Enterprise Sales Representative

As an Enterprise Sales Representative at Conner Industries, your primary responsibilities will include managing the sales process from prospecting through to account management. You'll engage in activities like cold calling, presenting tailored solutions, preparing proposals, negotiating contracts, and securing new clients for our multi-material protective packaging solutions. Your ability to build and maintain a robust sales pipeline will be key to your success in this role.

To qualify for the Enterprise Sales Representative position at Conner Industries, candidates should ideally possess a bachelor’s degree, though equivalent work experience is acceptable. At least five years of experience in sales, particularly in pallet, container, protective packaging, or a related field, is necessary. Strong communication skills and proven sales success are essential, alongside proficiency in presentations and CRM systems.

The Enterprise Sales Representative role at Conner Industries requires up to 50% regional travel, including occasional overnight stays. You'll travel to client locations and industry events, so being comfortable with a travel-heavy schedule is important. This aspect of the job allows you to meet clients face-to-face, building relationships that are crucial for long-term success.

The work environment for an Enterprise Sales Representative at Conner Industries is dynamic and flexible. While you'll be based out of one of our facilities, the option for remote work is available as needed. You will collaborate closely with sales and operations support teams, ensuring that you have the resources you need to succeed while enjoying a supportive company culture.

At Conner Industries, we are dedicated to your professional development. As an Enterprise Sales Representative, you will have the chance to innovate and grow within a leading company in the packaging industry. With a strong focus on training and development, alongside a transparent career progression pathway, you'll find plenty of opportunities to advance your skills and climb the corporate ladder.

In approaching prospecting, it’s essential to research your target market to understand their needs and pain points. Use a combination of cold calling, emails, and social media to reach potential clients. When answering this in an interview, mention how you leverage data and CRM tools to track leads and build a robust sales pipeline, tailoring your message to resonate with each prospect.

When answering this question, think of a specific instance where you exceeded sales targets. Start with the challenge you faced, the strategies you employed to overcome it, and the end result. Highlight your ability to build relationships and the role your communication skills played in closing the deal.

Handling objections is about understanding the customer’s perspective. Demonstrate that you listen actively to their concerns, validate their feelings, and then respond with facts and solutions that address their objections. Provide an example where you successfully turned an objection into a sale.

To maintain long-term relationships, consistent communication is key. Explain how you regularly check in with clients, understand their evolving needs, and provide ongoing support. Mention any CRM tools you utilize to track interactions and ensure each client feels valued and understood.

For this question, research Conner Industries beforehand. Demonstrate your understanding of the company's history, its position in the market, and its innovative packaging solutions. Discuss how the company’s values align with your personal and professional goals to show that you are genuinely interested in being part of a team.

Make it clear that prioritization is based on factors such as the potential deal size, the urgency of client needs, and the level of engagement. Mention any methods you have used, like categorizing leads or using CRM tools to keep everything organized. Provide an example of how your prioritization led to successfully closing a significant deal.

Discuss a specific instance and take ownership of your actions. Focus on what you took away from the experience, how you adjusted your strategies, and the outcome afterward. Highlight your resilience and commitment to continuous improvement.

To create impactful presentations, focus on storytelling and engage your audience with visuals and clear messaging. Discuss how you practice your delivery and tailor your presentations to meet the specific needs of your audience. Providing anecdotes or examples from past experiences can illustrate your capability.

Meeting sales quotas requires a mix of strategy and discipline. Explain how you set personal milestones, regularly review your progress, and adapt your approach based on outcomes. Share your experience of using data to inform your decisions and highlight any successes from consistent planning.

Discuss intrinsic and extrinsic motivators, such as the thrill of closing deals, the satisfaction of meeting client needs, and earning commission. Link your motivations to the values and goals of Conner Industries, creating a connection that reflects your alignment with the company.