BPU Sales Representative

• Corporate Job Title: BPU Sales Representative
• Reporting Relationships

This position reports directly to the Director, US Surface Sales

• Position Summary

The Lufkin Sales Representative will be responsible for driving revenue growth for all Lufkin’s products and services in the region. This person will build relationships at all levels of their customer’s organization to understand their needs so they might recommend the best product or service solution to meet those needs. They contact customers, pitch and explain products features/benefits, negotiate the sale price and provide any requested information to answers questions that a customer might pose regarding the product. While well established in the region for many years, Lufkin expects this sales representative to help improve and deepen existing customer relationships, develop new customer relationships thereby increasing market share. They will work with product line experts, technicians, services managers, and local sales staff to develop and implement effective sales strategies to meet customer needs.

• Minimum Requirements
  • Bachelor’s degree (B.S./B.A.) or equivalent.
  • Ability to work with cross functional teams to achieve sales goals.
  • Highly organized and able to manage multiple initiatives and activities simultaneously.
  • Proficient with MS office and CRM (preferably SalesForce) systems.
  • Excellent verbal, written, time management, communication, and presentations skills.

• Responsibilities
  • Identifies prospective customers, understands their business needs and drivers.
  • Understands and effectively communicates our value proposition to our customers.
  • Uses a combination of product and application knowledge to propose products and services that solve customer problems.
  • Continuously adds value to relationships with new and existing customers.
  • Continuously updates and maintains contacts, leads and opportunities in the CRM program.
  • Contributes to a sales culture that fosters collaboration across different sales and service teams to create a best-in-class customer experience.
  • Maintains a written, measurable sales plans for accounts in their assigned region.
  • Contributes to achieving or exceeding sales revenue goals for product lines and accounts in the region.
  • Maintains professional relationship with appropriate office, field and/or technical level contacts with each of their assigned accounts in the region to identify decision makers, influencers, and coaches in our customer’s organization.
  • Maintains and constantly works to achieve a rolling 3-month forecast.
  • Evaluates market trends and competitor intelligence that might affect current or future sales growth strategies in the region.

• Major Functions and Duties
  • Grow sales revenue for the surface product lines in the region.
  • Work with other Lufkin product lines to identify and close cross-product sales and packages.
  • Use customer service skills to listen to customer concerns or needs and be able use their technical knowledge to address them and overcome objections.
  • Utilize inter-personal skills to work with a wide variety of people each day, build relationships and professional network.
  • Use a combination of internal drive and confidence to continuously grow sales revenue in the region.
  • Effectively communicate features and benefits of products to potential customers.
  • Develop the sales activity pipeline required to advance current quarter sales initiatives and update forecasts.
  • Travel within the region as required. From time to time the sales representative maybe requested to travel outside the region to attend business meetings or help in other areas. Travel outside the region will not be frequent and is estimated to be less than 10% of the time.
  • Meet with customers at various levels of seniority to evaluate Lufkin’s ongoing service quality, uncover any competitive threats, and identify any changes in their business.
  • Routinely interact and collaborate with Lufkin’s regional field service technicians and service center managers to drive customer satisfaction and grow sales.

• Essential Characteristics
  • Driven to win.
  • Process and data driven – Capable of using data and facts to communicate value of products and services.
  • Personable, capable of building lasting customer relationships.
  • Good knowledge of customers and markets served by Lufkin in the region.