Job description

Company Description

ITW’s Celeste is looking for a Senior Inside Sales Rep with “farmer” and “customer care” skills to join our team. The Senior Inside Sales Rep will maintain but also grow, cleaning products for the interior cabin, in transit and exterior segments of top-tier airlines and their 3rd party distributors and cleaning companies. Additional sales to railroad and busses. Territory will be the Americas, with most of the focus in the US. She/he/they will be a team player, be open to coaching and enlisting help from others, and will take ownership of every initiative she/he/they create(s). The Senior Inside Sales Rep will get support from a global and experienced sales and marketing/product, and technical team.

Essential functions and responsibilities:

• Partner with the Global Sales Manager to create Celeste’s strategy for cabin interior and in-flight within 80s airlines and their 3rd party distributors and cleaning companies. Same for Railroad and busses.
• Meet and exceed annual goal for current customers and products.
• Meet annual goal for new business and new products (if applicable).
• Negotiate price increases as needed and work in solving customer and company issues on demand. Not afraid of having fierce conversations when needed.
• Develop cleaning companies’ and partner with them to understand their pain points and how to maintain and grow the business. Articulate those pain points into sales opportunities with current products as needed as well as new products if current products do not solve pain point. Expand your contact data base through cold calling, referrals, and LinkedIn.
• Provide market intelligence including price, annual usage, pros and cons of products and other critical information to marketing/product manager for inclusion into the competitive database. Acquire samples when needed.
• Track pipeline opportunities and conversion by managing Sales Force (SFDC). Track any business at risk or lost in a similar fashion.
• Work on account plans as needed.
• Prepare pre call agenda and report outcomes.
• Prepare and execute bids (private and government) and RFPs as needed.
• Update and negotiate supply contracts with airlines as needed.
• Provide sales outlook for 12 months for current and any new business.

Qualifications:

• 5 plus years of experience in sales roles or equivalent.
• English and Spanish a must.
• Previous management experience preferred.
• Price, bid and contract negotiation preferred (private and government).
• MS Office (Excel, PowerPoint, and Outlook calendar planning): Intermediate/Advanced
• Sales Force experience preferred.
• Able to travel no more than 5% of the time with potential overnight stays.

Skills:

• Direct sales skills and through 3rd parties. Sales farming skills.
• Strategic (plan development) and tactical (sales execution) mind set.
• Be a self-driven and self-motivated player requiring little supervision to stay on task and perform job functions.
• Care about satisfying customers, partners, and their needs.
• Results oriented and self-confident.
• Team player, willing to work with others to get the job done.
• Able to navigate complex sales structures within customers.
• Find product solutions to customer’s problems using existing or new products to be developed.
• Intermediate to advanced negotiation skills.
• Accountability and ownership; willing to follow procedures but to improve them as well.
• Not afraid of finding alternative roads to win, asking questions, and escalating within the customer as needed.

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus pay

Work Location: Remote

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