Field Sales (Mountain West Region)

Position Summary

J. J. Keller & Associates, Inc., a leading supplier of safety and compliance solutions, has an exciting opportunity for a dynamic Field Sales Representative. This position works in partnership with an Inside Sales Representative to drive enterprise-level Environmental, Health & Safety and Human Resource Services revenue for an assigned account base within the Mountain West Region (CO, NM, UT, ID, MT, NV, WY, KS).

As a key part of our National Accounts platform, the Field Sales Executive position is responsible for selling a diverse suite of J. J. Keller products and services, including cloud-based solutions, Training Content, and Consulting Services to Senior level leadership contacts. This position is the primary relationship point of contact with our largest strategic clients (Fortune 1000). This home office position requires 50% travel to client sites and must reside within the territory. We offer a competitive base salary along with monthly/quarterly/annual incentives, which includes a guaranteed incentive each month for the first 12 months.

Job Responsibilities

• Drives revenue in assigned national enterprise accounts by developing and leveraging relationships with senior level executives of clients. Influences long-term strategic decisions as a partner to our clients.
• Sells a variety of industry-leading cloud-based products and services, working collaboratively with a dedicated inside sales partner, as well as internal support teams – implementation, marketing, consulting, legal and product engineers.
• Develops and implements selling strategies and business growth opportunities for new and existing clients.
• Navigates complex business cycles, working with internal and external stakeholders to achieve the business goals of the client.
• Negotiates pricing, terms and conditions and other key agreement components for complex deals. Develops supply agreements, contracts, merchandising and pricing strategies as appropriate with internal support.
• Organizes and manages the sales process for each account to capitalize on selling opportunities and ensure all follow-up activities are handled in a timely manner, including transition to the implementation staff.
• Continuously qualifies and develops accounts by identifying additional contacts/buyers and sales opportunities. Develops meaningful relationships with existing clients to continue to support and grow the business.
• Services all clients, internal and external, as the primary point of contact. Works with internal stakeholders to help address any challenges to the mutual satisfaction of both the company and the client.
• Coordinates clients visits as appropriate, plans travel efficiently.
• Meet and exceed monthly financial goal objectives/metrics while developing a pipeline for future opportunities.

Qualifications

Experience:

• Field sales experience selling cloud-based applications, and/or related EH&S and/or HR training products and services.
• Experience selling to and negotiating with large enterprise level clients preferred.
• Experience building strategic business partnerships and navigating complex business cycles.

Education:

• Bachelor's Degree in Business related field; in lieu of a Bachelor’s degree 4 years of relevant field sales experience will be considered.

Other Skills/Qualifications:

• Business development skills and ability to utilize a consultative sales approach.
• Ability to manage sales process independently and in collaboration with inside sales associates.
• Self-motivated with strong time management, planning and organizational skills.
• Strong interpersonal, written, verbal and presentation skills. Independent problem-solving skills. Confident, assertive, and goal oriented.
• Must possess valid driver’s license.
• Must be able to travel approximately 50% of the time.

Physical Requirements

Work is performed primarily in a standard office environment. Work involves operation of personal computer equipment for extended periods of time. Frequent airplane or car travel required for this position.