Sales Representative

Job Description

Job Description

The Sales Representative is responsible for developing profitable sales growth through new customer acquisition, existing account development, competitive bidding, and long-term customer relationships.

This position manages assigned sales opportunities from initial customer contact through quotation, order coordination, and delivery follow-up. The Sales Representative works closely with the Vice President of Sales, production departments, and Logistics to ensure customer requirements are understood, pricing and delivery commitments are accurate, and customer expectations are met.

The Sales Representative maintains an active understanding of Franklin Industries' products, manufacturing capabilities, customer requirements, and competitive markets. The position is accountable for growing assigned business while supporting profitability, product quality, and reliable customer service.

 

Minimum Qualifications

Required

• High school diploma, GED, or equivalent.
• Demonstrated experience in sales, account management, business development, or related customer-facing responsibilities.
• Strong understanding of sales processes, customer relationship management, and business communication.
• Ability to develop customer relationships and identify business opportunities.
• Strong negotiation, problem-solving, and organizational skills.
• Ability to prepare accurate quotations and manage multiple customer requirements.
• Proficiency with Microsoft Office, particularly Excel, Word, and Outlook.
• Ability to work independently, manage priorities, and meet established deadlines.
• Ability to travel for customer meetings and business development activities.
• Must have or be able to obtain documentation required for domestic flights.

Preferred

• Bachelor's degree in business, marketing, or a related discipline.
• Five years of sales or customer service experience.
• Experience in manufacturing, industrial products, or steel products.
• Experience with government or Department of Transportation bidding processes.
• Experience with Sage 100 or comparable ERP software.
• Experience using customer relationship management (CRM) systems.
• Have or be able to obtain documentation required for international flights.

 

Duties and Responsibilities

Sales and Business Development

• Develop new customer accounts and identify opportunities for profitable sales growth.
• Maintain and expand existing customer relationships, including monthly travel to visit existing and prospective customers.
• Conduct customer outreach through telephone calls, email, visits, and other appropriate channels.
• Identify customer needs and recommend appropriate Franklin Industries products.
• Develop and maintain an active pipeline of prospective customers and sales opportunities.
• Pursue new business opportunities within assigned markets and sales channels.
• Support customer retention through responsive service and consistent follow-through.
• Report customer visits, sales activity, and business opportunities to the Vice President of Sales & Marketing.

Account Management and Customer Service

• Serve as a primary sales contact for assigned customer accounts.
• Maintain professional relationships with customer purchasing personnel and other decision-makers.
• Respond to customer inquiries concerning products, pricing, availability, and delivery.
• Resolve routine customer concerns and coordinate resolution of more complex issues with appropriate departments.
• Maintain accurate customer information and communicate changes affecting customer requirements.
• Identify opportunities to increase sales volume within existing accounts.
• Coordinate with the Vice President of Sales & Marketing on significant customer issues, pricing decisions, and account development opportunities.

Quotations and Competitive Bidding

• Prepare accurate customer quotations using approved pricing and established company procedures.
• Research, develop, and manage Highway Department of Transportation bid opportunities.
• Seek out new bid opportunities in states where the company is not on the approved vendor list and create a plan to gain that business.
• Review bid specifications, quantities, deadlines, delivery requirements, and applicable product requirements.
• Coordinate internally to verify manufacturing capabilities, product availability, and anticipated lead times.
• Submit bids and quotations within established deadlines and assigned authority.
• Track quotation and bid outcomes and identify opportunities for improvement.
• Maintain accurate records of submitted quotations, bids, and customer responses.
• Escalate pricing exceptions, contractual concerns, and significant commercial commitments for appropriate approval.

Order Management and Production Coordination

• Coordinate customer orders with the appropriate production and logistics personnel.
• Verify order requirements, including product specifications, quantities, pricing, and requested delivery dates.
• Calculate or confirm product lead times using available production information.
• Communicate customer requirements and changes to affected departments.
• Coordinate purchase orders and pick sheets required for order fulfillment.
• Monitor significant customer orders and communicate potential delays or fulfillment concerns.
• Assist with shipment preparation and invoicing documentation as required.
• Provide product certifications and other required documentation associated with customer purchase orders.
• Coordinate with Logistics regarding shipment scheduling and delivery requirements.
• Maintain awareness of outside-processing requirements, including galvanizing, when they affect customer commitments.

Sales Reporting and Administration

• Maintain accurate records of sales activity, customer communications, quotations, and open opportunities.
• Provide sales reports and updates as required by the Vice President of Sales & Marketing.
• Maintain customer and order information in assigned company systems.
• Participate in required Sales and Shipping meetings.
• Research customer orders, invoices, and supporting documentation as necessary.
• Maintain accurate electronic records and follow established document-control procedures.

