Senior Sales Representative job description

In April, we were named to the Forbes list of America's Best Employers for Diversity 2022. This is our third year on the list and our highest ranking yet-appearing at No. 56 on the total list of 500 companies. We're No. 9 among companies in the financial services industry. Join us!

Qualifications

• Bachelors degree or equivalent, plus 6+ years of related experience (i.e., financial services, insurance, wholesaling)
• Must have high drive to succeed, initiative and ability to develop broad knowledge of disability sales concepts, and the need in both personal and business markets, as well as regulations governing disability insurance sales.
• Excellent oral and written communication skills are needed.
• Ability to train and motivate producers to sell disability insurance is required.
• Must have or obtain appropriate insurance licenses. Active life and health license preferred.
• Travel is required, including overnight stays.
• Non-solicitation agreement required upon hire.

Salary Range Information Salary ranges below reflect targeted base salaries. Non-sales positions have the opportunity to participate in a bonus program. Sales positions are eligible for sales incentives, and in some instances a bonus plan, whereby total compensation may far exceed base salary depending on individual performance. Actual compensation for all roles will be based upon geographic location, work experience, education, licensure requirements and/or skill level and will be finalized at the time of offer. Salary Range $75000 - $75000 / year Additional Information

Location

This position will be based in Ohio. The territory of coverage includes Michigan, Ohio, West Virginia and Kentucky.

Job level

We'll consider talent at the next level with the right experiences and skills.

Work Authorization/Sponsorship

At this time, we're not considering candidates that need any type of immigration sponsorship now or in the future or those needing work authorization for this role. (This includes, but is not limited to students on F1-OPT, F1-CPT, J-1, etc.)

Investment Code of Ethics

For Principal Global Investors positions, you'll need to follow an Investment Code of Ethics related to personal and business conduct as well as personal trading activities for you and members of your household. These same requirements may also apply to other positions across the organization.

Experience Principal

While our expertise spans the globe, we're bound by one common purpose: to foster a world where financial security is accessible to all. And our success depends on the unique experiences, backgrounds, and talents of our employees - individually and all of us together. Explore our core values, benefits and why we're an exceptional place to grow your career.

Principal is an Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

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Business Unit: Kerr by Ingredion

Kerr by Ingredion is hiring a Senior Sales Representative to manage a portfolio of regional accounts. The primary accountability of this position is to profitably grow sales by providing unparalleled customer service and quality products. This senior sales professional will be focused on identifying customer unmet needs to obtain new business, strengthening relationships at multiple levels within the customer's organization and successfully negotiating complex supply contracts.

The Kerr by Ingredion Sales Team is focused on delivering solutions that can build value for our customers. Join a collaborative group of solution driven employees working to deliver profitable growth through sales, quality, and customer service.

As Senior Sales Representative, your responsibilities will include:
Maintaining and profitably growing sales to a regional portfolio of customers.Developing account plans in line with the customers' strategies, inclusive of ambitious growth targets and innovation opportunities.Utilizing our Technical Service, Marketing resources and the wider Ingredion commercial team to develop customer intimacy.Quantify and articulate the current and potential value created for the customer; and, identify opportunities to solve customer problems with existing products or new requirements.Assist with the development of new products and expand existing business with our formulated products Providing an accurate forecast of customers' sales volumes and revenues. Maintaining a monthly dashboard and activity report.Generating new business by finding opportunities and converting them into revenue. Growing the “pipeline” for the customer portfolio to ensure reliable stream of future new business.Negotiating supply contracts with customers and handling the development, accuracy and delivery of those contracts.Working with customers' procurement, R&D, marketing, management and other buying influencers to sell our ingredients and meet volume, revenue, profit targets and specialty product growth for the company.Providing immediate analysis of customer issues and employ problem solving intervention tactics to obtain successful solutions and total customer satisfaction.

Qualified candidates will have:
A Bachelor's Degree in Food Science, Business or related field with minimum of 5 years of sales experience.Demonstrated leadership experience and the ability to concisely communicate objectives and results to reach targeted goals.Knowledge of common food processes, food ingredient functionality, and ingredient interactions a plus.Consistent track record of managing and penetrating complex accounts and delivering results; preferably to processors/manufacturers in the food industry.Validated negotiation skills and strong organizational and time management skills.Demonstrated ability to build and use strong relationships to generate sales & profitability.Consistent track record of growing revenue and managing financial dealings with customers.Demonstrated ability to successfully coordinate many complex activities / projects simultaneously.Solid presentation skills and excellent written and oral interpersonal skills.Willingness to travel up to 40%

Ingredion provides accommodations to job applicants with disabilities throughout the hiring process. If a job applicant requires an accommodation during the application process or through the selection process, we will work with the applicant to meet the job applicant's accommodation needs.

