customer facilities and observes and implements practical application of products.
• Services assigned accounts.
• Recommends changes in chemical dosages, flow rates, or equipment.
• Reports changes or problems to Account Manager and then customer.
• Begins to work with existing customers to seek new applications for existing products.
• With assistance from senior sales personnel and the Account Manager, develops and executes account sales plans. Upon attaining the required level of technical competency and sales skills, assumes both sales and service responsibilities within an assigned territory.
• Applies the Six Service Standards striving to improve their quality and document value provided to the customer.
• Under direct supervision, plans and carries out sales and service calls. Maintains close contact with district management regarding account activity, customer needs, prices, competitor activity, and Nalco product acceptability.
• Develops and maintains a sales pyramid and other required reports or documentation.
• Demonstrates safe driving techniques and maintains company car and equipment in a neat and professional manner.
• Supports and is committed to Nalco's Quality Improvement Process and the guiding principles of Responsible Care, and its six Codes of Management Practice
• District incidents and identified safety improvements
• Team compliance with safety policies and training completion
• District sales vs target and vs last year; gross margin vs target and vs last year
• Quality of analysis and documented prioritized action plan
• New program sales and penetration
• Price increases realized and district service level commitments met
• Contract compliance
• Customer and district profitability
• Quality of district business review documentation; customer feedback
• Customer retention
• Number of contacts within customer; frequency of interaction
• Number and quality of initiatives identified and agreed with customer
• Quality of value documentation
• Project results
• District my Service compliance; quality of reporting & recommendations
• PP+D plans for the direct reports (quantity, quality, achievement of objectives)
• Achievement of district engagement plan objectives
• Training completion
• Clarity of differentiated value in customer offer
• Trial and conversion success rates
• Properly documented and appropriately communicated plan

Additional Job Description

• The minimum amount of experience needed for an individual to be effective in the job. Completed the Nalco Sales Training Program and shows potential in a career as a Nalco representative.
• 5+ years successful sales experience and business administration experience
• Must have knowledge of and experience in materials, scheduling, inventory, manufacturing and installation processes.
• Adequate level of education
• Experience working with and knowledge of computers (e.g., MS Office suite)
• Exceptional interpersonal, communication, and presentation skills
• Excellent organization and follow-up skills
• Ability to work independently, under pressure, and with little direction
• Strong sales aptitude with ability to lead a team of sales professionals
• Ability to succeed in a competitive environment
• Drivers license
• Fluency in English and country specific language
• Excellent organizational, interpersonal, verbal and written communication skills are essential.