Inside Sales-Electrical; Contractor/Construction Group

PRIMARY FUNCTION: Implement sales and marketing plans, coordinate and implement the inside/telephone sales and marketing efforts for Electrical products and/or services within the contractor/construction group and Rochester area with the objective of increased sales, gross and net profit. Identify customer needs; develop and sell solutions that maximize Horizon product offerings, services and technical support services. Direct customer relationships and sales via telephone and indirect via Outside Sales personnel.

Establish and maintain relationships, both in person and via telephone, with vendors.
Negotiate Horizon pricing, special pricing and delivery; assist in the development of and participate in special vendor sales incentive programs to increase and develop Horizon sales.

Manage customer relationships directly with product specification and selection, establish and negotiate customer pricing and product availability. Determine appropriate delivery method based on customer needs, cost effective delivery, and product margin. Process product sales in Horizon business system including customer billing, packaging and delivery information. Locate, negotiate price/delivery and Purchase non-stock products to fulfill customer needs.

DUTIES AND RESPONSIBILITIES:
This position functions in partnership with the outside sales staff and is a primary customer/sales relationship within Horizon. It requires constant and regular communication within the Outside-Inside Sales team to analyze, understand, develop and implement sales plans that optimize Horizon product and service opportunities and profit.

Understand and analyze market and customer needs, develop plans to identify customer solutions and priorities that maximize Horizon’s profit opportunity and sales growth within the contractor/construction customer base.

Responsible for the effective execution of sales plans, forecasts and tracking systems, marketing programs, and specific initiatives that maximize profitability of product and/or service sales, address market and customer needs and proactively converge upon opportunities in the market.

Participate in contract negotiations and renewal, quotations, pricing, delivery and billing/payment consistent with Horizon standards. Monitor competitive trends and activity within the customer base/territory and make recommendations for competitively superior programs, services, contracts and pricing.

Via written and/or verbal customer consultation; Identify customer needs and Horizon product specifications and solutions. Make technical recommendations appropriate to design specifications and insuring product compatibility with customer’s proposed application.

Negotiate product availability, pricing and terms with vendors to meet customer requirements and maximize Horizon profit.

Determine and set pricing considering order volume, total customer relationship and external competitive climate.

Prepares and submits quotes, following through to close of sale with customer. This may include renegotiations with customers and/or vendors to ensure business close, Horizon profitability and continued long-term relationship with customer. .

Process orders within Horizon Business Systems, provide customer confirmation of status and monitor vendor commitments for compliance.

Monitor customer commitments communicate potential problems and changes with customers; proactively identify and resolve problems effecting customer satisfaction and/or Horizon profit.

Provide regular and continuous communication with Outside Sales, Credit, Customer Service and Delivery personnel to ensure the coordination of Horizon support services and identify potential future sales opportunities.

Monitor sales and vendor activity to maximize asset turns and meet customer needs.

Monitor operating unit sales and gross profit in relation to sales and marketing plans and budgets, forecasts, marketing programs and specific initiatives. Assist in the development and revision of marketing plans and initiatives that address market and customer needs and proactively converge upon opportunities in the market to meet Operating and Company goals.
REQUIREMENTS
EXPERIENCE, EDUCATION AND FUNCTIONAL REQUIREMENTS:

Knowledge of features, benefits and use/application of broad range of Horizon Electrical products. Specific in-depth knowledge of contractor electrical products preferred and the ability to read blueprints and technical drawings. Knowledge and/or experience in the direct telephone customer selling process and techniques; including the ability to close sales. Ability to determine and negotiate product cost and customer pricing. Strong communication, negotiation and teamwork skills; ability to work independently and prioritize tasks; strong attention to detail and analytical ability required.

Technical knowledge of Horizon products and product applications; product design, installation and maintenance within assigned sales product area preferred.