Business Development Rep/Direct Sales Executive

POSITION OBJECTIVE:

The Direct Sales Executive (“DSE”) is responsible for achieving an assigned New Business Sales Quota, driving new business both independently (cold calling or warm lead follow-up) and in partnership with the CLAUS field. The DSE represents Canadian Linen & Uniform Service Direct Sales in all facets of the business relationship with both internal (market center) and external customers. New business is defined by: companies who have never ordered from CLAUS or former CLAUS customers who have not purchased from CLAUS in 12+ months.

 SPECIFIC RESPONSIBILITIES:

• Hunts for new business in collaboration with CLAUS service organization to identify and acquire new business opportunities.  Travels consistently within their region to develop relationships and sales strategies with Account Executives in the field and to visit CLAUS customers
  • Collaborates and pursues GM top 20 and DM top 100 account base for direct sales opportunities
  • Pursues direct sales opportunities from our existing rental customers
  • Pursues non- buying locations from our current ADS Strategic account base through salesforce.com campaigns
  • Share fresh direct sale message every week in regional/market center GM/Sales calls
  • Provide ongoing education to market center associates on all direct sale products/services
  • Roll out sample kit selling tool to all market centers
  • Consults with CLAUS Direct Sales management on pricing and margin strategies
  • DSEs support all qualified opportunities of $25,000+ or >100 wearers.
  • DSEs partner with corporate accounts and strategic sellers, to identify and support direct sale build out opportunities with the rental base,
• Formulates and implements account strategies to win new customer business or reactivate inactive customers
  • Subscribe and prospect to business journals in major metropolitan territories in the assigned region
  • Participate in regional tradeshow(s) and ensure positive return is achieved by managing event and delivering projected revenue by executing an effective post-show prospecting campaign
  • Call out on former direct sale customers and trade associations using SFA and/or call lists provided by the ADS marketing team
  • Cold call on SIC-based, product-focused, CLAUS rental new/lost customer prospect lists provided on a recurring basis in SFA and/or ADS marketing
  • Performs sales presentations to close new business opportunities
  • Demonstrates product expertise for CLAUS employees and customers
• Ensures smooth and positive transition of new accounts after 12 months to the Inside Sales Associate 
• Spends approximately 15% of time working to grow opportunities that are currently assigned to their team partner ISA
• Maintains a 30-60-90 day pipeline in SFDC that is required to achieve assigned sales quota

 REPORTING STRUCTURE:

•  This position reports to the Direct Sales Manager, Canada.

KNOWLEDGE, SKILLS & ABILITIES:

• Strong relationship selling skills are required
• Sales experience and a proven track record in acquiring new business over the phone and in person
• Familiarity and experience in base business management, growth management and market development is required
• Outstanding verbal and written communications skills are required
• Ability to collaborate both internally and externally
• Basic computer skills, including Windows-based applications such as Word, Excel, and cc:Mail is required.  Knowledge of Salesforce.com is preferred.
• Ability to travel 50% of the time is required

EDUCATION: 

•  A bachelor’s degree is preferred