Area Sales Representative - VA/DC/MD

SUMMARY

The Area Sales Representative is responsible for driving business growth through strategic business development, proactive lead generation, and relationship building within an assigned territory. This individual identifies customer needs and delivers tailored, solutions-based proposals—even when those needs extend beyond Micro Matic’s current product offerings. The role includes educating clients on dispensing systems, managing the full sales cycle, and expanding market presence through cold calling, networking, and territory outreach. Regular travel is required, along with occasional meetings or events outside standard business hours.

ESSENTIAL DUTIES include the following. Other duties may be assigned.

• Prepares and executes focused sales action plans and tactics aligned with strategic business goals and objectives.
• Identifies business opportunities by targeting prospects, evaluating their position in the industry, and researching and analyzing their product and service needs.
• Travels extensively throughout assigned territory to call on both current and prospective customers to build relationships, understand needs and solicit business.
• Generates and qualifies sales leads and sources and develops client referrals.
• Develops and makes effective presentations of company products and services to current and prospective customers.
• Updates customer relationship database with customer needs, budget, timing, and other data helpful in managing relationships using CRM software.
• Proactively communicates with prospects and customers via email, written letters, fliers, handouts, brochures, and catalogs advising clients of new products and upcoming sales events.
• Negotiates with clients, develops sales quotes, and closes business.
• Provides excellent customer support, guidance, and focused product training to customers via phone or face-to-face and video meetings as appropriate.
• Delegates order processing, issue management, and technical support to the internal sales and support team and other internal functions.
• Regularly (daily and weekly) logs sales activity and records into CRM software in a clear and concise matter.
• Performs periodic quality checks on product and service delivery satisfaction and promptly addresses any identified issues.
• Monitors competitors, market conditions, and product innovations and provides thoughtful input to company sales strategies and tactics and product/service offerings.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, and benchmarking state-of-the-art practices.
• Liaises with Manufacturing to ensure custom products satisfy customers’ needs.
• Engage in solutions-based selling by identifying customer needs and designing tailored solutions, even when those solutions extend beyond our current product offerings. This includes collaborating with internal teams to conceptualize and develop potential new products or system configurations that fulfill client requirements.
• Proactively generate new business opportunities through cold calling and targeted outreach to potential customers.
• Additional duties, as assigned.

SUPERVISORY RESPONSIBILITIES

This job has no supervisory responsibilities.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

EDUCATION and/or EXPERIENCE

Four-year college degree with primary studies in business/sales; or 2 to 4 years related experience and or training, or equivalent combination of education and experience.

SALES AND MARKETING

Possesses knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales management systems.

RELATIONSHIP MANAGEMENT

Relates to customers and colleagues in an open, friendly, accepting manner and shows sincere interest in others and their concerns. Leverages these skills to develop strong lasting relationships with colleagues and customers.

CUSTOMER FOCUS

Anticipates and takes action to meet customer needs in a high-quality cost-effective manner that ultimately fosters customer satisfaction.

CUSTOMER SERVICE

Possesses knowledge of principles and processes for providing excellent customer service. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

PERSONAL ADAPTABILITY

Responds appropriately and competently to the demands of work challenges when confronted with changes, ambiguity, adversity, and other pressures.

PERSUASIVENESS

Demonstrates ability to effectively influence others to change their minds and/or behavior.

PRESENTATION SKILLS

Prepares and delivers clear, smooth presentations with confidence to customers, colleagues, and managers.

PLANNING AND TIME MANAGEMENT

Sets goals, develops strategies, and schedules appropriate time for meeting those goals, anticipates and defines alternative strategies for overcoming potential obstacles.

TECHNICAL/FUNCTIONAL EXPERTISE

Possesses up-to-date product, customer, and industry knowledge and is regarded as an expert by his colleagues and customers. Applies the knowledge and skills required to do the job in a competent manner.

REASONING ABILITY

Applies common sense understanding to carry out instructions furnished in written, oral, or diagram form. Analyzes and deals with problems involving both concrete and abstract variables in sales and other customer interactions.

CRITICAL THINKING SKILLS

Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to encountered problems.

JUDGMENT AND DECISION MAKING

Considers the relative costs and benefits of potential options to choose the most appropriate one.

COMPUTER SKILLS

Proficient with Microsoft Office, web-based applications, and email programs.

LANGUAGE SKILLS

Reads and comprehends instructions, correspondence, and memos and writes effective correspondence via letters and emails.

MATHEMATICAL SKILLS

Demonstrates ability to add, subtract, multiply, and divide into all units of measure, using whole numbers, common fractions, decimals, ratios, and percentages.

CERTIFICATES, LICENSES, REGISTRATIONS

Must have a valid Driver’s License

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is regularly required to talk and hear; sit and use hands to finger, handle and feel. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, and the ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. The noise level in the work environment is usually quiet.

TRAVEL REQUIREMENTS

Travel to depend on customer account base and assigned territory. Normally 50 – 75% travel is expected.

Job Type: Full-time

Pay: $70,392.00 - $80,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Cell phone reimbursement
• Dental insurance
• Employee assistance program
• Employee discount
• Flexible schedule
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Paid training
• Parental leave
• Referral program
• Travel reimbursement
• Tuition reimbursement
• Vision insurance
• Work from home

Work Location: On the road

Salary : $70,392 - $80,000