Sales Development Representative

3M has a long-standing reputation as a company committed to innovation. We provide the freedom to explore and encourage curiosity and creativity. We gain new insight from diverse thinking, and take risks on new ideas. Here, you can apply your talent in bold ways that matter.

Job Summary: Independently performs sales work and training under general supervision for assigned territory or account subset by mail, telephone, or the Internet at a fixed site, whether home or office, rather than at the customer’s place of business.  Initiates actions towards unresolved issues.  When necessary, the supervisor is consulted for assistance in problem areas.  Understands product lines, customer segments and their needs, divisional/market functions, and competitive products, prices and policies.  Utilizes active listening and communication skills to learn and build customer relationships and understand opportunity and priority to sell.  Responsible for performing work as an individual contributor within a forecast target or as a sales team member cultivating a working relationship with field sales reps in all assigned territories to promote a healthy team selling approach. Achieves specific sales objectives by providing sales coverage of assigned accounts or within assigned territory. Account Management: Establishes and maintains customer relationships (including cold calling).  Understands the customer’s business/sales model to influence key players.  Advances the sales process, service and value proposition.  Begins to demonstrate a broad level of internal influence to support the sales cycle. Introduces new products, sells and upgrades regular product orders and informs customer of product promotions.  Applies knowledge of customer contracts, national buying agreements, local contracts and other pricing documents to administer product pricing and make pricing deviations where appropriate.  May be required to input orders directly from customer, over the phone, by fax or email. Works with assigned field reps to establish, maintain and update a working Sales Plan with strategies and tactics to achieve annual sales forecast.  Begins to identify customer’s business needs and objectives.  Accounts may begin to include distributors, national accounts, and/or accounts outside assigned territory(s). Begins to learn and participate in consumer/end user research and data to establish insights.  Begins to contribute to the positioning of products/plans.  Product Knowledge: Demonstrates knowledge and use of social selling tools to create connections with industry and customers. Demonstrates a proficient level of procedural and technical product knowledge to identify products that meet customer needs.  Demonstrates understanding of individual product value propositions and knowledge of basic applications for their assigned product portfolios.  Demonstrates knowledge of competition, including competitor strengths and weaknesses and how to position against competitive offerings. Demonstrates product applications and provides training to external customers or partners such as distributors, end users, manufacture rep alliances, etc.  Independently provides appropriate sales support services to customers.  Leverages appropriate resources to solve complex problems. Proactively utilizes business systems, tools and data driven account analytics to manage assigned account/territory.  Begins to develop and communicate territory sales plans.  Reports new or unusual pertinent market conditions, competitor activities, and product performance information to key stakeholders. Inputs all applicable data into the system in a truthful, measurable format.  Shares best practices with the team to promote a positive team environment.  Independently initiates positive change towards the achievement of goals.  Consistent contributor to team activities, decisions, and direction.  Serves as a coaching resource, providing guidance