Job Description
KEY DUTIES AND RESPONSIBILITIES:
PROFESSIONALISM
Build a positive relationship with the potential and existing clients projecting JaniTek as a professional, competent, caring company.
Maintain a well-groomed professional appearance and adhere to the "Do the Right Thing" standards and codes.
SERVICE
SALES
STANDARDS OF PERFORMANCE:
The Outside Sales Account Manager will have satisfactorily completed the above responsibilities when:
SERVICE
SALES
GENERAL ROLE OVERVIEW: The below is a general summary of the varying responsibilities of the role and the required skill sets.
As an Outside Sales Account Manager you are the main contact between our clients and JaniTek. You may get these clients through assignment, referrals, in-house leads or cold calling. You will propose our services following the JaniTek sales system, close the initial sale, and then service the account.
PROSPECTING:
The Outside Sales Account Manager role has a commission structure to encourage you to develop your base of clients. You will prospect by networking at various business functions, leads groups, or service clubs.
SALES:
Once the initial sale has occurred, you will continue to service the account by responding to customer requests/complaints. The ongoing sales opportunities are with the project work that is typically not included in the initial janitorial service sale. Carpet Cleaning, VCT Maintenance, Tile Cleaning, Windows, Upholstery, Pressure Washing, and Consumables are all add-on sale opportunities with your client. This should be tracked and goals set for each category and client. Profitability must also be a factor when selling.
CONTRACTS AND PAPERWORK:
Now that the sale has occurred, the paperwork begins. Contracts should be signed by all, checking for accuracy. All pertinent client information must be documented in our CRM, Express Time, and Client file. Our Administrative Team will assist with this process, however you are fully responsible for the accuracy and execution of this process.
BUILD RELATIONSHIPS:
Building a solid relationship with a client is imperative. It can save an account when the client goes out to bid or when we make a production mistake. Trust is paramount. Do what you say and follow up! We present ourselves as an extension of their staff representing them to JaniTek. We become their advocate with our production team. Immediate response to concerns, correction of problems, and good follow up are a must! To solidify your relationships you may want to send thank you notes, birthday cards, holiday greetings, and even take them to coffee or lunch. Even though we treat every client as if they are our only client, typically the bigger the client, the more time an effort will go into building the relationship.
KEY SKILL SETS:
COMMUNICATION: Good verbal and written communication skills, are critical to develop good relationships.
PRESENTATION: Competence, confidence, communication, professionally dressed, persuasive, and reliable will help you build a quick rapport with existing and prospective clients.
PROBLEM SOLVING: Calm, rational, empathy, responsiveness, and logic will help you solve problems quickly.
TIME MANAGER: To do lists, calendaring, CRM development are critical to manage your time. Balls dropped mean sales and clients lost!