Panasonic Commercial Refrigeration New Business Development in Phoenix, Arizona
Work in a dual-capacity role with assigned Sales Principal, on Business Development targeted accounts.
Understand the food retail industry and be a source for retailers on products and trends in the market.
Provide knowledge and consultation, in the form of Solution Selling, to uncover customer needs and requirements, while taking into consideration their financial and performance-based hurdles.
Work with RSM’s to identify targeted accounts and use an Account Management Process to develop specific action plans to grow identified accounts.
Identify internal Hussmann partners to assess the needs and help coordinate the strategic action plans to facilitate a strong, profitable and successful partnership with new and existing customers.
Utilize Engineering, Operations, Service and Sales in developing and executing the account specific, business plan for long term, mutual support requirements required.
When possible, use scalability procedures to push forward multiple accounts concurrently.
Identifies potential opportunities with existing and new customers.
Convert leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process.
Use all Hussmann resources to prepare and coordinate sales presentation, and when appropriate, pricing, engineering and store auditing.
Evaluate market competitors and conditions, and provide recommendations for appropriate, actionable responses.
Develops multiple relationships with buying influencers in a Customer’s Organization, including, but not limited to: Purchasing, Construction and Project Managers, Engineering and Energy Managers
Bachelor's Degree Required
5 + years of relevant experience in a Commercial Refrigeration Business Development capacity
Earned advanced professional certifications in their fields is a plus
Proven track record of relationship & solution selling, and account management
Ability to effectively present technical information to both technical and non-technical audience members
Ability to write and provide time-based reports and business correspondence
Flexibility to work outside normal work hours, as required.
Up to 60% travel.
Ability to prioritize and re-prioritize quickly and thrive in a fast-paced environment.
Must have a sense of urgency.
Must update and maintain Customer Relationship Management System (CRM) as required
Proficient in Word, Excel, Outlook, Adobe Acrobat, Internet Explorer.
Advanced verbal and written communication skills.
Hussmann or refrigeration product experience a plus.
Develop and maintain an organized and repeatable sales and ordering process.