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We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, military status, or disability status.

Relocation Available:
No

DUTIES AND RESPONSIBILITIES
The duties and responsibilities of this position consists of, but are not limited to, the following:
Manages customer interactions including fostering relationships, making customer calls and closing deals Uses CRM to identify, call and track prospects in order to gain core and strategic customer opportunities Visits customers and potential clients within assigned territory 3-to-4 days per week Collaborates with manager to ensure alignment with branch strategies in forecasting, business planning, and pipeline development Demonstrates solid decision-making skills and ability to prioritize ever-changing daily tasks Effectively executes sales activities to meet or exceed daily, monthly or annual expectations Works closely with other internal departments to ensure a seamless and positive customer experience Consults with several levels of decision-makers and buying influences to understand customers' business challenges and supply chain goals Ability to develop tailored solutions that deliver value and support the customer's business strategy Senior Sales Executive is expected to bring own contribution to the regional team, not only by consistently achieving your new net revenue targets, but also by sharing opinions and ideas, as well as best practices, in order to support the success of the entire sales team and the Branch they work with Prospects, plans, and conducts face to face visits with new prospective customers within Branch territory Interprets how multiple factors effecting market conditions could impact a customer's supply chain and can deliver a persuasive case for change Maintains & updates (minimum weekly) our CRM system Maintains a strong commercial presence in the local marketplace, participating or presenting at regional events Remains engaged with customers to maintain relationship and ensure ongoing success of accounts in collaboration with local assigned Account Executive/Account ManagerFollows up and respond to sales leads generated by overseas offices or assigned by your Sales ManagerAttends training sessions created to enhance relevant knowledge and skills Co-ordinates quotes with your Sales Coordinator (where applicable) and facilitate the transition of new customers to the local Account Executive/Account Manager
Solution Design:
Ability to build a winning deal team using the right internal resources; leading and collaborating with International Air, Ocean & Rail and account management teams to develop a tailored solution Partners with customers to gather information on their needs, and offers tailored solutions based on the CHR platform to win business Manages conflict and navigates difficult conversations with customers or internal partners Builds and delivers proposals, tailoring each presentation to the customer
Process Efficiency:
Leverages customer facing technology to ensure the right technology is matched to customer needs Influences customers to leverage automation and increase process efficiency from day one of implementation Collaborates and partners with Account Management teams to create and execute an implementation plan to effectively transition relationship management duties; assists in the development of any SOPs required to manage the customers' business effectively Use multiple media platforms to drive relationships forward and is comfortable with in-person or phone-based conversations Organizes and prioritizes opportunities utilizing AtmosphereNegotiates appropriate payment terms and processes Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy Other duties or responsibilities as assigned according to the team and/or country specific requirements

QUALIFICATIONS
Required:
High school diploma or GEDMinimum 4 years of operations experience from a freight forwarder or outside sales experience Willingness to travel within assigned territory, minimum 3-4 days per week Site Specific: Fluent in English

Preferred:
Site Specific: Bachelor's degree from an accredited college or university Advanced knowledge of logistical concepts and supply chain terminology Site Specific: Ability to speak multiple European languages Excellent communication and presentation skills Ability to multi-task, prioritize, and manage time effectively Strong attention to detail Strong ability to persuade, motivate, and influence others Self-driven, results-orientated individual with a positive outlook and clear focus on high quality and business profitability Keen sense for business development with a clear “hunter” mentality Develop and maintain strong inter-company relationships Proficient in Microsoft Office Suite of programs Values a diverse and inclusive work environment

Disclaimer:
This job description is intended to generally describe the nature and level of work to be performed by employees in this position. It is not intended to be construed as an exhaustive list of all responsibilities and skills required of employees performing this role.

Equal Opportunity and Affirmative Action Employer
C.H. Robinson is proud to be an Equal Opportunity and Affirmative Action employer. We believe in equality for all and celebrate the diversity of our employees, customers, and communities. We believe this increases creativity and innovation, drives business growth, and enables engaged and thriving teams. We're committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued, and respected.

Benefits
We offer a competitive benefits plan above the Mexican Labor Law. This includes life and medical insurance, a Wealth Accumulation Plan (Plan de Pensiones), an Employee Stock Purchase Plan, and among others, the opportunity to prosper in a Fortune 500 company.