Contract Sales Representative

As a Contract Sales Representative (CSR) you will be responsible for maximizing the closed sale value for all contract renewals, new business, and warranty opportunities. You will coordinate and maintain the business pipeline in partnership with District Service Managers (DSM). You will also deliver service agreement quotes and communicate the value proposition of the service offerings.

In this role, you will set the price, confirm the inventory coverage, and review terms and conditions while ensuring the service agreement meets profitability targets. As a CSR you will utilize objection handling techniques and sales tactics for contract revenue generation.

You are responsible for communicating the status of your pipeline, escalating obstacles to management, delivering quotes on time, and proactively following up with Customers until the sale is closed. As a CSR you should also identify opportunities to improve the sales process and participate in Kaizen and/or problem-solving events.

This is a hybrid role with the requirement of working onsite at our Mentor, OH Corporate HQ, 2 days per week.

Sales Responsibilities:

• Responsible for reviewing expired agreements and evaluating upsell opportunities
• Partner with DSM to define the pricing strategy for the renewal, warranty and new business opportunities
• Contact the Customer with a consultative approach to identify their needs
• Coordinate the sales process with key business stakeholders including service management, field service technicians, and sales account managers
• Deliver quotes to the Customer up to four months in advance of expiry
• Routine follow up with the Customer to obtain purchase order, overcome objections, and escalate price negotiations to field leadership to ensure Customer retention
• Evaluate terms and conditions change requests and ensure legal approval
• Update service agreement pipeline status throughout the sales process in the CRM, including retention chance, primary contact(s) and most recent communication with Customer
• Code and evaluate losses
• Meet sales performance metrics for on time renewals, warranty conversions, pricing targets, and new business quota

Continuous Improvement:

• Identify opportunities to improve the sales process and ensure best practices are utilized
• Participate in Kaizen and problem-solving events
• Implement performance goals to continuously improve year over year

Required:

• High School Diploma or GED
• Two (2) years' experience in business, customer service or inside sales.
• Demonstrated ability to stay ahead of the current assigned renewal and warranty pipeline, including on-time quote submission and follow-ups.
• History of consistently exceeding current comission metrics.
• Strong demonstrated success of making outbound calls, clearly promoting our value propositions, overcoming objections, and converting Customers on new business opportunities.

Preferred:

• Bachelor's degree strongly preferred.
• Experience working with contracts, including terms and conditions.