Continuous Improvement

• Identify recurring customer-service, quotation, order-processing, and communication problems.
• Participate in problem-solving and Root Cause Analysis activities.
• Recommend improvements to sales processes, customer communication, and order coordination.
• Support Franklin Industries' Lean and continuous improvement initiatives.
• Follow applicable company policies, procedures, work instructions, and quality-management requirements.

Communication and Teamwork

• Communicate effectively with the Vice President of Sales & Marketing, production leadership, Logistics, Shipping, and other supporting departments.
• Communicate customer requirements clearly and accurately.
• Escalate concerns that may affect customer commitments, product quality, pricing, or profitability.
• Maintain professional relationships with customers, vendors, and company personnel.
• Coordinate cross-departmental efforts necessary to fulfill customer orders.

Other Duties

• Assist the Vice President of Sales & Marketing with assigned projects and sales initiatives.
• Attend required meetings, trade shows, trainings, and customer events.
• Perform other duties consistent with the purpose of the position as assigned.

 

Success Factors

Successful Sales Representative consistently demonstrate:

Care - Protect customer relationships, product quality, and company interests through responsible sales practices.

Passion - Actively pursue opportunities, follow through on commitments, and demonstrate ownership of assigned accounts.

Respect - Maintain professional, constructive communication with customers and fellow associates.

Learn - Develop product knowledge, understand customer markets, and continually improve sales effectiveness.

Integrity - Provide accurate information, honor commitments, and conduct business ethically.

Teamwork - Coordinate with production, logistics, and other departments to fulfill customer requirements.

Additional competencies include:

• Customer Service
• Logistics Coordination
• Order Management
• Freight Scheduling
• Sage 100 Proficiency
• Inventory Awareness
• Production Coordination
• Documentation Accuracy
• Problem Solving
• Organization and Prioritization
• Written and Verbal Communication
• Attention to Detail
• Follow-Through

 

Physical Demands

The physical requirements described below represent those required to successfully perform the essential functions of this position.

The associate must be able to:

• Sit and work at a computer for extended periods.
• Frequently communicate by telephone, email, and other electronic systems.
• Occasionally stand and walk throughout the facility.
• Access Farm, Highway, Shipping, and other production areas as required.
• Occasionally lift and carry office or shipping materials weighing up to 25 pounds.

Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position.

 

Working Conditions

• Primarily office environment with regular interaction with a heavy industrial manufacturing facility.
• Occasional exposure to industrial noise, moving equipment, varying temperatures, and other manufacturing conditions when entering production or shipping areas.
• Required use of appropriate PPE when entering designated production areas.
• Occasional schedule flexibility may be required to resolve transportation or customer issues.

 

Performance Standards

Performance will be evaluated using the following criteria:

Sales Growth

• Achievement of assigned sales objectives.
• Development of new customer accounts.
• Growth and retention of existing customer business.
• Contribution to profitable sales volume.

Customer Relationship Management

• Responsiveness to customer inquiries.
• Quality of customer relationships and follow-through.
• Timely resolution or escalation of customer concerns.
• Accuracy of customer communications and commitments.

Quotations and Bidding

• Accuracy and timeliness of quotations.
• Effective management of Highway DOT bid opportunities.
• Compliance with established pricing and approval requirements.
• Appropriate follow-up on outstanding quotations and bids.

Order Coordination

• Accuracy of customer order information.
• Effective coordination with production and logistics personnel.
• Timely communication of changes affecting customer commitments.
• Accuracy of supporting documentation.

Sales Administration

• Completeness and accuracy of sales reports.
• Maintenance of customer and opportunity records.
• Effective management of assigned priorities and deadlines.

Continuous Improvement

• Identification and resolution of recurring sales or customer-service problems.
• Support of standardized work and continuous improvement initiatives.

Dependability

• Consistent attendance and punctuality.
• Accountability for assigned customers, opportunities, and commitments.

Training and Development

Within 90 days of employment, associates are expected to:

• Demonstrate working knowledge of Franklin Industries' products, manufacturing capabilities, and assigned sales channels.
• Demonstrate the ability to prepare accurate quotations within established pricing authority.
• Demonstrate familiarity with assigned customer accounts and current business opportunities.
• Demonstrate competency using Sage 100 and other required sales systems.
• Demonstrate the ability to coordinate customer requirements with production and logistics personnel.
• Demonstrate familiarity with Highway DOT bidding requirements and applicable internal procedures.
• Independently manage routine customer inquiries, quotations, and assigned account responsibilities.
• Maintain accurate sales activity and customer records.
• Demonstrate effective communication, follow-through, and problem-solving.

 

Machines/Equipment used for Position:

• Computer
• Sage 100
• Microsoft Office
• Email
• Telephone
• Scanner
• Shipping and Freight Documentation Sy